Australasian Dentist Issue 93

CATEGORY 68 AUSTRALASIAN DENTIST Love and maintain Elizabeth Once you have secured a patient, who is happy to pay your prices and loves the service they receive, don’t become complacent about it. Don’t assume Elizabeth is yours forever. Loyalty takes time to achieve and can’t be taken for granted. However, once you’ve achieved it, you’re a lot less likely to lose Elizabeth, because Elizabeth trusts you and knows how you make her feel. She is now part of your brand, part of your vibe. Make it too easy for them: Send them appointment reminders and tell them when treatment is due. For Botox and fillers, we send out automatic alerts to patients, advising that it has been x months since their last treatment and it’s time to get booked in for their next one. This works really well as it means they don’t bother looking elsewhere and just click on the link to make their appointment. Keep chatting to them: Ask your team to reach out or send them an SMS or email a couple of days or weeks after their treatment, check they’re happy with the results, ask them if they feel good, check there are no concerns. If you follow them on social media give their posts the odd like or comment on how great they look in a selfie. Make them feel special: Send them special offers, position it as a thank you VIP deal – perhaps a free sunscreen or face mask or LED treatment with their injectable appointment. It’s different from offering all your patients a discount. This is rewarding your loyal patients it’s a way of recognising and loving them. They’ll feel special and want to stay with you. Newsletters: If you’re a little bit of a wordsmith and enjoy a bit of creative writing, send out a newsletter to your patients. Tell them about new treatments or training you’ve been doing. Share a story you’ve seen about aesthetic treatments, give them some tips for glowing skin, LINICAL remind them to put their serums on. There are heaps of templates on Canva or other design templates can be found on Etsy too. Essentially you simply want Elizabeth to feel cherished and special. By doing these things you’re offering extra value and subtly staying top-of-mind for Elizabeth. You are making sure that when Elizabeths friends decide to have a treatment, that Elizabeth recommends you – tells them how good you are, how nice you are. You want Elizabeth to become an advocate for you and all of these little gestures that you might consider irrelevant will contribute to ensuring that happens and Elizabeth will become a rich source of more Elizabeths for you. We have gained a number of patients in our clinic at Dermal Distinction because we wrote a personal message on a skincare delivery that we did. It is the simple things that matter. So here is the main point You don’t need to compete with cheaper clinics. They can have Lisa, you want Elizabeth. Elizabeth is not interested in the cheaper clinics, she wants quality, experience and your brand. She will pay money for that, because your brand delivers the results she considers to be top tier, and that is her main goal. With all of this in mind, patients will base their decision on an emotion that they feel to begin with. Your website and social media is super important to convey that emotion from the get-go. After that, it is all on you and your clinic. You and your team need to make Elizabeth feel like she has made the right decision in choosing you and your clinic, and not only that. You want Elizabeth to feel that she is part of the vibe and branding. That is where Elizabeth will put her money. It has never been about the fee, but the value that you bring. Remember that! PS. Apologies to all the Lisas and Elizabeths out there! u To learn more about dental cosmetic injecting, branding and cosmetic consultation visit www.dermaldistinction.com Optum Prophy Paste C M Y CM MY CY CMY K Advert 1 Optum Pro hy Paste.pdf 1 20/4/2565 11:29:56