Dental Marketing Consultant Ed O' Keefe on How to Market "invisalign"

In this article, dental marketing consultant Ed O' Keefe will show you the ways on how to market Invisalign. First, what is Invisalign? It is a solution being promoted for patients who need whiter, stronger teeth. But how do you market Invisalign to dental patients? Or how do you attract more patients to accept Invisalign cases? The dental marketing consultant will give you the strategies to market this solution to your patients, and at the same time the dental marketing consultant will also define each strategy as well.

For the dental marketing consultant, the best way to market this solution to patients are first, through your staff; and second, through conducting Invisalign Open House.

Strategy#1 - Have The Right Staff!

First, the dental marketing consultant would advise you to have a staff that's educated and trained to talk to every patient who express interest in having straighter, more attractive teeth, and also educated and trained to help ask people identify their problem at the same time. Wendy Briggs, president of Hygiene Diamonds and Brilliance Inner Circle, has a “magic question” for every single patient who walks through the door (and who becomes a new patient). She asks them: “On a scale of 1 to 10, how would you rate your smile?”. The patient would give her various answers. Some may say 6, some 4, others 2, or a 7 maybe, but it really doesn't matter, because the next question given to them would be: “What would make it a 10?”. And we, as a dental team, listen to their answers. The moment they start talking about how they like to have straighter and whiter teeth, we take down notes and through this we can create a good package of information and give it back and sell the treatment. The staff also needs to know the important benefits of Invisalign; it's invisible, removable and it allows more people to feel more confident!

Strategy #2 - Conduct Invisalign Open House!

Second, the dental marketing consultant would advise you to conduct Invisalign Open House. When you think about conducting an open house, there are two things that you should always remember:

1) You have to be able to market your Invisalign day appropriately. The big mistake that a lot of people do is that they decide to do the open house, but they send out a mailer to their existing patients, and they get 1 to 3 phone calls. That's kind of expected, because if your going to conduct an entire open house, and you have an opportunity to make $5000 a case or say $15,000 net per case, you need to throw more money at it than just one little postcard. And you need to have your staff get people to come to it. So what I recommend with all our doctors who plan to do Invisalign Open House is: you have to start planning the promotions of it 4 or 5 weeks minimum in advanced, because what I want to do is to get 2 to 3 direct mail pieces to my existing and inactive patient base in that time (so once a week for the first three weeks to promote it); if you have e-mails, you should definitely go and just send out e-mails, and if you have phone numbers, either you're going to physically call everybody or just do a voice broadcast (which will go out to every single home and it will share with people the details and where to call).

2) The next thing is when you do Invisalign Open House, have two schedules for the event, instead of just one. And this is because you can use the same marketing dollar to promote both events, and that's one thing. The other thing is that some people who can't make it on a Wednesday night, are going to be able to make it on a Saturday between 10:00 and 1:00. So you're going to open up a dual option where people like that, and they can choose more dentistry at the same time.

These are the things that the dental marketing consultant would advise you to help you market Invisalign to your dental patients successfully. And if you have a lot of Invisalign patients, they refer more than traditional patients do, and also choose more cosmetic dentistry!