Are your marketing dollars bringing in more new patients, or the right new patients? Without tracking referral sources, treatment presented, and treatment accepted, it is difficult to know which marketing efforts are actually producing value for your practice. In this episode, Kirk Behrendt talks with Ariel Siegel, an ACT Dental coach, about how to evaluate new patient source value and connect marketing activity to treatment opportunities and acceptance.
You will learn which metrics to track, how to identify your strongest referral sources, and how a better new patient experience and consistent follow-through can improve the return on your marketing investment. To make smarter decisions about where to invest your time, energy, and marketing dollars, listen to Episode 1099 of The Best Practices Show!
Main Takeaways:
- Track new patients by referral source so you know which marketing efforts are bringing patients into your practice.
- Measure the dollar amount of treatment presented specifically to new patients rather than combining it with existing patient treatment.
- Track treatment accepted by new patients to determine whether a referral source is attracting patients who are a good fit for the practice.
- A high new patient count with low treatment presented may indicate that marketing is attracting patients whose needs do not align with the services the practice wants to provide.
- A lower new patient count with high treatment acceptance can indicate a valuable referral source even when patient volume is smaller.
- A strong new patient experience should begin with the first interaction and include questions, co-discovery, and a comprehensive exam tailored to the individual patient.
- Consistent follow-through helps practices continue treatment conversations with patients who are not ready to accept treatment on the day it is presented.
Episode Chapters:
00:00 Why marketing ROI matters.
01:00 Introduction to Metric Mondays and new patient metrics.
02:20 Determine where new patients are coming from.
03:10 Track treatment presented and accepted by new patients.
03:45 Why the right new patients matter more than volume alone.
05:05 Know the return on every marketing dollar.
05:35 Common problems with referral source tracking.
06:45 Use revenue attribution to identify valuable sources.
07:35 High new patient count with low treatment presented.
08:25 Low new patient count with high treatment accepted.
09:15 The ideal combination of volume and treatment acceptance.
10:40 What effective referral source tracking looks like.
12:05 Create a strong new patient experience.
13:25 Improve treatment follow-through.
15:10 Use data trends to guide marketing decisions.
16:25 Steps practices can take today.
17:50 Invest more in marketing that supports the practice vision.
Guest Bio:
Ariel has a master’s in healthcare administration and several years of dental experience in all aspects of the administrative roles within the dental office. Her passion is to work with dental teams to empower team members to realize their full potential in order to better serve patients, improve office systems to ensure a well-functioning team/office, and to help everyone have fun in the process!
More Helpful Links for a Better Practice & a Better Life:
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