Details

<p>Foreword viii</p> <p>Introduction x</p> <p><b>1 Visual aids and verbal skills 1</b></p> <p>Physicians make great use of visual aids 2</p> <p>Better to show empathy, not sympathy 2</p> <p>Implants are worth more than replacing missing teeth 4</p> <p>Everything begins with asking the right questions 4</p> <p>The power of visual aids 6</p> <p>Verbal skills 11</p> <p>Work out the financials 13</p> <p>Dental implant models 16</p> <p>Elevator pitch 18</p> <p>Could it be that your case presentation just sucks? 19</p> <p>Implant animations 20</p> <p>Leveraging your auxiliary staff for animation demos 23</p> <p>Summary 24</p> <p><b>2 Patient education seminars 25</b></p> <p>Lasik eye surgery education seminars 26</p> <p>Using patient education seminars to attract dental implant patients 27</p> <p>Seminar location 28</p> <p>The presentation 30</p> <p>The body of your presentation 34</p> <p>Presentation conclusion 43</p> <p>The postpresentation process 45</p> <p>Advertising your patient education seminars 47</p> <p>Summary 49</p> <p><b>3 Partnering with physicians for dental implants 51</b></p> <p>A physician’s endorsement of you could be priceless 52</p> <p>Speak in a language the physician understands 53</p> <p>Unconventional methods can lead to extraordinary results 55</p> <p>Targeting endocrinologists and orthopedic surgeons for patient referrals 56</p> <p>Targeting the gastroenterologist doctors 58</p> <p>Targeting otolaryngologists (aka ENT doctors) 61</p> <p>Targeting plastic surgeons for patient referrals 63</p> <p>Targeting obstetrician and gynecologists (OB/GYN) 64</p> <p>Other healthcare providers to target 65</p> <p>Keep your expectations realistic 67</p> <p>Physicians need dental implants too 68</p> <p>Comarketing efforts 69</p> <p>Summary 70</p> <p><b>4 Marketing full?]arch implant dentistry in your practice 71</b></p> <p>Tissue?]borne dentures: The short?]term solution 73</p> <p>Targeting your denture wearers first 75</p> <p>Face?]to?]face with the denture patient 77</p> <p>Immediate load/immediate function 79</p> <p>Targeting removable partial denture and fixed partial denture patients for immediate load 81</p> <p>Presenting the treatment plan for immediate load 81</p> <p>The failing partial?]denture: Post?]op examination discussion 82</p> <p>Consultation with the immediate?]load candidate 87</p> <p>Making financial arrangements 95</p> <p>Establish goals for immediate?]load production 96</p> <p>Summary 97</p> <p><b>5 Implant marketing for the surgical specialist 98</b></p> <p>Who moved my implant? 99</p> <p>Meeting the needs of restorative doctor 100</p> <p>Sharing case reports with restorative doctors 103</p> <p>Edentulous patient implant study group 105</p> <p>Target your top two to five referral sources’ patient base 112</p> <p>Patients and professionals are used to direct?]to?]consumer advertising 114</p> <p>You too should go direct to consumer 115</p> <p>Strategies for going direct to consumer 116</p> <p>The prosthodontist specialty 118</p> <p>Role of an implant coordinator 120</p> <p>Expand your geographical range 122</p> <p>Reducing clinical limitations is crucial 123</p> <p>Summary 126</p> <p><b>6 Database marketing 128</b></p> <p>Automate your data entry as much as possible 130</p> <p>Querying your removable partial?]denture patients for in?]depth insight 131</p> <p>Collecting the right data through patient surveys is crucial 133</p> <p>How you structure your survey is important 135</p> <p>SurveyMonkey.com: Use it! 135</p> <p>Tailor your marketing efforts to match your research findings 136</p> <p>Automate your marketing correspondence 137</p> <p>Define your missing teeth demographics 138</p> <p>The numbers don’t lie 140</p> <p>Build rapport year?]round 141</p> <p>Target each demographic in your database for implants 142</p> <p>Reactivate your inactive patients 143</p> <p>Drop your buckets where you are 144</p> <p>Summary 145</p> <p><b>7 Internet presence 146</b></p> <p>Website 147</p> <p>YouTube 150</p> <p>Google Adwords 152</p> <p>Landing page (or squeeze page) 153</p> <p>Social media 154</p> <p>Rating sites 163</p> <p>Summary 164</p> <p>Works cited 165</p> <p>Index 167</p>

<b>Marcus Hines </b>is the Director of Full Arch Solutions for BioHorizons Implant Systems, Inc. where he promotes full arch continuing education courses and provides practice marketing coaching to clients throughout North America, designed to target, attract and close full-arch dental implant supported cases.  For more than a decade Marcus’ sales and marketing services has been concentrated around implant dentistry and has earned him such accolades as <i>Rookie of the Year</i> and <i>Highest Total Implant Sales of the Year</i> awards.  Marcus is an author, blogger and social media marketing enthusiast.

A large percentage of skilled dental professionals lack the tools and comfort level required to market themselves and their dental implant practices effectively  As a consequence, these dental professionals miss several opportunities to help patients and grow their business. Even those who recognize the need for marketing often don’t have the experience or training to do so effectively. <i>Marketing Implant Dentistry</i> meets this need by giving dentists the tools to better market and promote their practices and to gain case acceptance.<br /><br /><i>Marketing Implant Dentistry </i>presents proven approaches for attracting dental implant patients and demonstrates the use of successful communication skills, including verbal and visual aids. This book details multiple examples of patient friendly and professional letters for use in targeting both new implant patients and professional referral sources. Readers will learn the benefits of adopting non-traditional approaches such as hosting patient education seminars, as well as cultivating professional relationships with the medical community (physicians) for the purposes of generating untapped referral relationships. Best practices in internet and social media marketing, specific to implant dentistry, are also demonstrated so practices can make the most out of these low-cost opportunities. <ul> <li>Improve case presentation techniques using visual aids, empathy, and concise phrasing</li> <li>Gain more referrals through general dentists and medical doctors in a range of specialties</li> <li>Learn the importance of marketing to an untapped database of patients with missing teeth</li> <li>Take advantage of web marketing and social media sites</li> </ul>

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