Dentaltown September 2020 - 51

3

Where should you invest to drive
more high-value patients?

Once you have a clear understanding of which sources
are truly driving the right high-value opportunities, you can
begin to invest your marketing dollars more effectively. If your
mailer's message is landing well with your target market and attracting
a plethora of new patient opportunities, perhaps you should invest more
in your mail campaign efforts and less in a Facebook paid ad that hasn't
brought in any new high-value opportunities. It's important to take
a scrutinizing look at your marketing efforts to understand where to
effectively invest your marketing budget.

4

Which staff members are doing best
at converting high-value patients?

Finally, it's important to take a look at your staff's performance to
understand who excels at converting the opportunities your marketing is
driving and who might need some additional training and assistance. If your
email blast drives 30 new patient opportunities for Invisalign but only three converted into
scheduled appointments, it could be the email message, or maybe your staff isn't optimally
trained to handle that type of conversation. Whether they're unaware of the campaign itself,
haven't been trained in proper messaging or simply struggle with new patient conversations
in general, it's important to dive into your call recordings and staff reporting to uncover who
might need further assistance on the phone.
Furthermore, if you have staff members who are excelling on the phone, it may make
sense to put them on the most challenging new patient phone calls. If new patient calls for
Invisalign consultations bring up difficult questions and objections to overcome, consider
routing those calls to a more experienced staff member who is better equipped at converting
such opportunities. Most call tracking software allows you to dictate where individual
tracking lines are ringing and even include a whisper on the call such as "Invisalign
consultation" as soon as the staff member answers to better prepare him or her for the
conversation ahead.
While every patient phone call is an opportunity to capture additional
revenue, there are certain high-value patient opportunities that are critical
to target. By understanding where your own high-value patients are
finding your practice and investing in the right sources, you'll be better
positioned to both drive more high-value opportunities and convert those
opportunities into appointments. ■

dentaltown.com \\ SEPTEMBER 2020

DT0920_Johnson_PracticeManagement_AG.indd 51

51

8/20/20 10:41 AM


http://www.dentaltown.com

Dentaltown September 2020

Table of Contents for the Digital Edition of Dentaltown September 2020

Dentaltown September 2020 - Intro
Dentaltown September 2020 - Cover1
Dentaltown September 2020 - Cover2
Dentaltown September 2020 - 1
Dentaltown September 2020 - 2
Dentaltown September 2020 - 3
Dentaltown September 2020 - 4
Dentaltown September 2020 - 5
Dentaltown September 2020 - 6
Dentaltown September 2020 - 7
Dentaltown September 2020 - 8
Dentaltown September 2020 - 9
Dentaltown September 2020 - 10
Dentaltown September 2020 - 11
Dentaltown September 2020 - 12
Dentaltown September 2020 - 13
Dentaltown September 2020 - 14
Dentaltown September 2020 - 15
Dentaltown September 2020 - 16
Dentaltown September 2020 - 17
Dentaltown September 2020 - 18
Dentaltown September 2020 - 19
Dentaltown September 2020 - 20
Dentaltown September 2020 - 21
Dentaltown September 2020 - 22
Dentaltown September 2020 - 23
Dentaltown September 2020 - 24
Dentaltown September 2020 - 25
Dentaltown September 2020 - 26
Dentaltown September 2020 - 27
Dentaltown September 2020 - 28
Dentaltown September 2020 - 29
Dentaltown September 2020 - 30
Dentaltown September 2020 - 31
Dentaltown September 2020 - 32
Dentaltown September 2020 - 33
Dentaltown September 2020 - 34
Dentaltown September 2020 - 35
Dentaltown September 2020 - 36
Dentaltown September 2020 - 37
Dentaltown September 2020 - 38
Dentaltown September 2020 - 39
Dentaltown September 2020 - 40
Dentaltown September 2020 - 41
Dentaltown September 2020 - 42
Dentaltown September 2020 - 43
Dentaltown September 2020 - 44
Dentaltown September 2020 - 45
Dentaltown September 2020 - 46
Dentaltown September 2020 - 47
Dentaltown September 2020 - 48
Dentaltown September 2020 - 49
Dentaltown September 2020 - 50
Dentaltown September 2020 - 51
Dentaltown September 2020 - 52
Dentaltown September 2020 - 53
Dentaltown September 2020 - 54
Dentaltown September 2020 - 55
Dentaltown September 2020 - 56
Dentaltown September 2020 - Cover3
Dentaltown September 2020 - Cover4
https://www.nxtbook.com/farran/dentaltown/2020November
https://www.nxtbook.com/farran/dentaltown/2020NewGrad
https://www.nxtbook.com/farran/dentaltown/2020October
https://www.nxtbook.com/farran/dentaltown/2020September
https://www.nxtbook.com/farran/dentaltown/2020August
https://www.nxtbook.com/farran/dentaltown/2020July
https://www.nxtbook.com/farran/dentaltown/2020June
https://www.nxtbook.com/farran/dentaltown/2020May
https://www.nxtbook.com/farran/dentaltown/2020April
https://www.nxtbook.com/farran/dentaltown/2020March
https://www.nxtbook.com/farran/dentaltown/2020February
https://www.nxtbook.com/farran/dentaltown/2020January
https://www.nxtbook.com/farran/dentaltown/2019December
https://www.nxtbook.com/farran/dentaltown/2019November
https://www.nxtbook.com/farran/dentaltownuk/2019OctoberNovember
https://www.nxtbook.com/farran/dentaltown/2019October
https://www.nxtbook.com/farran/dentaltown/2019NewGrad
https://www.nxtbook.com/farran/dentaltown/2019September
https://www.nxtbook.com/farran/dentaltown/2019August
https://www.nxtbook.com/farran/dentaltown/2019July
https://www.nxtbook.com/farran/dentaltownuk/2019JuneJuly
https://www.nxtbook.com/farran/dentaltown/2019June
https://www.nxtbook.com/farran/dentaltown/2019May
https://www.nxtbook.com/farran/dentaltownuk/2019AprilMay
https://www.nxtbook.com/farran/dentaltown/2019April
https://www.nxtbook.com/farran/dentaltown/2019March
https://www.nxtbook.com/farran/dentaltown/2019February
https://www.nxtbook.com/farran/dentaltownuk/2019FebruaryMarch
https://www.nxtbook.com/farran/dentaltown/2019January
https://www.nxtbook.com/farran/dentaltownuk/2018Winter
https://www.nxtbook.com/farran/dentaltown/2018December
https://www.nxtbook.com/farran/dentaltown/2018November
https://www.nxtbook.com/farran/dentaltownuk/2018November
https://www.nxtbook.com/farran/dentaltown/2018October
https://www.nxtbook.com/farran/dentaltownuk/2018October
https://www.nxtbook.com/farran/dentaltown/2018NewGrad
https://www.nxtbook.com/farran/dentaltown/2018September
https://www.nxtbook.com/farran/dentaltownuk/2018September
https://www.nxtbook.com/farran/dentaltown/2018August
https://www.nxtbook.com/farran/dentaltownuk/2018July
https://www.nxtbook.com/farran/dentaltown/2018July
https://www.nxtbook.com/farran/dentaltownuk/2018June
https://www.nxtbook.com/farran/dentaltown/2018June
https://www.nxtbook.com/farran/dentaltownuk/2018May
https://www.nxtbook.com/farran/dentaltown/2018May
https://www.nxtbook.com/farran/dentaltownuk/2018April
https://www.nxtbook.com/farran/dentaltown/2018April
https://www.nxtbook.com/farran/dentaltown/2018March
https://www.nxtbook.com/farran/dentaltownuk/2018March
https://www.nxtbook.com/farran/dentaltown/2018February
https://www.nxtbook.com/farran/dentaltownuk/2018February
https://www.nxtbook.com/farran/dentaltown/2018January
https://www.nxtbook.com/farran/dentaltown/2017December
https://www.nxtbook.com/farran/dentaltownuk/2017Winter
https://www.nxtbook.com/farran/dentaltown/2017November
https://www.nxtbook.com/farran/dentaltown/2017October
https://www.nxtbook.com/farran/dentaltownuk/2017october
https://www.nxtbook.com/farran/dentaltown/NewGrad2017
https://www.nxtbook.com/farran/dentaltown/2017September
https://www.nxtbook.com/farran/dentaltownuk/2017September
https://www.nxtbook.com/farran/dentaltownuk/2017August
https://www.nxtbook.com/farran/dentaltown/2017August
https://www.nxtbook.com/farran/dentaltown/2017July
https://www.nxtbook.com/farran/dentaltownuk/2017July
https://www.nxtbook.com/farran/dentaltown/2017June
https://www.nxtbook.com/farran/dentaltownuk/2017may
https://www.nxtbook.com/farran/dentaltown/2017May
https://www.nxtbook.com/farran/dentaltownuk/2017April
https://www.nxtbook.com/farran/dentaltown/2017April
https://www.nxtbook.com/farran/dentaltown/2017March
https://www.nxtbook.com/farran/dentaltownuk/dentaltownuk/2017march
https://www.nxtbook.com/farran/dentaltown/February2017
https://www.nxtbook.com/farran/dentaltown/2017January
https://www.nxtbook.com/farran/dentaltown/2016December
https://www.nxtbook.com/farran/dentaltown/2016November
https://www.nxtbook.com/farran/dentaltown/2016October
https://www.nxtbook.com/farran/dentaltown/2016nge
https://www.nxtbook.com/farran/dentaltown/2016september
https://www.nxtbook.com/farran/dentaltown/2016august
https://www.nxtbook.com/farran/dentaltown/2016july
https://www.nxtbook.com/farran/dentaltown/2016june
https://www.nxtbook.com/farran/dentaltown/2016may
https://www.nxtbook.com/farran/dentaltown/2016april
https://www.nxtbook.com/farran/dentaltown/2016march
https://www.nxtbook.com/farran/dentaltown/2016february
https://www.nxtbook.com/farran/dentaltown/2016january
https://www.nxtbook.com/farran/dentaltown/2015december
https://www.nxtbook.com/farran/dentaltown/2015november
https://www.nxtbook.com/farran/dentaltown/2015october
https://www.nxtbook.com/farran/dentaltown/2015nge
https://www.nxtbook.com/farran/dentaltown/2015september
https://www.nxtbook.com/farran/dentaltown/2015august
https://www.nxtbook.com/farran/dentaltown/2015july
https://www.nxtbook.com/farran/dentaltown/2015june
https://www.nxtbook.com/farran/dentaltown/2015may
https://www.nxtbook.com/farran/dentaltown/2015april
https://www.nxtbook.com/farran/dentaltown/2015march
https://www.nxtbook.com/farran/dentaltown/2015february
https://www.nxtbook.com/farran/dentaltown/2015january
https://www.nxtbook.com/farran/dentaltown/2014december
https://www.nxtbook.com/farran/dentaltown/2014decemberb
https://www.nxtbook.com/farran/dentaltown/2014november
https://www.nxtbook.com/farran/dentaltown/2014october
https://www.nxtbook.com/farran/dentaltown/2014newgrad
https://www.nxtbook.com/farran/dentaltown/2014september
https://www.nxtbook.com/farran/dentaltown/2014august
https://www.nxtbook.com/farran/dentaltown/2014july
https://www.nxtbook.com/farran/dentaltown/2014june
https://www.nxtbook.com/farran/dentaltown/2014may
https://www.nxtbook.com/farran/dentaltown/2014april
https://www.nxtbook.com/farran/dentaltown/2014march
https://www.nxtbook.com/farran/dentaltown/2014february
https://www.nxtbook.com/farran/dentaltown/2014january
https://www.nxtbook.com/farran/dentaltown/2013december
https://www.nxtbook.com/farran/dentaltown/2013november
https://www.nxtbook.com/farran/dentaltown/2013october
https://www.nxtbook.com/farran/dentaltown/2013newgrad
https://www.nxtbook.com/farran/dentaltown/2013september
https://www.nxtbook.com/farran/dentaltown/2013august
https://www.nxtbook.com/farran/dentaltown/2013july
https://www.nxtbook.com/farran/dentaltown/2013june
https://www.nxtbook.com/farran/dentaltown/2013may
https://www.nxtbook.com/farran/dentaltown/2013april
https://www.nxtbook.com/farran/dentaltown/2013march
https://www.nxtbook.com/farran/dentaltown/2013february
https://www.nxtbook.com/farran/dentaltown/2013january
https://www.nxtbook.com/farran/dentaltown/2012december
https://www.nxtbook.com/farran/dentaltown/2012November
https://www.nxtbookmedia.com