Can a dental practice destroy 100% of its marketing return through bad selling? Yes, easily. The marketing budget produces phone calls. The phone calls then run into the practice's selling system or lack of one. A practice without a structured selling system loses cases at the phone, at the consultation, at the case presentation, and at the followup. By the end of the funnel, almost nothing converts. The marketing money was real. The case revenue was zero. This is not a hypothetical. It happens regularly across the profession. The dentist's instinct is to blame the marketing channel or the agency that [...]

Can a dental practice destroy 100% of its marketing return through bad selling? Yes, easily. The marketing budget produces phone calls. The phone calls then run into the practice's selling system or lack of one. A practice without a structured selling system loses cases at the phone, at the consultation, at the case presentation, and at the followup. By the end of the funnel, almost nothing converts. The marketing money was real. The case revenue was zero. This is not a hypothetical. It happens regularly across the profession. The dentist's instinct is to blame the marketing channel or the agency that [...]

Can a dental practice destroy 100% of its marketing return through bad selling? Yes, easily. The marketing budget produces phone calls. The phone calls then run into the practice's selling system or lack of one. A practice without a structured selling system loses cases at the phone, at the consultation, at the case presentation, and at the followup. By the end of the funnel, almost nothing converts. The marketing money was real. The case revenue was zero. This is not a hypothetical. It happens regularly across the profession. The dentist's instinct is to blame the marketing channel or the agency that [...]