Why Traditional Dental Sales Is Such a Turnoff

2023-05-23T12:28:11-04:00

If you never liked playing the role of salesman as defined what circulates in the profession as what constitutes dental ‘sales,’ you are not alone. Routinely what is falsely believed as how one is ‘supposed’ to sell treatment in a dental practice includes high pressures selling, sales gimmicks (if you could wave a magic wand in front of your mouth…), and often advertising big discounts or published low fees to create a sales conversation. The reality is most of us in the profession dislike what those things represent. Why Dental Sales Is A Turnoff Unfortunately, most clinicians believe that these are [...]

Why Traditional Dental Sales Is Such a Turnoff2023-05-23T12:28:11-04:00

With Full-Arch Advertising and Sales, There Are No New Wheels To Invent

2023-05-23T12:28:46-04:00

I've gone into the long list of reasons why the public wants full arch immediate loading solutions such as AO4/All-on-X for terminal dentitions. We are almost ready to go into dollar amounts required to advertise this procedure effectively but, before we go there, we will cover one final CRITICAL CONCEPT to help you understand the reality of advertising and sales of this service. Critical Concepts As a reminder, CRITICAL CONCEPT #1 is that there is a minimum entry level budget to open the door to at least 3 arches per month. Three arches per month is where the time and [...]

With Full-Arch Advertising and Sales, There Are No New Wheels To Invent2023-05-23T12:28:46-04:00

Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages

2023-05-23T12:29:21-04:00

I've gone into the long list of reasons why the public wants immediate implant procedures such as AO4/6, etc. There are millions of patients in terminal dentitions and millions who will enter that category during their life and every patient in this category is interested in options. One thing is certain, they do NOT want the dentures they saw their parents suffer with (or not wear at all!). While ortho and cosmetics will always have an audience in dentate patients, we are in a 20-30 year expansion period in the segment of patients not exposed to fluoride or who lacked good [...]

Advertising Realities for Full-Arch Cases: Concept #2 – Best Messages2023-05-23T12:29:21-04:00

Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process

2023-05-23T12:29:54-04:00

Want to know the #1 surprise discovery I made in 2001 as it related to advertising and sales of the full arch implant case (this was before AOX)? The surprise was how easily everything amazing that I was up to with getting a solid implant message to the public via advertising could be easily destroyed by some of the nicest, caring, friendly, most personable staff you can imagine. Yes, my staff were killing my advertising and cases! My full arch implant ads would generate dozens and dozens of implant patient phone calls every week but these nice caring staff didn't [...]

Full-Arch Implants: 1 Part Clinical + 1 Part Ads + 2 Parts Sales Process2023-05-23T12:29:54-04:00

Why Serious Clinicians Write A Book (or Two)

2023-05-24T11:53:47-04:00

To illustrate the importance of books to the public when positioning yourself as the “go to” expert, let’s talk about presidential candidates. EVERY presidential candidate writes a book (or two or three) when preparing to run or when running for office. Why? Well, the reasons are many.  Here are just a few: To express ideas of what they would do as “leader of the free world” To engender a connection with the reader (i.e. knowing, liking, trusting) To have something to discuss when interviewed To get more interviews To create credibility and expertise To solicit for new customers (yes, voters [...]

Why Serious Clinicians Write A Book (or Two)2023-05-24T11:53:47-04:00

Social Media for All-on-4 / All-on-X?

2023-05-24T11:55:10-04:00

...in a nutshell total bunk, B.S., a waste of time and resources. The only thing even faintly close to social media that matters to a implant practice doing AOX cases are REVIEWS and PHOTOs of CASES treated that are posted/shown. When you look at all the types of advertising that we handle as an agency to find 36-100+ AOX cases annually for each client, you'll find almost no mention of Facebook, Instagram, etc.  It's absence speaks volumes. What To Focus On Instead The best use of time, energy, and money is to focus on WHERE patients are actively searching for [...]

Social Media for All-on-4 / All-on-X?2023-05-24T11:55:10-04:00

Kvetchers and Believability

2023-05-24T11:56:15-04:00

How believable are you to prospective patients? How hard have you worked to engineer believability when it comes to advanced procedures such as full arch implants / All-on-4 / All-on-X implants? Did you know believability will either help or hinder your advertising results? Here's a story about believability in the marketplace. About Believability Six years ago, I had a conference call with two docs in an area of South Florida with a lot of retirees.  One of them (a GP) was gung-ho on restoring a lot of All-on-4 cases.  The other (a periodontist) was simply on the call to kvetch [...]

Kvetchers and Believability2023-05-24T11:56:15-04:00

Why I Became A Student of the Sales Process

2023-05-24T11:57:51-04:00

Why I became a student of sales process and why ClearChoice and every implant practice owner serious about treating multiple full arch cases weekly or daily is also a student of the same. Well, tough personal real-world experience where my advertising dollars were on the line forced me to leave my comfort zone as a typical implant practitioner to find answers otherwise I had no business advertising for these patients.  On my personal journey to treating 50 full arch implant cases annually in my clinical practice in the 00’s, I made two big sales discoveries.  Sales Discovery #1 Even with great advertising messages that cause an abundance of patients to call who need and are interested in [...]

Why I Became A Student of the Sales Process2023-05-24T11:57:51-04:00

Training and Intention Go Hand-In-Hand with All-on-X

2023-05-24T11:58:36-04:00

The Full Arch Program is the largest network of independent and DSO implant practices delivering full arch implant care in North America. All of the details are here. It's one thing to be clinically qualified but intention (attitude and mindset) and it's role in success with these cases is also a big deal and rarely discussed professionally. There are thousands of docs with great clinical qualifications but either as a result of being 'Negative Nancy's' in between the ears or by being too concerned about what other's think of them, they seldom move up to treating (or helping) as many patients [...]

Training and Intention Go Hand-In-Hand with All-on-X2023-05-24T11:58:36-04:00

All-on-X Practice Websites: What’s Important

2023-05-24T11:59:11-04:00

Recently, I had calls with several All-on-X focused docs who had either recently spent $12K plus with Einstein Dental on a website or were considering it. It’s utter nonsense to spend this kind of money on a website now, next year, or the year after and be it with Einstein, Progressive, or whoever, and I’ll go into the reasons below. Now for these two particular practices for which we were discussing the Full Arch Program, when I hear $12,000 I think of 2-3 months of an ad budget to generate 6-10 full arch implant cases being consumed by something that [...]

All-on-X Practice Websites: What’s Important2023-05-24T11:59:11-04:00
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James McAnally,
DDS,FAGD,FICOI,FMII
Founder, Big Case Marketing
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