• your staff
• conducting Invisalign Open House

First, Through Your Staff....

            The dental practice management consultant would advise you to have a staff that's trained enough to talk to every patient who express their interest in having the solution, and help ask people identify their problem at the same time. In your practice, you can ask your patients this question: “On a scale of 1 to 10, how would you rate your smile?”. For us, this is a very good question to start with. After the patient gives you their answers, ask them this: “What would make your smile to a rate of 10?”. Then listen to their answers. Take down notes and through this you can create a good package of information and give it back and sell the treatment. The staff should know the benefits of the solution:

• first, it's invisible;
• second, it's removable; and
•  third, it allows people to have more confidence!

Second, Through Conducting Invisalign Open House....

         The dental practice management consultant would advise you to conduct Invisalign Open House. There are two things you need to take note:

• Market your Invisalign day appropriately.

      The big mistake that a lot of people do is that as they decide to do the open house, they send out a mailer to their existing patients,  and they get 1 to 3 phone calls. This is kind of expected, because if your going to do an entire open house, and you have an opportunity to make $5000 a case or say $15,000 net per case, you need to throw more money at it than just a mere postcard. And you need to have your staff get people to come to it. Start making plans for the promotions of it 4 or 5 weeks minimum in advanced, so as to get 2 to 3 direct mail pieces to your existing and inactive patient base in that time (so once a week for the first three weeks to promote it). If you would like to go with e-mails, then just send your patients e-mails. If you have phone numbers, you can do two things: you can physically call everybody, or do voice broadcasting (which will go out to every single home and it will share with people the details and where to call).

• Have two schedules for the event, instead of having just one.

      Have two schedules for the open house, so you can use the same marketing dollar to promote both events, and that could be one thing. Another thing is that some people who can't make it on a given schedule, for example, on a Wednesday night, are going to be able to make it on a Saturday between 10:00 and 1:00. So in here, you're going to open up a dual option for the people, enabling them to choose more dentistry.

        These are the strategies that the dental practice management consultant would advise you to help you market Invisalign in your dental practice. Remember, if you have a lot of Invisalign patients, they refer more than traditional patients do, and also choose more cosmetic dentistry as well!