THE 7 KEYS TO Exponential NEW PATIENT FLOW Lighthouse referral marketing

Why you should engage in a strong word of mouth marketing campaign Of 5000 qualified fee for service patients surveyed The questions????  When looking for or deciding on a dentist what do you rely on…….  Yellow pages  Friend (WOM) 83% 4150  Internet  Mail  TV or Radio 85%

Referrals 101  Over-all 80-85% of adults in the US rely on word of mouth for their healthcare professional selection decisions.  Internal marketing done correctly results in a higher number of referrals, plain & simple.  Referrals have been and always will be the best method of gaining new patients.  Your patients are marketers/PR reps.  Keep your marketers active and a greater number of referrals will come!

Internal Vs External marketing  Internal  The top market research companies agree that a recommendation from a friend is ten times more effective than traditional paid advertisements.  It is does not fall into the noise category with external marketing.  Works with any demographic in any market.  A referred new patient has more trust in you and will judge you less.  More cost effective as you are utilizing existing resources.  Requires 2-3% of gross for a strong campaign.  Higher retention and higher percentage of case acceptance.  External  Advertising is less effective than ever due to its overexposure.  The average active adult is hit with 3000 advertisements each day.  People are cynical about advertising than word of mouth.  People are more inclined to judge/test you when they come in through external advertising means.  More expensive than internal and should not be used in place of existing resources.  Requires up to 6-10% of your gross.  Higher attrition potential and lower case acceptance.

 People talk about your dental office for three reasons.  1. They like you or they like your work.  2. It simply feels good to talk about the results they have experienced.  3. They are a part of your team, an insider. It’s all about relationship

The 7 Keys Motivation Message Rewards Referral Gift Cards Patient Experience Creativity Consistency The 7 keys build relationships and increase word of mouth activity

Motivation  Why does your team want them?  Why do your patients want to refer?  Do the answers align?  If they align you will succeed  Strengthen motivation and win  Distinguish yourself from your competition by understanding why and how your patients talk about you. KEY 1

Message  Your message will give your referral campaign wings.  It is a very simple easy to remember phrase.  It must have a high appeal rating.  It motivates your patients to talk about you.  It directs the conversation productively. KEY 2

 Make it interesting and appropriate.  If you reward your players properly they will do more.  Show gratitude, its right and its powerful.  Create the perfect system for your team. Rewards Take care of your team and they will take care of you. Players: Staff/Patients/New Patients KEY 3

Teach your staff and patients how to play the Referral Gift Card and win KEY-4

Patient Experience  Talk to your patients about referrals correctly and new patients will gravitate to you in greater volume!  If you know how to play the referral game your patients will play it with you.  Your patients want to refer, they simply need guidance.  The Keys make it easy. KEY-5 With Lighthouse your team will become fluent in the language and skilled in the art of referral marketing Systematic Engagement TM

Creativity  Keep your referral game fresh  Make it fun and interesting as well as professional  If you are remarkable people will remark talk about you if you are boring they will be snoring.  Give your staff and patients new tools all the time.  Lighthouse will keep you and your team playing the referral game creatively KEY-6

Consistency  With Lighthouse your referral marketing action steps will be simple, fun and easy to follow  Have fun and stay on point.  Keep it lighthearted yet effective.  Be consistent and appropriate.  Keep playing the game and win. KEY-7 Lighthouse has made referral marketing easy and very rewarding for our entire team.

Net result; a consistent flow of new patients. The Lighthouse Referral Marketing program is the best marketing investment we have ever made.

 Step 1. Enrollment: start now and receive a rapid action discount. ( three payment options )  Step 2. Schedule 2 day office visit.  Step 3. Referral card production.  Step 4. Work closely with your Lighthouse marketing coach to insure ROI- results.  Step 5. Prepare to have an abundance of new referrals. Getting Started