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Marketing Implant Dentistry


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Table of Contents

Foreword viii Introduction x 1 Visual aids and verbal skills 1 Physicians make great use of visual aids 2 Better to show empathy, not sympathy 2 Implants are worth more than replacing missing teeth 4 Everything begins with asking the right questions 4 The power of visual aids 6 Verbal skills 11 Work out the financials 13 Dental implant models 16 Elevator pitch 18 Could it be that your case presentation just sucks? 19 Implant animations 20 Leveraging your auxiliary staff for animation demos 23 Summary 24 2 Patient education seminars 25 Lasik eye surgery education seminars 26 Using patient education seminars to attract dental implant patients 27 Seminar location 28 The presentation 30 The body of your presentation 34 Presentation conclusion 43 The postpresentation process 45 Advertising your patient education seminars 47 Summary 49 3 Partnering with physicians for dental implants 51 A physician's endorsement of you could be priceless 52 Speak in a language the physician understands 53 Unconventional methods can lead to extraordinary results 55 Targeting endocrinologists and orthopedic surgeons for patient referrals 56 Targeting the gastroenterologist doctors 58 Targeting otolaryngologists (aka ENT doctors) 61 Targeting plastic surgeons for patient referrals 63 Targeting obstetrician and gynecologists (OB/GYN) 64 Other healthcare providers to target 65 Keep your expectations realistic 67 Physicians need dental implants too 68 Comarketing efforts 69 Summary 70 4 Marketing full ]arch implant dentistry in your practice 71 Tissue ]borne dentures: The short ]term solution 73 Targeting your denture wearers first 75 Face ]to ]face with the denture patient 77 Immediate load/immediate function 79 Targeting removable partial denture and fixed partial denture patients for immediate load 81 Presenting the treatment plan for immediate load 81 The failing partial ]denture: Post ]op examination discussion 82 Consultation with the immediate ]load candidate 87 Making financial arrangements 95 Establish goals for immediate ]load production 96 Summary 97 5 Implant marketing for the surgical specialist 98 Who moved my implant? 99 Meeting the needs of restorative doctor 100 Sharing case reports with restorative doctors 103 Edentulous patient implant study group 105 Target your top two to five referral sources' patient base 112 Patients and professionals are used to direct ]to ]consumer advertising 114 You too should go direct to consumer 115 Strategies for going direct to consumer 116 The prosthodontist specialty 118 Role of an implant coordinator 120 Expand your geographical range 122 Reducing clinical limitations is crucial 123 Summary 126 6 Database marketing 128 Automate your data entry as much as possible 130 Querying your removable partial ]denture patients for in ]depth insight 131 Collecting the right data through patient surveys is crucial 133 How you structure your survey is important 135 Use it! 135 Tailor your marketing efforts to match your research findings 136 Automate your marketing correspondence 137 Define your missing teeth demographics 138 The numbers don't lie 140 Build rapport year ]round 141 Target each demographic in your database for implants 142 Reactivate your inactive patients 143 Drop your buckets where you are 144 Summary 145 7 Internet presence 146 Website 147 YouTube 150 Google Adwords 152 Landing page (or squeeze page) 153 Social media 154 Rating sites 163 Summary 164 Works cited 165 Index 167

About the Author

Marcus Hines is the Director of Full Arch Solutions for BioHorizons Implant Systems, Inc. where he promotes full arch continuing education courses and provides practice marketing coaching to clients throughout North America, designed to target, attract and close full-arch dental implant supported cases. For more than a decade Marcus' sales and marketing services has been concentrated around implant dentistry and has earned him such accolades as Rookie of the Year and Highest Total Implant Sales of the Year awards. Marcus is an author, blogger and social media marketing enthusiast.

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