dental marketing
Is This Obsession “Killing” Your Dental Marketing Content?
An obsession. You probably have one (or more).
I do.
Relax. This isn’t confession time.
But I will confess to one thing. I’m obsessed these days with helping dental website owners and developers end their obsession with feature-heavy content.
Features have their place. Actually, they have one strategic purpose…and overuse isn’t one of them.
My so-called, “rant” is valid these days. It’s a “sore-spot” with me primarily because I’m still recoiling from related (“You didn’t tell people how great we are…”) push-back on a client’s web page copy I recently shipped (it’s not the first time and probably won’t be the last).
Let’s define what I mean by “features.” They are any aspect or related wording that describes your product or service.
Think color, clarity, class, or construction. Features are the easiest to spot and “spin” when writing copy.
Typically, feature-intense writing requires less creative energy. Why?
You’re merely describing what’s in front of you or how you want your reader, buyer, customer, client, or patient to see your product/service.
Features are easy to recognize because they’re commonly accented with words like “state-of-the-art,” “cutting-edge,” or any word ending in “-est” (e.g. “latest,” “greatest,” “best,” etc).
The comparative truth about features in your copy/content
Features have their place. Where?
Alongside compelling benefits.
Features appeal to your patient’s or client’s logic. Benefits connect your patient’s or client’s emotional desire with your product or service.
Compel a response with BENEFITS.
Then…
Rationalize their decision with FEATURES.
Copywriter and author, Bob Bly, shares a classic illustration of the Feature-Benefit issue in his book, The Copywriter’s Handbook.
“Features and Benefits of a #2 Pencil
Feature: The pencil is a wooden cylinder surrounded by a graphite core. Benefit: Can be re-sharpened as often as you like to ensure clean, crisp writing.
Feature: One end is capped by a rubber eraser. Benefit: Convenient eraser lets you correct writing errors cleanly and quickly.
Feature: Eraser is attached with a metal band. Benefit: Tight-fitting metal band holds eraser snugly in place – so you’ll always have an eraser when you need it.
Feature: Pencil is 7.5 inches long. Benefit: Long length ensures long writing life.
Feature: Pencil is 1/4 inch in diameter. Benefit: Slender shape makes it easy to hold and comfortable to write with.
Feature: Pencil is a #2. Benefit: Graphite core is blended so that it writes smoothly , yet is crisp and easy-to-read.
Feature: Yellow exterior. Benefit: Bright yellow exterior ensures that it’s easy to spot on a messy desk or in a crowded drawer.
Feature: Sold by the dozen. Benefit: Sold in a convenient 12-pack so if you lose one, you don’t have to run to the store for another. Also, more cost-effective.” (pp. 59-60)
Understand that features have their place in your content. But ultimately, the “selling/compelling point” is the benefit.
How to Turn Your Obsession with Features Into More Compelling, Benefit-Focused Content
For every feature – think benefit
Review Bly’s #2 pencil illustration. You’ve held a pencil, placed a pencil behind your ear, chewed on a pencil for years, right?
And you probably didn’t give thought to the benefits listed in the example. But they are present nonetheless.
The task of your copy/content is to uncover the hidden benefits, expose them to your reader, and compel them to take action as result. This is the hard work of copywriting.
- Train your senses to see, hear, smell, touch benefits. View your products/services through a sensory lens.
- List every benefit you can think of for the product/service you’re promoting. Build your content around them.
Refuse to list a feature in your copy/content unless it’s accompanied by a compelling benefit.
Ruthlessly eliminate feature-fluff in your copy. I’ll go so far as to say that using fluff words (”state-of-the-art,” “cutting-edge,” etc) is the lazy approach.
Again, it takes work to uncover and craft content around benefits. Then apply the extra effort to rationalize them with features.
Ask why your newest equipment, service, product, etc is “state-of-the-art.” How does that “fluff-wording” translate to a compelling benefit? Write to that!
Get emotional.
Compelling copy grabs your reader’s emotions. It’s not only about tears and fears (though those are strong emotional responses).
The better part of emotions involves painting a picture for your reader. It’s guiding them to see themselves using, benefiting from, and being changed by your product or service.
A feature gets their attention. A benefit compels a decision.
- Think like your reader/client/patient. What would you feel, sense, believe about the product/service?
- List the emotional triggers that your product/service touches on. Attach a benefit to that emotion.
Get obsessed about your copy/content. But make sure there’s a benefit.
How to Create Headlines That Compel a Positive Response to Your Dental Marketing Content
How important are headlines? Before I reveal how to create them, understand that your dental promotions, dental web page copy, and even your dental blog posts can succeed or fail based on the headline.
Advertising and copywriting legend, John Caples, once said they are the most important part of your advertisement. He proved his point by committing four of his 18 chapters to them in his book, Tested Advertising Methods.
Your headline copy can make or break your dental marketing. This is why they’re so difficult and occasionally time-consuming to write.
Professionally speaking, I invest the first phase of writing to the headline. You should expect to do the same if…you want to compel your reader to engage with your content.
Your headline has ONE job
Your headline MUST grab your reader’s attention.
John Caples adds this jolting perspective – “If the headline is poor, the copy will not be read. And copy that is not read does not sell goods.”
You could say, “I”m a dental provider, I don’t ‘sell’.” I encourage you to not get caught up in the semantics of what is or is not “sales.”
Bottom line, your headline compels or it doesn’t. The middle ground is littered with well intentioned, creative, salesy hype, or lame attempts at trying to be cute.
How to Create Headlines that Compel Your Readers to Keep Reading to the Point of Doing What You’re Asking Them to Do
(By the way, there are two bonus insights in that sub-heading.)
1-Promise something.
Too many promotions are vague. Vagueness should not be confused with compliance with dental industry marketing standards.
There’s a difference in making unsubstantiated claims about a treatment or service and being vague about the benefit they can potentially deliver.
Make a promise that introduces a benefit.
“Who else wants whiter teeth – in less time?”
(Promise: whiter teeth, less time)
“Great new discovery controls bad breath – makes your teeth healthier too.”
(Promise: fresher breath, healthier teeth)
Those promises include practical benefits. The stated benefits compel your reader to read deeper into your promotion to discover more.
Promised results or benefits compel your reader to stay in the conversation with you via your promotion.
- List at least 5 benefits of the service you’re promoting.
- Use specific, direct wording that establishes your service as THE solution (promised result) for taking action.
2-Embed an image in your reader’s mind.
What your reader can see themselves using, doing, etc will compel them to take action. Avoid language that’s overused, technical, industry-oriented, insider-based, etc.
You “know, like, and trust” your industry, right? This makes it natural for you to feel as though everyone else (including your patients/clients) do also.
This is where “How To…” headlines work well.
“How to [COMMON TASK] That [REWARDING BENEFIT].”
The “common task” creates an image of an action, activity, priority, etc. And again, you compel with a “rewarding benefit” – in this instance, something the reader can “see” themselves enjoying, etc.
3-”State a fact.”
Facts establish credibility. When you can highlight a fact in your content headline – do it!
Your reader will be drawn deeper in to your content. And they will begin to trust you as a credible source of information.
Select portions of your positive reviews or testimonials. Remember: You can protect the identity of your source by using their first name initial or their full name initials (e.g. “E” “ES,” etc.) for attribution.
Here’s an example:
“…I went to my high school reunion and the compliments made me feel like I’d been crowned homecoming queen!” – JS. Want the Same Results?
Research data sources of your product or service. Share benefit oriented statistics in you headline.
92% of Our Dental Patients Said This One Thing Eliminated Their [PROBLEM]
If You Do This Two Times Per Year You Could Reduce Your Dental Treatment Costs by [X]%
Facts help compel a response.
4-”Ask a question.”
Questions create curiosity. They also produce engagement with your solution or answer.
In the previous headline example using the quotation (“I went to my high school reunion and the compliments made me feel like I’d been crowned homecoming queen!” – JS Want the Same Results?) the question creates curiosity on two levels.
1) Tell me more about the “results” and 2) Give me more information about what she did to achieve them.
Questions also give your reader a way to process their assumptions. Your question-oriented headline can create a “Hmmm, I haven’t thought about that before…” response.
Your reader will begin to engage with your content by answering the question you posed. It’s important that your question headline prompts curiosity.
A question headline works for a simple reason. It creates a compelling reason to stay with your content and eventually take action as result.
There is more to a promotional headline than creativity or cuteness. Lead with benefits and you’ll win more often.
Why Consistent Content Creation is a Supremely Healthy Dental Marketing Strategy
My wife and I have done this annually for the past three years. There’s a multi-layered benefit to it and the same is true of the commitment you can choose for creating and publishing content to promote your dental services.
We begin each year in January with a 21 day “fast.” Before you picture us in a meditative pose becoming emaciated by the day as we deny ourselves basic nourishment – that’s not the deal.
Basically, a “fast” can apply to denying yourself anything from food to technology for a designated period of time. Ours fundamentally involves eliminating “junk food” (all that sugar loaded goodness we overindulge in) and eating a cleaner, high-protein and vegetable intense diet.
Our core motivation and benefit is spiritual – denying ourselves cleanses the soul and sharpens our faith. The sub-plot benefits, if you would, include a system-cleanse (body health) and establishing new, healthier habits (diet, self-control, mindset, etc.).
Core benefits
There’s a primary reason for promoting your dental services – to provide solutions or deliver relief from “pain” (physical or emotional). There are more, sure, but this is a core reminder of why you do what you do.
Now, what’s your core marketing strategy?
It’s common to default to direct mail, launching a website, upgrading your website with graphics and other “flash,” purchasing Facebook or Google ads. And there’s nothing essentially wrong with any of those.
But can we talk “denial” for a moment?
Any one of those denies what is becoming a fundamental reality about how your patients or clients are compelled to do “business” with you.
A direct mailer can add to your production schedule (if the timing is right for what you’re promoting). Your new or newly redesigned website can improve your online curb-appeal (if your website is visited). And your Facebook or Google ad dollars invested can increase your online click-throughs and again, increase your bottom-line profits (again, if the timing or appeal of your promotion is spot-on as they scroll).
The core issue that an ever increasing crowd are beginning to understand (Are you one of them?)
Content is king…IF!
If I appear biased via this blog – you’re right…I am!
Perhaps it’s because I’m an information junkie. Or maybe it’s because I have an insatiable curiosity for new knowledge and problem solving information.
Yes to those reasons and many others. But it’s more about the fact that I know and understand that one thing ultimately compels people to respond to what you promote, provide, sell, or distribute.
It’s trust!
So…what does trust have to do with “content (being) king?”
Before I continue building my case for the “content is king…IF” idea, I must say that it’s about framework or context.
Content reigns supreme in today’s marketing when it’s intentional, strategic, and useful. You will need a framework to achieve long-term, beneficial results from it.
Blog posts, email series’, social media posts, newsletter articles, podcasts, etc are all part of a bigger picture, according to Sonia Simone.
Consider this a foundational piece of a framework I’m preparing to lay down over the next few weeks on this blog. My goal is to help you establish a new way of thinking about your dental marketing strategy and to encourage you to “fast” from all those go-to, default, knee-jerk, we-gotta-increase-our-production-so-call-the-printer-for-a-new-direct-mail-flyer type of reactions that are all too typical of some dental marketing campaigns.
Build trust outside-the-box…
…And use content to do it.
Rarely does anyone, if ever, feel a bond of trust with a service business because of flyer received in the mail. Sure, the eye-catching graphics or cleverly worded copy might open the door to a relationship but the appeal can be lost quicker than it’s gained in most instances.
Instead, consider what would happen if, over time, a relevant, useful piece of content was published and easily viewed via a smartphone or tablet. If the content solves a problem or answers a question relevant to your target reader, what begins to happen?
Trust rises.
You have a better opportunity for instilling trust through a problem-solving, question-answering blog post or podcast than you do through a random, numbing piece of paper that’s included in the daily mail. Front of mind can begin with a flashy mailer but trust is sustained over time via usefulness.
And usefulness translates BEST via easy to read and easy to consume content.
I’ll crown content “king” for now with that thought. Stay tuned…
Are There “Gaps” in Your Dental Website That Expose You to Failure?
The recent winter weather did some damage to our property. It’s not significant but some minor repairs are in order.
Timing isn’t always on your side when the weather is involved. But the timing is always right to evaluate your current dental website and close some of the gaps that make your marketing vulnerable to failure.
A gap is precisely what I have in my fence as result of the strong winter winds that blew through my region recently. As I early mentioned, the damage isn’t significant by comparison but my suburban property feels exposed now that I lost two sections of privacy fencing.
Close the gaps
I write a significant amount of webpage copy for dental practices, dental consultants, and dental industry businesses. There’s a gap these days between those that are riding the wave of content marketing strategy (one that I do not believe will go away anytime soon) and those that are either satisfied with their online (website) presence or assume that having one up-and-done is enough.
The gap is widening. If you’re on the side of the fence that values consistent, useful content published via a blog, newsletter, podcast, online course, ebooks, email series’, etc you’re positioned to take your “world” by storm.
On the other hand, if you’re resisting or uninformed about the value of content to stimulate your dental marketing, brace yourself for a storm of frustration. You could find yourself wondering why your dental website visitors arrive but don’t stay…or more important – don’t schedule.
It’s time to close the gaps. You shouldn’t feel exposed to frustration or worse waste your valuable dental marketing dollars over the next 12 months on a website that’s basically a digital brochure.
Exposing Your Dental Website “Gaps” and the Strategic “Repairs” You Can Make to Increase Your Value to Patients or Clients
Assess the “damage”
Your patients/clients visit your website for one, primary reason – to access information about your services. Their response hinges on what they discover in the first few seconds of arriving there.
“Gap”: Thinking it’s necessary to differentiate yourself with flashy web page banners or spotlighting your brand image/logo. You can damage your online influence if you’re solely relying on “creative, visual elements” to compel your site visitor to schedule or contract with you.
Damage assessment solution: Build credibility and potential for repeat site visits by providing simple, understandable answers to the questions your patients/clients are asking.
- Fill-the-gap with blog posts/articles published a minimum of two times per month, a downloadable podcast, a consistently published Q&A-like newsletter, or an easy to access and read ebook.
- Spend your available annual marketing dollars on those strategies that provide useful, valuable information your visitors are seeking.
Clear the “debris”
No doubt, dentistry is a technical industry. Healthcare relies on skilled expertise to diagnose and treat effectively.
“Gap”: Thinking it’s essential to thoroughly explain the technical details of your dental services, treatment, and procedures so your patients/clients will want to schedule/use your services. In essence, believing that the more they know, the more likely they are to view you as an expert and schedule.
There’s a better way…
Clean-up solution: Your authority/expertise is recognized more by your ability to speak your site visitors language. Leave the industry-speak to your communication with colleagues, at conventions, or your local study-club.
- Eliminate “jargon,” “fluff-content,” over explained services/procedures, high word count descriptions, and unnecessary credential data.
- Create a compelling connection with your site visitor through every-day language via conversationally written web page copy, blog posts, articles, newsletters, etc. (to keep the language conversational and every-day it’s a good idea for someone to write it other than you…no offense).
Restore the “solution”
Clarity rules. And simplicity shouldn’t imply poor quality or design.
“Gap”: Thinking that a graphically intense, creatively unique, high word count website will build trust with your audience.
Repair solution: Creative design, more words, and indulgent graphics can make your website more difficult to navigate, to understand, and unclear about what visitors should do next. Ditch the mindset that says, “(Our) website must compete on a creative level with every other dental industry site in our area/region….”
Your patients/clients will visit, stay, return, and schedule your services for one fundamental reason – you provide clear, compelling answers to their questions or solutions to their problems. Clarity and simplicity trump creative.
- Stand out creatively through informative and consistent content. Distribute your creative-vibe via your social media channels (Facebook page, Instagram, YouTube, etc.).
- Be an authoritative resource and you’ll compel trust…and action. And speaking of action – restore your web pages to include a clear call-to-action (e.g. “Contact us to schedule…,” “Click here for more information…,” etc.).
These simple repairs will close the “gaps” in your website and your digital marketing strategy. It’s best to create good exposure for your authority and expertise than to be exposed via ineffective web page content.
The Power of Noticing and How to Use It to Simplify Your Dental Marketing
What she saw on a billboard during a cross-country trip resonated with her. And that word (resonate) is what will separate success from failure in your dental marketing.
Tara Gentile shared her billboard observation in a recent podcast I listened to. Specifically, it was a billboard promoting the interstate location of a Shell gas station that captured her attention.
The headline, she admitted, cut through all the marketing noise observed on countless other billboard promotions along the roadside. This one contained two words in addition to the company logo and the corresponding roadside exit number.
Ready…? Here goes…
“Clean restrooms”
That was it! It occurred to her that what’s on the mind of a road weary traveler isn’t the mass of messages screaming for attention from billboard after billboard.
What a weary traveler wants, desires, and needs is a clean place to stop when necessary. Simple as that.
The emotional, desire oriented pathway from your marketing message to a patient or client relationship is paved with more than good intentions. These days, your approaching message matters.
Approach precedes landing
Gentile also observed the billboard messages that were “lost” on her and probably other travelers. Direct messages from churches calling readers to “Repent,” other companies demanding that you buy, try, call, purchase, don’t live without, etc their particular product or service fail miserably on “approach.”
There must be a better way.
I encourage you to listen to Tara Gentile’s podcast interview here .
I’ll share a few front-of-mind take-aways in this post (and perhaps a few more in the weeks ahead).
The Power of Noticing that Simplifies Your Dental Marketing Approach
Watch
This isn’t about trends. It IS about the specific things your patients/clients are interested in.
Service providers are accustomed to marketing according to the hammer-nail analogy. When you’re a hammer you see everything as a nail.
Practically speaking, there’s more to your connection than serving up what you assume everyone is waiting around to need.
Need typically drives want or desire. And when you’re present in the gap when need arises you’ll make a profitable connection a higher percentage of the time.
For example, online dental marketing often relies solely on positioning via keywords – the SEO Superstars! Your challenge via online dental marketing is to show up in a simple, useful, value-driven way that reveals you’ve noticed their current need(s).
- Tune into how your patients/clients see themselves. Words and comments leave clues.
- Turn their words into images. Build “stories” (word pictures) around their needs, wants, and desires illustrated through their comments in post-op consultations, post-treatment follow-up, buyer-personas, post-purchase reviews, etc.
Observe
This is a higher altitude level of “watching.” Your powers of observation provide a sharper understanding about what your patients/clients desire when you make strategic observations.
Observation gets you closer to intuition. When marketing lacks intuition it becomes “noise.”
Listen
This is where conversations occur. Listening puts you in the proximity of hearing what’s being said.
Your ability to listen and act on what you hear will separate you from the mass of other marketers who rely solely on shock-and-awe (the creative fluff or in-your-face approaches that’s typical of so much marketing these days).
To listen you must quiet yourself. It’s next to impossible to listen when you’re talking.
- Listen intuitively. Avoid making assumptions about what your patients or clients need. Get to know them through intentional surveys, deciphering their chair side questions, etc.
- Listen between-the-lines. What is not being said, but is still very real to your audience?
You lose nothing, really, by taking a more simple approach to your dental marketing message. Though you stand to gain more marketing-weary-travelers if you’ll deliver what resonates with them.
3 Dental Marketing Strategies That Increase Your Influence Without Wasting Your Budget on Cold-Contact Approaches
I recently received a cold-contact via my website. It prompted my thinking about prospecting, attaining new dental patients or clients, and what works and what doesn’t.
First, they get an “A” for effort. In fact, it confirms what should be common for anyone building a practice or business of any kind – some action is better than no action.
What about measured action?
By “measured action” I’m referring to the process of thinking strategically about your steps to patient/client attainment. Strategy matters.
But too much of a measured, strategic approach can equal no action. Over-thinking strangles progress and momentum.
Think. Strategize. Act!
It’s preferable to find a sweet-spot for your dental marketing strategy. What delivers consistent results?
That’s a tough question to answer. And it’s more difficult to answer if you’re not open to new (albiet relevant) approaches for making a dental patient/client connection.
There was a key thing missing from my earlier mentioned cold-contact’s effort. We had no current or ongoing conversation.
I do not know anything about them…their business…their track-record…their reputation…their circle of influence (this is huge to me). It begs another question: how would any of these issues have been solved?
Glad you asked.
Marketing (dental included) rises and falls on consistent, authentic “conversation.”
How to Create Effective Conversations and Build Your Influence Without Wasting Your Marketing Strategy (and Dollars) on Cold-Contact Methods
1-Stop trying to make a creative splash
Author and consultant, Jim Collins, is known for his challenge to give more attention to your “stop-doing list” than to your “to-do” list. I agree.
Item one on your “stop” list is this – quit trying so hard. The default action when marketing or re-branding your services is to think creativity, color, and colossal.
There’s more to having influence than new, bright, and bold initiatives.
- Adopt a problem-solution mindset. Dive into your patient’s and client’s “pain-points.” Grasp what keeps them awake-at-night, the big-3 problems they’re currently facing, what they don’t know or understand about the benefits of your services, etc. Now…put pen to paper about how you can solve those problems!
- Adapt your content to provide answers to questions and solutions to problems. If all you deliver is promotions, deals, and sales your audience will grow numb to you. Again, create useful, valuable content around the solutions you can provide for their problems. Be an advocate more than an advertiser.
- Attach a listening “device” to everything you do and every service you provide. Simple surveys, “How’d we do…?-questions, or focus-groups of select patients/clients are simple sources of data you can use to expand your valuable influence.
2-De-trendify engagement
Good words and ideas get lost when they become trendy. This applies to the term “engagement.”
I’ve avoided using the term because it has become sooo trendy. But there’s too much to lose if you toss it aside.
The gold essence of engagement is making a connection.
Does your dental marketing suffer from too much effort and not enough engagement?
- Talk to your audience instead of promoting to them. Measure the ratio of useful content (the kind that answers questions and solve problems) to promotional pushes. Give more than you ask for.
- Engage with your dental patients/clients around the solutions they seek rather than the latest deal-of-the-month promotion. Consumers are smart. They’re on to you and they can smell a promotion from a mile away. What if you gained influence over time via trusted, consistently delivered content on your blog/article web page, a newsletter, or emails with links to your content?
3-Be yourself
Your marketing language reveals much about your character as a business. If you rely on hype or salesy promotions you set yourself up as having to conquer a prospect.
Rather, be a normal, conversational, inviting presence.
- Use the everyday language of your patients/clients. Write conversationally. Speak to your audience as you would to a friend. Keep it one-to-one in tone.
- Avoid tech-speak, insider-terms, or worn-out marketing fluff (e.g. “state-of-the-art,” “cutting-edge,” and any word that ends in “-est” – best, greatest, latest…).
Sure, any patient/client development action is better than none. Give more measurable attention to building the relationship so that when you do show up it feels less…well…”cold.”
How to Narrow Your Dental Marketing Message to One, Perfectly Clear Idea
“Let me make one thing perfectly clear…” How often is that said and the outcome couldn’t be further from the truth.
Clear and compelling communication is essential in today’s “noisy” marketing arena. Your dental marketing will benefit from a principle nestled within that often repeated, opening phrase.
Truthfully, when someone says “Let me make one thing perfectly clear…,” settle in to be “fire-hosed” with information. Why?
It’s not easy (or common) to narrow your marketing message down to one clear idea.
A current dental practice client has also secured the services of a branding agency. I initially wondered about the value of such for dental practice.
But…after a phone consultation prior to beginning my copywriting and content work with them, I soon saw the value of their branding strategy.
If there’s any value in today’s love-affair with “branding” it’s this – clarity!
Branding is in essence about “…making one thing perfectly clear…” And there in lies a principle that can significantly impact the effectiveness of your dental marketing content.
How to Narrow Your Dental Marketing Strategy to One, Perfectly Clear Idea (and Build Your Influence Around It)
Search for common themes
The client I earlier mentioned has found a common theme and they’re flavoring everything with it. Bottom-line: Get clear about who you are, what you deliver, and why your patients or clients are compelled to do business with you…repeatedly.
Being all-things-to-all-people is noble. But in business it can diminish your message and create sameness.
- Listen to what your patients and clients are telling you. Channel-surf their social media comments on your Facebook page or other social channels you’re present on. Dial into their review and survey comments.
- List emerging themes like “comfortable…,” “gentle…,” “on-time…,” “trustworthy…,” “delivered what was promised…,” etc.
- Highlight those thematic words and create “buyer personas” to create your content around. What you mirror back to them via your blog posts, newsletter articles, email promotions, etc will often return to you in loyalty and referrals.
Weave emotional threads into your marketing promotions
You capture and maintain interest with emotion more than you do with what’s rational or technical. It’s why today’s social marketing language is referred to as “engagement.”
Create dental marketing promotions that tap into your audience’s emotions. It’s easy to pepper your content with technical jargon or industry speak because you think that creates professional appeal. What it does is create a communication gap.
On the other hand, emotion attracts people and compels a response.
People get that you’re a doctor or specialist. That’s a given.
Remember the Three Fundamental Rules of Selling:
1. People do not like to be sold.
2. People buy things for emotional, not rational reasons.
3. Once sold, people need to justify their emotional decisions with logic. (Source: AWAI, American Writers & Artists Inc.)
What your patients/clients want to know is do you have a solution for their problem. Monetary investment typically follows emotional investment.
Communicate transferable value
Solutions to problems provide two important things. One, it proves you’re listening. And two, it transfers value.
- Deliver value via every dental marketing channel you use. Transform your dental website into a platform for value-driven content. Do more than explain your dental services, create content that reveals Problem-Solution scenarios your reader, listener, viewer can relate to.
- Deploy value-centric surveys and data gathering strategies to determine what your audience wants from you and your services/products. This is the ultimate path to branding – listening, learning, and leveraging your discoveries for the benefit of your patients or clients.
If one thing is perfectly clear it’s that branding your dental marketing has more to do with your audience than it does your creative logo, framed mission statement, or “cute” tagline.