The Reason They Say "NO"

Again, Thanks for registering the other day to be a part of this blog and my no cost courses
"How to Attract A FloodOf New Dental Implant Patients!"

Today, we'll talk about one of my favorite topics:
Overcoming Fee Resistance!

When I did the survey to find out precisely what dentistswere facing as their top objections to Implants, all my clients said the same thing:

"Ed, When I bring up “implants”…all patients are thinking about is ‘price’ or ‘cost’…"
Is this familiar to you?

If so, then let's talk about it.

First, the #1 reason people bring up 'price' is that they have NOT been pre-conditioned to ask other questions or 'think differently'.

Another way of putting it is that YOU have not marketed in a way that "Positions"
you differently than everyone else...and that makes you the ONLY LOGICAL
CHOICE!

People only get focused and stuck on price when there is nothing else to
base their decisions on.


I'll get right to the punch here: The way I teach my clients to do thisis to have people with problems, who are good candidates for dental implants,request a free report, booklet, and DVD.

Then, my clients send it out to the prospective patient...even if they are currently patients of yours. They still need to be pre-qualified and pre-interested.

Make sense?

Then, after the patient gets the information, they will call YOU ready to move forward. In the report, booklet, dvd, we'll answer all their objections (price, time,Fear, pain, etc...) and with mastery level skills flip them into an educated patient who is ready to make a great decision.
"
This is too simple...right?"

Well, in my experience, the simplest formulas and fundamentals is where all theMagic is.

What we are doing for you is positioning you as the ultimate authority.Pre-qualifying, pre-educating, and building up motivation...so when these patientscome in...they are READY.

The questions they DO have, and they will have some, because 'now' theyare educated decision makers...not price driven, cost conscious patients...will be good questions.

Make sense?

If not, hang in there...I have more to come and we are justgetting started.

By the end of all these lessons, my goal is to have you 'thinking' differently about markeitng and promoting your practice,'believing' more is possible for you and your practice, and giving you the 'tools'...which gives you capabilities.

When you have all 3 of these working together...you'll be unstoppable.

Make it a great day...and let me know if you have any questions!

Ed O'Keefe

PS: To make sure you have all the details for this months tele-class, please go to: www.dentistprofits.com/implantclass.html

THE MULTI-MILLION DOLLAR Dentist LEAP!
The World’s Easiest SYSTEM To Attracting Implant Patients, C& B, And BIG CASES Immediately and Every Month Like Clock Work!!!"
It doesn't cost a thing...and you get to hear me reveal something I've never sharedwith anyone...!

PS #2: Great things happen to people who surround themselves with other great people!
I promise you that after 90 days of living off some of these principles...implementingthese marketing tools...and masterminding w/ other brilliant Implant Dentists...you will enjoy a level of life few ever experience!

Why NOW Is The Best Time To Market Dental Implants...

Dear Friend,

In boxing they call it the big "knock out" punch, in volleyball it looks like a big kill, when Michael Jordanplayed it was his incredible dunk that came after he flew for12 feet.

In Dentistry...what do we call the big "grand slam".

Well, the big case can come in a couple different ways and dependingon your ability to present treatment and self confidence will dependon the # of big cases you do on a monthly basis.
The problem with this is that we have to rely on talent and not a system.

You have to deal with unqualified patients...and having to convincepeople of something, that quite honestly, they may not even'want'.

The list can go on, but today I just wanted to chat briefly about"why I personally believe anyone serious about making a BIG profit within their practice needs to be promoting dental implants".

Here's a short list,and in many of my emails that are coming overthe next few days on this
blog, I'll go into more detail...but here's the overview:

1. Transaction Size: it's easier to get to a million bucks when youraverage case is 10,000 dollars than 1,000 dollars. Do the math:10,000 X 100 = 1,000,000.00 1,000 x 1,000= 1,000,000.00
You don't have to be a rocket scientist to see the pattern, but when you are busy 'in the business', it's easy to overlook and not focus on.

2. When Patients know what Dental Implants can do...they accept care. Trust you more...and accept more cosmetic treament. One thing to keep in mind is that one key way to do a LOT more CosmeticDentistry is to attract patients who need a single tooth implant or a couple implants.

3. Differentiation: We all have a belief that our training, experience, and Personal integrity 'should' give us an edge as to why a patient should do businesswith you vs. other docs...or doing nothing at all.

However, the bad news and unfortunate reality is, that the general public doesn't know the difference.

When you market dental implants the 'right' way...and I'll show you how...you position yourself as the expert, the authority, and the ONLY LOGICALCHOICE!

That is the smart move...and you will be pleasantly surprised at the results.

My last point for today is: #4:

The Market For Dental Implants is increasing and will continue to increase! The great news for us who want to promote dental implants is the number of markets (baby boomers, seniors, denture patients), and sub-markets (high income professionals,moms with money, etc..) are growing exponentially.

In fact, by 2010 the population of people the age of 45-55 years of age willincrease by a WHOPPING 51%.

Which means that if you are a Dentist...you 'should' be workingvery strategically and diligently at positioning your office to cater to this market.

Okay, that's a wrap for today!

I hope this helped and gave you a little jolt of excitement, reassurance, or motivation.
THANKS!

Ed
PS: Please post your questions...and I will do my best to answer them as quickly
as possible.