Attracting dental patients

Almost every dental practice is looking for new patients. Most practices have considered participating with additional insurance companies in order to gain patients. This is one path, but is it the right choice for your practice? This depends on what types of patients you want to attract and what you’re willing to sacrifice to attract them. Any dental office that accepts PPOs is familiar with the impact 30% to 35% write-offs have on the practice’s bottom line. Instead of increasing your dependence on insurance to attract more patients, why not reduce that dependence by building an alternate source of new patients - internal marketing - and referral stream for your practice?

Internal marketing is inexpensive and often more effective than insurance participation in generating new patients. Referred patients also tend to be more loyal and likely to stay with your practice through insurance changes down the road. If you’re fortunate enough to be in a position to consider reducing your PPO participation, those patients who came to you because “Sally said you’re so gentle,” or “Your staff will walk me through my financial options,” are more likely to stay with your practice. This is even after you have dropped their plan, and even when compared to the patients who came into the office because “You were on my insurance list of providers.”

Internal marketing often falls into the “tried and failed” category with many offices. One reason for this can be the practice culture. You have to create a culture the team is proud of, while making sure they feel appreciated and respected. Internal marketing relies on the staff asking patients to refer their friends and family. When you strongly believe in something, it becomes effortless to speak positively about it.