Dental treatment lead generation. Do you really need more dental sales leads?

You have no doubt arrived at this post because you are looking for more dental treatment lead generation for your practice. But do you really need more new dental treatment sales leads?

So do the maths stack up? If you double the dental sales leads that you generate then you will double your sales and grow your practice – That is true. But you will probably more than double the cost of your advertising. (It will probably cost you more than double as you should already be using the most responsive advertising medium, so you will have to start using less responsive advertising and so use more of it. So your costs will be higher).

And there are other factors at play too. Take a look at these sales rules.

So if you are like most dental practices you will not have a dedicated sales team, rather the new enquiry follow-up is undertaken by reception staff as and when they have a spare moment. As a result, only the hottest potential patients will be booked for an initial consultation on the first call. And those leads who are harder to reach or are not ready to commit to the initial consultation, will quickly get forgotten about and “fall between the cracks” because the new hot enquiries get priority for follow up. The key to the growth of your practice lies in successfully following up the leads who are not ready to buy today, but will in the future.

So what is the solution? Before you spend any more money generating new dental sales leads you need to implement an automated sales and marketing system that will work in sync and support your reception/sales team. A system that does all the hard work in following up leads and nurturing them until they are ready to speak with your dental team. This way the dental sales leads that have cost you money do not “fall between the cracks”.

So let’s look at the maths.

Say you are currently getting a 1% conversion rate from your sales leads and leads are costing £1 each. So the Cost per Acquisition (CPA) is £100. OK, let’s say you implement a sales and marketing system to automatically follow up leads, to nurture those leads and then pass them over to the reception/sales team when they are ready to buy. So we still get the initial 1% conversion. But then say we consistently follow up with the remaining 99% (who did not buy). Now, say over the next 2 years we follow up automatically and gain another 2 sales from the initial 99 leads. So now then numbers look like this. We have 3X our conversion rate and so we have tripled the size of our business. Because we did not spend any more money on lead acquisition, so our Cost of Acquisition has come down from £100 to only £33. And this is without spending any additional money on advertising and lead generation.

Now at this point, you have an efficient sales and marketing machine that efficiently converts leads. And now you can start to look at using lower value/ higher-cost advertising media because you have an efficient sales and marketing machine that can profitably convert poorer quality leads. You can now afford to outspend your competitors on advertising and so grow your practice.

And all this is before we even consider the best AND lowest cost of leads for your business. Referrals from existing patients. Are you actively asking your existing patients to refer friends and family? The chances are that you are not proactively harnessing this source of leads. Once you have an efficient sales and marketing system in place then referral marketing can also happen consistently on autopilot.

So – do you really need more new dental lead generation?  -or do you need a system to convert more effectively the dental sales leads you are already generating? If you are interested then this is exactly what I do for my clients. If you would like to book a free Discovery call at a mutually convenient day and time then click here.

PS. Check out my other post with 7 top marketing tips for dental practices.