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We ask our dental clients a few questions at Local Digital Biz Solutions to assist them in understanding how following up new cosmetic dental inquiries can result in more patients. We'll walk you through what your follow-up process should include in this article.
Taking Care of Cosmetic Dental Inquiries
The cosmetic dentistry market has flourished in recent years, as an increasing number of dental patients have begun to investigate a wide range of visually improving procedures such as teeth whitening, gum contouring, and smile makeovers. It's good news for dentists who provide this service, as the number of inquiries continues to rise. However, increasing demand equals more competition, which is bad news.
The issue is this:
"How may dental offices get a competitive advantage over their competition by attracting consumers seeking cosmetic dental treatments?"
"By establishing a follow-up procedure!"
Did you know that, according to a recent marketing report, 48% of companies never follow up with a lead? In dental jargon, this indicates that a patient is sitting in someone else's dentist chair instead of yours.
To avoid this, here are three excellent strategies for dental clinics to follow up on new cosmetic dental leads.
Tip 1 – Consistently send follow-up emails
Follow-up emails don't have to be long and complex; in fact, keeping them short and sweet is preferable. In essence, they're there to accomplish a goal, which is to persuade the recipient to take some kind of action. This might be as simple as contacting you for further information or scheduling a session to explore the many cosmetic treatments you provide.
Here are some helpful hints:
Avoid sidestepping the topic and come right to the point.
Let's face it, you're not just 'checking in' or 'just checking to see,' you're trying to accomplish something, therefore you need to be very explicit about what you're attempting to accomplish.
It could be something like this....
'Hello there' (insert first name here)
I'm following up on an inquiry you made about cosmetic dentistry treatment a few days ago.
I just wanted to let you know that we provide a free, no-obligation consultation to all of our patients to explore their cosmetic dentistry requirements. If you'd like to schedule an appointment or learn more about how we may assist you, please call us at (insert number here).
Thank you again, and we hope to hear from you on behalf of (insert the name of the lead dentist or practice owner).
It gets right to the subject right away. It immediately informs the patient of the purpose of the email and, more crucially, what they must do to take action.
Emphasize any advantages you provide.
You'll also see that I mentioned a perk in the shape of a complimentary, no-obligation consultation. You'd be stupid not to tell the receiver about this service if you do offer it. Any advantages you have over your competition, such as discounts on teeth whitening or wrinkle reduction, should be mentioned.
Make a catchy subject line
The subject line of your follow-up email should be the last thing you write. It should be kept short and sweet, but catchy enough to attract the reader's curiosity, much like the email itself.
In a 2014 survey of over 6.4 million emails, it was found that those subject lines that contained
• Words with a high level of urgency, such as "tomorrow"
• Personal names
Performed the best.
Those that did were more likely to be opened and read than those that didn't.
Tip 2: Provide them with answers.
Most people seeking cosmetic dental treatment want precise answers, so why not provide them with that knowledge in the form of a helpful report or guide?
This is how it goes.
• The patient sends an email inquiring about aesthetic dental treatment.
• You send them an email with a report or a helpful guide.
• The customer likes what they hear after reading your helpful guide or report and schedules an appointment.
At least, that's the theory...
So, what should be included in these reports or guides?
Let's pretend you have a helpful teeth whitening guide. It should include all of the information that a patient requires. Background information, therapy options, the types of results patients might expect, and what they can experience throughout treatment are all important components of a good report or useful guide. The idea is that it not only provides them with enough information to make an informed dental decision, but it also informs them that you are the "go to" cosmetic dentist for this treatment.
One of the key advantages of following up with a guide or report is that it can be issued immediately with a covering email, making it a simple task. Furthermore, the guide only needs to be created or commissioned once, after which it may be given to a large number of patients, making it cost-effective marketing.
You can also have a succession of guides for different treatments, allowing you to tailor each guide to the individual needs of each consumer. This is a good approach to turn follow-ups into leads if done correctly.
Tip 3: Make a direct contact.
The third piece of advice is to make contact in person. Because it can be time consuming, this is a less widely utilized method. It is, nonetheless, quite effective. Imagine being the person who made the inquiry and receiving a call from the dentist in question thanking you for your inquiry and asking you to a free, no-obligation consultation one or two days later. It's difficult to say no, isn't it? The call should come from you directly rather than your receptionists to be most effective, since it provides a certain amount of prestige. Maintain a cordial tone, and, as with the email, keep it brief and sweet.
This is how the conversation might go:
"Hello there" (insert name) I'm a doctor (insert name) from (insert name of dental practice). I saw you recently inquired about teeth whitening, and I'd love to assist you in achieving a brighter, whiter smile. Can I invite you to a no-cost, no-obligation session with me later this week to talk about how we can do this?"
Surprisingly, this type of follow-up is underutilized, yet research has shown that warm prospecting can produce excellent outcomes.
That's all there is to it.
You just read three instances of how to effectively follow up on new cosmetic dental inquiries in order to gain additional patients.
If you're willing to do what others won't and use one or more of the tactics listed above, your patient base will undoubtedly grow. If you'd like to set up a follow-up system, please fill out the form below to schedule a free consultation with us at Local Digital Biz Solutions.
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