{"href":"http://player.captivate.fm/services/oembed?url=http%3A%2F%2Fplayer.captivate.fm%2Fepisode%2Fa908c13e-18a0-47ff-a4bb-5e15ff94b3dd","version":"1.0","provider_name":"Captivate.FM","provider_url":"https://www.captivate.fm","width":600,"height":200,"type":"rich","html":"","title":"15: 5 Ways Dental Marketing Fails - Fred Joyal","description":"Fred Joyal is the co-founder and CEO of 1-800-DENTIST the largest dental referral business in the country. In 1986, Fred and Gary Saint Denis started 1-800-DENTIST which is now owned by Dentsply Sirona. He is the founder of Futuredontics a dental marketing agency. He is the author of Everything is Marketing: The Ultimate Strategy for Dental Practice Growth. He is a dental marketing guru, a speaker, and the blogger behind Go Ask Fred.\nFred\u2019s book is one of the best books on marketing ever written. If you are a dentist, it is required reading along with Peter Dawson\u2019s restorable dentistry book. Fred has also written a second book called Becoming Remarkable Creating a Dental Practice Everyone Talks About. An interesting fact about when Fred started 1-800-DENTIST is that it was highly controversial, and he was accused of destroying dentistry. Yet, Fred has actually invested half a billion dollars to get the general public to go to the dentist.\n \nYou can find Fred here:\nGo Ask Fred\n1-800-DENTIST\nFuturedontics\nEverything is Marketing: The Ultimate Strategy for Dental Practice Growth\nBecoming Remarkable Creating a Dental Practice Everyone Talks About Discount Code: Fred Joyal\nFred Joyal on LinkedIn\nFred Joyal on Facebook\n@fredjoyal on Twitter\n \nShow Notes\n[02:34] Fred still spends 30 million a year to get people to go to the dentist. \n[02:47] How the biggest marketing opportunity is reaching people who don't go to the dentist. \n[02:54] Fred is an abundance thinker. There is more than enough opportunity in dentistry. \n[03:31] Whatever you believe is true. You will magnetize positive or negative towards you. \n[04:04] Fred has had dentist thank him for reminding patients to go to the dentist.\n[04:24] Advertising is using a specific medium to tell people who you are, what you do, and why they should use your service. \n[04:35] Marketing is everything that you do that tells people who you are, and what you do, and why they should use your service. \n[04:54] You can do fantastic advertising. What happens to the potential along the way is marketing.\n[05:29] 5 mistakes people make with dental marketing.\n[05:41] It comes down to the experience of being a patient. People write about their experience not clinical skills. \n[06:44] The tightest filter on advertising is the front desk and what happens in the initial contact. \n[08:33] Word of mouth should be your number one source of patients. The front desk is about getting them in. \n[09:05] Don't over screen and try too hard to make sure the patient is a fit. Don\u2019t talk about the money too much. \n[11:39] If you have an amazing practice, they will want to go to your practice. \n[12:57] If all roads lead to come on in, you won't miss the sale. \n[13:40] Whales are in oceans where there are lots of fish. \n[14:09] Smart practices get people to come in for free and see how great their practice is. The idea is to get someone into your office. \n[15:40] More and more practices are realizing that they have to accept plans. You may be missing something by not taking any plans.\n[17:42] How fast you get people in is mistake number two. With advertising patients, get them in right away. There is a 48 hour half life on an advertising patient. Get them in within 48 hours.\n[20:23] The importance of immediacy. This is an opportunity. Every patient can be turned into 5-20 referral patients. Get new patients in and get them in fast. \n[22:31] Any dentist can see a new patient tomorrow. \n[25:39] Building patient trust takes time. There are two factors that determine the success of the practice. The patients perception of trust and the perception of the value of dentistry. Getting to the money too soon violates trust. Find out who the patient is and what they want. Trust can be subconscious and irrational. You can build it layer by layer. \n[28:55] Have the I don't need your money mindset. \n[29:09] Understand how the patient values dentistry in their life.\n[29:25] A series of questions on their intake form. How do...","thumbnail_width":300,"thumbnail_height":300,"thumbnail_url":"https://artwork.captivate.fm/ccb1974a-713d-47b0-ab23-ef1a8e523ef0/bps_show_itunes.jpg"}