Blog - Page 41 of 310 - The McAnally Selling System

Why Offline Drip Marketing Still Wins for Dentists

james2026-06-16T00:00:00-04:00

Is offline drip marketing still worth it for dental prospects? More than ever, and here's the counterintuitive part. Everyone fled to online, so inboxes are overwhelmed and digital returns keep shrinking. Meanwhile the physical mailbox is empty. That emptiness is your opening. When you send postcards or a practice newsletter to a prospect who once asked about your niche service, you arrive somewhere nobody else is bothering to show up. It costs lots of dollars to make a stranger interested in you the first time. It costs pennies to keep them interested for years afterward. So get an offline drip going [...]

Why Offline Drip Marketing Still Wins for Dentistsjames2026-06-16T00:00:00-04:00

Collecting Prospect Information Before You Send Materials

james2026-06-16T00:00:00-04:00

Why should I collect a prospect's information before sending them materials? Because you give to get. You hand them something of real value, the packet, and in exchange they give you their details and more about what's actually happening in their mouth and their life. That trade is the whole point. Remember, in some way you already paid for that person to call you, whether through referral effort, rewarding existing patients, or straight external marketing. Once you have their information you own the chance to keep in touch for years. Postcards, practice newsletters, offline drip pieces, all of it depends on [...]

Collecting Prospect Information Before You Send Materialsjames2026-06-16T00:00:00-04:00

Managing Patient Types With an Automated Info Packet

james2026-06-16T00:00:00-04:00

How does a big information packet help me manage different types of patients? It does the sorting for you without you having to think about it. When you run real external marketing you get every type of patient calling, the ready buyer, the researcher, the one whose timing is years off. Trying to handle each type live, on every call, burns your team out and gets inconsistent. A well-built packet manages those patient types automatically. The serious one reads it and books. The researcher uses it to shorten their homework. The not-yet-ready one keeps it and remembers you when their circumstances [...]

Managing Patient Types With an Automated Info Packetjames2026-06-16T00:00:00-04:00

Why a Dental Brochure Won’t Sell a Big Implant Case

james2026-06-16T00:00:00-04:00

Why isn't a brochure enough to sell a big dental implant case? Because nobody spends $20,000 or $50,000 on the strength of a trifold. Look at what most practices hand out and it's a thin brochure with a little information, and then we expect the patient to commit to life-changing treatment off the back of it. It's not good enough, and frankly if you've taken serious advanced education you are better than that. The line I draw is simple. Where's the wow? A brochure has none. Nothing in it is big, nothing is outrageous, nothing feels substantial. A patient deciding on [...]

Why a Dental Brochure Won’t Sell a Big Implant Casejames2026-06-16T00:00:00-04:00

When to Send a Patient Information Packet After a Call

james2026-06-16T00:00:00-04:00

Should I give patients an information packet if they call but don't book a consultation? Yes, and it might be the single most overlooked move in most practices. In the typical office someone calls, no appointment gets booked, the phone goes down, and that patient vanishes into the ether. That is the routine almost everywhere. You already paid to make that phone ring, usually through external marketing, so why let it end there? Put something physical in their hands. Patients who can't afford treatment now often can later, but if you give them nothing tangible they will not remember who you [...]

When to Send a Patient Information Packet After a Calljames2026-06-16T00:00:00-04:00

Why You Should Systematize Patient Information

james2026-06-16T00:00:00-04:00

Why should I systematize how I give information to patients? Because if you leave it to chance, you will not give patients what they need to make a good decision, and you shoot yourself in the foot. Information is part of qualifying, part of selling, and part of positioning, so it is far too important to hand out at random. When you systematize it, you note on the phone slip which packet went out, you send the right materials to the right person, and nothing depends on whether someone remembered. A systematic process verifies whether the patient is ready, in time [...]

Why You Should Systematize Patient Informationjames2026-06-16T00:00:00-04:00

How Information Shapes the Implant Consultation

james2026-06-16T00:00:00-04:00

How does information shape what happens at the consultation? It shapes almost all of it. The materials you send affect who books the consultation, what kind of consultation it is, and even where it lands in your schedule and how it gets controlled. That is how you take the randomness out of your front end. A patient who arrives having absorbed real information shows up warmer, better informed, and further along than someone who walked in cold off a phone call. They also reach the right decision makers ahead of time, which matters because almost nobody in this work is doing [...]

How Information Shapes the Implant Consultationjames2026-06-16T00:00:00-04:00

Why You Should Repel the Wrong Patients

james2026-06-16T00:00:00-04:00

Why is it good to repel patients who are not a fit? Because selling well is not only about pulling people in, it is also about gently pushing the wrong ones away. Good information qualifies and motivates the right patients, and it de-motivates or repels the ones for whom it is not the right time, or not the right fit ever. That is a feature, not a failure. For the patient who genuinely should not move forward, the kindest thing you can do is save them the wasted time and the embarrassment of sitting through a consultation that was never going [...]

Why You Should Repel the Wrong Patientsjames2026-06-16T00:00:00-04:00

Position Yourself as the Implant Expert

james2026-06-16T00:00:00-04:00

How does patient information help position me as the expert? Information does double duty. It sells, and it positions. The better and deeper your materials are, the more you look like the obvious expert in the exact dentistry you want more of. That is not an accident, it is a byproduct of going further than anyone around you. Patients do research before they pursue treatment, whether you like it or not. So give them a shortcut through that research phase, and make your materials the best thing they find. When you do that, a patient with the means starts to wonder [...]

Position Yourself as the Implant Expertjames2026-06-16T00:00:00-04:00

Is a Trifold Brochure Enough for a Large Case?

james2026-06-16T00:00:00-04:00

Is a trifold brochure enough to sell a large implant case? Not even close. A little trifold with a few paragraphs is what almost everyone hands out, and then we somehow expect a patient to commit ten, twenty, fifty thousand dollars on the basis of it. Be honest with yourself. Would you make a decision that size off a brochure? Neither will they. The problem is there is no wow in it. Nothing is big, nothing is substantial, nothing earns the trust that a case of that size demands. If you have invested in advanced education and you are doing real [...]

Is a Trifold Brochure Enough for a Large Case?james2026-06-16T00:00:00-04:00

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