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Lighthouse Productions Lighthouse Productions LLCLLC
Presents the ultimate new Presents the ultimate new patient referral systempatient referral system
The Lighthouse family
Relevant Demographics Relevant Demographics
1. 303,400,000 US Citizens 1. 303,400,000 US Citizens 2. 54,000,000 without healthcare insurance2. 54,000,000 without healthcare insurance3. 40% go from 2 to 3 years between 3. 40% go from 2 to 3 years between
appointments appointments (Cost)(Cost)4. 30% wait to see a dentist until they have a 4. 30% wait to see a dentist until they have a
problem problem (Fear)(Fear) 5. 30% are consistent with care and 5. 30% are consistent with care and
maintenance maintenance 6. This 30% is driven mostly by women (Mom)6. This 30% is driven mostly by women (Mom)7. Kids and Dad need direction in most cases7. Kids and Dad need direction in most cases8. Women make 90% of healthcare provider 8. Women make 90% of healthcare provider
decisions in the household.decisions in the household.
approximations
A Revealing SurveyA Revealing SurveyOf 250 qualified fee for Of 250 qualified fee for
service patients service patients surveyed surveyed
The questions????The questions???? When looking for or When looking for or
deciding on a dentist deciding on a dentist what do you rely what do you rely on…….on…….
Yellow pages?Yellow pages? Friend (WOM)? Friend (WOM)? InternetInternet MailMail TV or Radio TV or Radio
High-touch market research
expensive
222 Friend orFamilyWord
Ofmouth
14 yellowpages
11internet
3 mail
TV orRadio
inexpensive
Referrals 101Referrals 101 81% of adults in the US rely on word 81% of adults in the US rely on word
of mouth for purchase decisions. of mouth for purchase decisions. Word of mouth marketing as it Word of mouth marketing as it
applies to dentistry is referral applies to dentistry is referral marketing.marketing.
Your patients are marketers.Your patients are marketers. Educate your marketers and they Educate your marketers and they
(referrals) will come.(referrals) will come.
Why people refer to you. Why people refer to you. People talk about People talk about
your dental office for your dental office for three reasons.three reasons.
1. They like you or 1. They like you or they like your work.they like your work.
2. It simply feels good 2. It simply feels good to talk about the to talk about the results they have results they have experienced.experienced.
3. They are a part of 3. They are a part of your team, an insider. your team, an insider.
The 7 keys to an abundance of The 7 keys to an abundance of ReferralsReferrals
MotivationMotivation MessageMessage RewardsRewards Referral cardsReferral cards Patient orientationPatient orientation ConsistencyConsistency Creativity Creativity
Create a future of endless referrals by using the 7 keys to an abundance of them.
Once again they are
Motivation
Message
Rewards
Referral cards
Patient orientation
Consistency
Creativity
The 7 keys create a bright and expansive future of referrals
MotivationMotivation Why do you want new patients? Why do you want new patients? Why does your team want them?Why does your team want them? Why do your patients want to refer?Why do your patients want to refer? Do the answers align?Do the answers align? If they align you will succeedIf they align you will succeed Strengthen motivation and winStrengthen motivation and win
MessageMessage
Your message will give your referral Your message will give your referral campaign wings.campaign wings.
It is a very simple easy to remember It is a very simple easy to remember phrase. phrase.
It motivates your patients to talk It motivates your patients to talk about you.about you.
It directs the conversation It directs the conversation productively.productively.
Make it interesting Make it interesting and appropriate.and appropriate.
If you reward your If you reward your players properly players properly they will do more.they will do more.
Show gratitude, its Show gratitude, its right and its right and its powerful.powerful.
Encourage, reward Encourage, reward and win. and win.
RewardsTake care of your team and they will take care of you.
Players: Staff/Patients/New Patients
Teach your staff and patients how to Teach your staff and patients how to play the Referral Card and win!!play the Referral Card and win!!
Play the card and win…Play the card and win…
Patient Orientation Patient Orientation
Talk to your patients Talk to your patients about referrals about referrals correctly and new correctly and new patients will gravitate patients will gravitate to you in to you in greater greater volume!volume!
If you know how to If you know how to play the referral game play the referral game your patients will play your patients will play it with you.it with you.
Your patients want to Your patients want to refer, they simply refer, they simply need guidance. need guidance.
ConsistencyConsistency Your referral marketing action steps Your referral marketing action steps
must be simple, fun and easy to must be simple, fun and easy to follow follow
Have fun and stay on point.Have fun and stay on point. Keep it light and be effective.Keep it light and be effective. Be repetitious and appropriate. Be repetitious and appropriate. Create momentum.Create momentum. Keep playing the Keep playing the game game and win.and win.
A Momentum of referral flow is A Momentum of referral flow is achieved as a result of consistent achieved as a result of consistent
application of the 7 keysapplication of the 7 keys
Creativity Creativity Keep your referral game freshKeep your referral game fresh Make it fun and interesting as well as Make it fun and interesting as well as
professionalprofessional If you are remarkable people will remark If you are remarkable people will remark
if you are boring they will be snoring if you are boring they will be snoring Give your staff and patients new tools all Give your staff and patients new tools all
the time.the time. Lighthouse will keep you and your team Lighthouse will keep you and your team
playing the referral game creativelyplaying the referral game creatively
Lighthouse guides you to an Lighthouse guides you to an abundance referralsabundance referrals
1. We are talking to the patients you are looking for1. We are talking to the patients you are looking for2. We read everything on referral marketing2. We read everything on referral marketing3. We consistently survey the market3. We consistently survey the market4. We dig deeper on this subject than any 4. We dig deeper on this subject than any
marketing company connected to your professionmarketing company connected to your profession5. We provide the expertise, education, graphic 5. We provide the expertise, education, graphic
design and printing ( one stop shop for your design and printing ( one stop shop for your referral needs)referral needs)
6. We will burn the Midnight oil to provide the 6. We will burn the Midnight oil to provide the guidance you need to succeed. guidance you need to succeed.
7. We hit the road, we come to you not the other 7. We hit the road, we come to you not the other way around way around Lighthouse Productions LLC
Your referral marketing programYour referral marketing program
The program is brought to you and your team. The program is brought to you and your team. The 7 keys are fully installed through an exact process.The 7 keys are fully installed through an exact process. 4 sets of beautiful referral cards covering the four seasons 4 sets of beautiful referral cards covering the four seasons
will be delivered quarterly.will be delivered quarterly. 24/7 referral marketing advisory service24/7 referral marketing advisory service A consistent flow of information and communication A consistent flow of information and communication
designed to keep your teams attention on the game.designed to keep your teams attention on the game. Net result is 1. an increased flow of referred new patients. Net result is 1. an increased flow of referred new patients.
2. An A+ referral marketing system that will be a valued 2. An A+ referral marketing system that will be a valued added fixture in your business. 3. Your staff will be much added fixture in your business. 3. Your staff will be much better marketers and will have more certainty on creating better marketers and will have more certainty on creating abundance in your business as well as their own lives.abundance in your business as well as their own lives.
PowerPoint training tools, hard copy training manuals and PowerPoint training tools, hard copy training manuals and Microsoft word docs with editing capability. Microsoft word docs with editing capability.
Lighthouse productions LLCLighthouse productions LLC
Jeffrey SimmsJeffrey Simms
Managing DirectorManaging Director
Off 727-562-9571 Cell 727-674-5172Off 727-562-9571 Cell 727-674-5172
[email protected]@gmail.com
www.newpatientreferrals.comwww.newpatientreferrals.com
