Your dental practice is ready to attract more Fee For Service (FFS) Patients. After all, FFS Patients are the ones who show up for their appointments, pay their bills on time, and allow you to use your full range of skills—while dramatically transforming your patients' lives and confidence.

But while nearly all dentists want more FFS Patients, the truth is, these are often the most difficult patients to attract.

That said, there are proven dental marketing tips your dental practice can start using today to get more of those high-end procedures you want.

In this exclusive Influencer Roundup, we asked top industry experts to share their answers to the question: "What is the #1 strategy dentists can use to attract more FFS patients?"

Follow these insider dental marketing tips and your practice will be on its way to attracting more FFS Patients this year:

The Ultimate Strategy To Attract More FFS Patients This Year

Marilee Sears, RDH of Marilee Sears Coaching

The more specific, detailed online reviews you have, the more likely you are to attract FFS patients. Make it a habit to ask patients to post an online review of your office and give them the steps to make the review powerful:

1. Why did they choose your office? What problem did they have? Why were they looking for dental care?

2. How has their experience at your office been different than previous experiences?

3. How do they feel about going to the dentist/their results/their smile now?

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Debbie Seidel-Bittke, RDH, BS of Dental Practice Solutions

The #1 answer to what patients want to change about their smile is "Whiter Teeth". Offer Free Whitening to all new patients who want a comprehensive exam, x-rays and hygiene appointment. This opens your door to not only new patients but many of your new patients will need old composites restored, they will accept high-end treatment plans and keep coming back to your office.

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Kristine A. Hodsdon RDH, MSEC of Kristine A Hodsdon

Coach your team NOT to have an insurance mindset.

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Ronald I. Prokes, DDS of Legacy Practice Transitions

A Practice Merger. Purchase a nearby practice - the quickest & the best!

Dr. Mayer A. Levitt President of Jodena Consulting

Improve and enhance your Internal marketing program in order to attract more new patient referrals from your existing patient base.

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Rachel Mele of Rachel Mele

The best source of new patients (including FFS) has been referrals since the inception of the dental profession. For that reason, the #1 strategy a dentist should be thinking about to attract more FFS patients is how he/she can get more referrals. It used to be that referrals happened on the soccer field, for example, when one mom talked to another mom about their experience with a dentist or dental specialist. Today, many of those conversations are happening on the Internet through social media sites like Facebook. To encourage referrals on social media, dental practices should be actively marketing themselves and regularly engaging with their patients.

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Judy Kay Mausolf of Practice Solutions Inc.

Create an experience for each patient that is so totally awesome that they can't wait to tell their family, friends and colleagues!

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Tuan Pham of Dental Maverick

Effective communication creates value. Value creates a desire. Your awesome service confirms that value and spreads the word for high value FFS referrals.

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David Hornbrook of Hornbrook Center for Dentistry

It's all about service. Success with FFS patients relies on making them feel special. Now more than ever, the Nordstrom's and Ritz's philosphies on customer service. Marketing should be directed at those loyal FFS patients already in your practice and asking for referrals of like-minded people. People like to talk about great experiences and really bad experiences. Mediocrity in today's environment of DMSOs will not cut it. Every patient should be treated as a family member. Calling patients the night after a procedure, personal hand written thank you notes and welcome cards, and familiarity with their family and personal hobbies and activities, and spending time talking with them at the dental appointment are all things that corporate dentistry cannot offer.

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Alex Nottingham JD, MBA of All Star Dental Academy

This means, the dental practice must be prepared to WOW your patient, know how to connect and build rapport with patients to best meet their needs, “Share the Sizzle” - BENEFITS not just features that set you apart from your competition, show the value - patients are paying for the ‘experience,' go above and beyond - make your patient feel special, under promise and over deliver, and make EVERY interaction with a patient special.

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Jacob Puhl, Co-Owner and Cofounder Of Firegang Dental Marketing
The number 1 strategy a dentist can use is actually TWO strategies—either because I like to go ‘above and beyond’ or because I don’t know how to follow directions 🙂

First, practices need to differentiate. If you’re looking to attract higher end patients and possibly charge higher end prices, you need to be different to actually warrant those patients coming to you. You need to either have different services than competitors, offer better care that is proven by online reviews and testimonials, or offer a superior patient experience.

Second, the dentist will need to build value. Again, if you’re looking to charge a premium with higher end cash patients, it is imperative that the patient understands the value you are providing. Otherwise, it doesn’t make sense for the patient to pay a premium in cash.  Are you able to effectively communicate your value, or why your services are worth more to the patient? Almost all doctors we talk to want these kinds of patients, but few are spending energy on communicating why patients should choose their services. Herein lies the key to attracting these patients.

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Follow these insider steps above and your dental practice will be on its way to attracting more FFS Patients in 2016 and beyond!

Ready to learn more? 

Download The FREE Insider’s Guide: Everything You Need To Know To Attract Fee For Service Patients

 

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