Dental internet marketing
How to build a relationship of trust with your dental industry clients
Want to build a relationship of trust that keeps clients/customers doing business with you again and again? This tool is regularly abused by the ill-informed (and sleazy types – you know who you are). And at the same time it’s an under-utilized marketing tool.
I’m talking about e-mail. Not the kind that jams and spams (reference earlier “sleazy types”) your inbox and that of your clients.
I’m talking about e-mail that…
…gets opened
…read
…clicked-through (links to your website, online product sales page, social media sites/pages, etc.)
…and even forwarded as a referral source to client colleagues
Question: Do you send out email? How often? Is it sent via an opt-in delivery system (the optimum delivery method – more on that in another post)? Are you measuring response?
>E-mail promotions are the hidden power of business communication.<
Here’s how:
1–Effective e-mail promotions are about building a relationship of trust
Think of each e-mail as a portion of an ongoing conversation. One that establishes an acquaintance…builds credibility…and a long-term sales source.
2–Effective e-mail promotions are conversational – not hyped up sales pitches
When I write an e-mail promotion (or any copy) I ask the question: “Would I say that sitting on a bar stool?” Do your e-mails sent to your client list pass the bar stool test?
3–Effective e-mail promotions open the door to larger service/product promotions…resources…sales pages…online content and more
Some people talk too much and say nothing in the process. Those are the conversations we avoid!
Trying to do too much in a single e-mail promotion overwhelms and dilutes your marketing approach.
Build trust through an ongoing conversation – one e-mail at a time.
5 Questions You Should Be Asking About Your Dental Marketing Content
If you’ve received a marketing piece in the mail you’ve probably, on occasion, commented, “Wow! Someone spent some money on that!” Next time ask a deeper (and better) question – would I do business with them because the mailer was pure eye-candy or because it engaged me?
Engagement matters! And that’s why your marketing content – including social media – must connect on an emotional level.
How do you measure if your dental marketing content is hitting the target?
It’s one thing to create an attractive marketing piece. And it’s something entirely different (and altogether better) to create marketing content that’s attracting your audience.
These 5 questions from an article on e-marketer.com provide an important measure for creating marketing content that attracts (not just attractive content):
1—“Is the content unique?”
Don’t confuse “unique” with out-of-the-box! Be unique by giving your dental patients and prospects deeper benefits than your competitors. Answer the question – what makes us uniquely capable of meeting a specific need? Steer your content in that direction.
2—“Is the content useful?”
Your marketing messages must be actionable. When a prospective dental industry clients reads one of your Twitter or Facebook feeds are they persuaded to take action? When they surf your web content are there benefit-rich calls to action?
“Useful” content addresses your dental client’s (and their market’s) needs…desires…lifestyle. For example, your ad for an orthodontic product must tap into those emotions more than it merely spotlights the latest…greatest technology!
Measure by usefulness!
3—“Is the content well-executed?”
One of the reasons Twitter works as a social media platform is its 140 character limit. You’re forced to execute content that’s tight…sharp…to the point! Say what you will about our culture of social media sound-bytes – it’s actually helping us cut through the clutter and just say it!
What’s the message of the moment for your dental marketing approaches? Are you reducing the clutter to one, precise, big-idea selling point?
4—“Is the content fun?”
Twitter earned a shout-out in the previous point. Now it’s Facebook’s turn because this social media platform helps keep content flavored with a bit of fun. Photos and comments from a corporate party, an outing, or a client/patient success story keep the fun-factor alive. And “fun” connects!
Whether using social media or other marketing platforms, make sure your content puts an occasional smile on your prospect’s faces. It’s contagious!
5—“Does the content make good use of the channel in which it appears (e.g., social, mobile, video, web, print, email, etc.)?”
Again, speaking of “execution” – it’s vital to fully maximize your marketing “channels.” And knowing which to use is as important as how they’re used.
“Ask yourself this critical question: Besides your product (dental service), what can you do for the consumer (dental service provider or patient)?”
Why If-You-Build-It-They-Will-Come Isn’t a Good Marketing Plan
“If you build it, they will come…” Really? Will they?
Sure, it’s a good movie line (Field of Dreams) but is it a good principle for marketing your business, products, and services?
Attracting a “crowd” to your business, products, and services these days takes more than a presence. For example, marketing your dental industry services on the web or in social media is huge. But it’s more about how you’re engaging and authentically connecting with your market that attracts new business and increases your profit.
The “if-you-build-it-they-will-come” approach reminds me of the guy responsible for the design and layout of sidewalks for a soon-to-be-opened high-rise office complex.
Time came for the grand opening and there were no sidewalks! The facility foreman inquired – “When will we have sidewalks…?” The landscape foreman replied – “Give it time…I’m waiting for the crowd to tell me where to build them…” Interesting.
Here’s the wisdom of his answer. Experience had taught him that people will naturally migrate between the facilities on certain and natural paths.
Give it time and a footpath will emerge. Bingo! That’s where you pour your concrete investment! Build them too early…or where it seems normal (to you and everyone else) and they’ll perhaps rarely – if ever – be used.
(Observe this next time you’re on a corporate or college campus. Notice the sidewalks. Then notice the path worn through the grass between buildings. Get it?)
Can you rely on build-your-own-path thinking when marketing in today’s economy?
I’m talking about the kind of thinking that says, “We’ll do our own thing…we don’t have time to know who who audience is…”
Here’s the deal…
How often do you launch out with a dental marketing initiative – even worse – pulling out the worn-out marketing approaches or copywriting you’ve used over and over again believing it’ll work again…hopefully better this time than last?
If you’re not experiencing valid…eye-popping…take-it-to-the-bank returns – you’ve built a sidewalk where no one’s walking…! You’ve poured your marketing investments into something without considering the benefits or lack of them for anyone…including yourself.
And in today’s marketplace can you really afford to be wasteful with your marketing dollars?
Do this:
>>Be observant
Watch and listen. What are people saying…concerned about…looking for? How does your business, product, or service solve their problem, speak to their issue, or assist with their challenge? Now…pitch to your observations.
Remember – features attract! Benefits sell! Make sure your copywriting is filled with benefits more than it is with “look-how-great-we-are” features.
>>Develop an action-bias
Talk of corporate rescues and a government bail-out numbs us to what makes this country great – focused…diligent…hard-work! Are you acting or reacting these days?
Action creates momentum and momentum will propel you through difficulty. YOU have something to sell, promote, and deliver to your clients and potential clients. Act…now!
>>Grow resilient and resourceful
Does your business have bounce…flexibility? Can you step outside the box?
Better yet, are you pushing the borders of the box to new and different edges? If you’re saying the same-ole-thing in the same-ole-ways – no wonder people are taking different paths other than the ones to your door.
Flex and find new ways to do what you do best. Then, tell your market about it with fresh words that will benefit your them.
“If you build it they will come…” makes a great movie line. But the bigger question – can you afford to just build it?
Observe. Act on what you discover. Get resourceful. And benefit from what happens! Those paths lead to more profitable places.
3 Ways to Stimulate Response with Your Dental Marketing Copy
I’m a visual person. I tend to think in pictures and images. When I set goals I see the process, the path, the end-result of achieving it. And I move forward in that direction (at least that’s the plan).
Visualization stimulates energy. Imagination taps into emotions. Images ignite thoughts and compel actions toward creating preferable futures – all things considered!
When searching products on-line, for example, I usually click the “see larger image” button on the site. Give me the 360-degree view.
At the movies the preview trailers for upcoming flicks keep me in my seat. I’ll forgo the concession line to make sure I don’t miss one Preview of Coming Attractions. There’s promotional power in watching action-packed, laugh inducing snippets from soon-to-be-released films (occasionally the trailer is better than the movie itself…but that’s another discussion).
Show someone using your dental product or dental service in an embedded site video (e.g. YouTube) and you’ll increase the odds they’ll be hooked. That’s the power of strategically utilized imagery.
Imagination motivates. It prepares you for action. Visualization energizes your receptivity to new ideas and the means to achieve your goals.
What you see is what you get. This says something about your approach to life just as it does the features of your product(s) or service(s).
Let’s talk about that for a moment.
What images…visualizations are you creating for your marketing approaches? Are your clients seeing what you’re promoting before they get it?
Crafting visually stimulating marketing words (copy) for your dental business promotions is essential if you want to captivate the imagination of your target market. Make them see themselves using and benefiting from your product or service.
Here’s how to stimulate your dental industry prospects’ and clients’ responsive imagination.
>Paint-by-numbers<
Frankly, this approach has stroked the artistic in most at one time or another. Effective copywriting involves numbers, i.e. facts, statistics, and relevant data. Provide proof that your business, product, or service delivers by coloring your copy with testimonial and/or expert information.
>Get real<
People (dental industry clients) have real problems. And you are in business to solve your applicable share of those problems. Help them picture the benefits your product or service delivers. Connect it to real life. This means you must know your prospect. Lead them with words to visualize the future – the future only your product/service can enable them to experience. Remember you’re promoting benefits – real…hands-on benefits.
>Show some emotion<
Again, knowing your dental industry prospect involves knowing what reaches, touches, and compels them. My business tagline states, among other things, that I write compelling copy. If writing doesn’t compel…you won’t sell (pardon the rhyme…although it is catchy).
Prospects and repeat clients require you to tap into their emotions. Write in a way that visualizes fear…greed…insecurity…happiness…pride…guilt…confidence…etc (all among common copywriting emotions).
Remember, *people buy for emotional, not rational reasons*.
Visualization stimulates the imagination. Give people an image that compels them to do business with you.
How to Keep Your Dental Marketing Relevant
Throughout my life I’ve had an insatiable appetite for relevance. The thought of saying, writing, or doing something irrelevant keeps me sharp. In my opinion, it’s a waste of words when the message or content being delivered doesn’t connect on a practical level.
Talking heads…impractical drivel – what’s the use? Before my soapbox caves underfoot (or I risk irrelevance) I’ll cut-to-the-chase.
The words within your marketing conversations can have the same numbing effect if you miss an important…no, vital perspective. This essential communication element is among the first consideration.
Writing, speaking, or performing any act of communication without this and you might as well be talking to yourself.
I’m talking about your audience…your target market…or more specifically your prospect. Who are they? What causes them to buy or use your products/services? Why will they remain a customer or client? How do you communicate relevantly to achieve lifetime value with them?
Face-to-face, the audience is right there…in the flesh. You see them, observe their non-verbal, interact, ask and answer questions on the spot – there’s touch-ability. Writing happens without the benefit of face-time.
How do words on the page or screen maintain their touch?
As important as knowing your business, service, or product story is knowing your audience’s story.
>>What makes them tick?
>>How is the current economic climate impacting them…and their spending habits?
>>When was the last time they purchased/used a competitor’s product/service? Would they again? Why or why not?
These are just a few surface-scratching questions.
There’s more…
Age, gender, income, desires, dreams, spending habits, lifestyle factors, etc. – all blend into the audience-mix and more specifically – that of an individual client.
Here’s how to understand and…then connect with your audience…
1) Get informed
Who’s your audience? Become a verbal sketch-artist.
>>Write out a brief 1-2 paragraph description of your market…a client. Describe them in the present tense as you observe them inquiring about your product(s) or service(s), buying or using them.
>>Research what they’ve written about themselves and/or their business on their website, press releases, articles, etc. Gather information.
2) Get intellectual
What’s your audience thinking (currently)? The words used to reach them when the economy is good are different than those used when the pocket-book is tight.
If they’re concerned about rising costs…making-ends-meet…too much month left at the end of their money – certain words are relevant (or irrelevant) to them. Chances are if you’re thinking it…so are they! Make a connection inside your head and theirs.
3) Get emotional
What’s your audience feeling? It might involve some probing around to get beneath the surface.
>>Remember, people buy for emotional, not rational reasons<<
Digging a bit deeper you’ll uncover what ignites them…what keeps them running back for more. The goal is communicating in a way that considers these increasingly intimate details – as I’ve said before – without hype.
Write for the heart…not the head!
Apply these and your audience might give you a standing ovation or better still, show up again and again. They will if you keep it real…and relevant.