Lighthouse Referral Lighthouse Referral Lighthouse Referral Lighthouse Referral MarketingMarketingMarketingMarketing

THE THE 7 KEYS7 KEYS TO TO ExponentialExponential NEW PATIENT FLOWNEW PATIENT FLOW

Why you should engage in a Why you should engage in a strong strong word of mouthword of mouth marketing marketing campaign... campaign...

Of 5000 qualified fee for service Of 5000 qualified fee for service patients surveyed patients surveyed The question?The question?When looking for or deciding on a When looking for or deciding on a dentist what do you rely on?dentist what do you rely on?- Yellow pages - Friend (- Yellow pages - Friend (WOMWOM) ) 83% 83% 41504150-- Internet- Mail- TV or Radio Internet- Mail- TV or Radio

Referrals Referrals 101101Over-all 80-85% of adults in the US rely on Over-all 80-85% of adults in the US rely on word of word of mouthmouth for their healthcare professional selection for their healthcare professional selection decisions.decisions.

Internal marketing done correctly results in a Internal marketing done correctly results in a higher number of referrals, plain & simple.higher number of referrals, plain & simple.

Referrals have been and always will be the best Referrals have been and always will be the best method of gaining new patients. method of gaining new patients.

Your patients are marketers/PR reps.Your patients are marketers/PR reps.

Keep your marketers Keep your marketers activeactive and a greater number and a greater number of referrals will come!of referrals will come!

Internal Vs External Internal Vs External marketingmarketing

The top market research companies agree The top market research companies agree that a recommendation from a friend is that a recommendation from a friend is ten times more effective than traditional ten times more effective than traditional paid advertisements.paid advertisements.

It does not fall into the noise category with It does not fall into the noise category with external marketing.external marketing.

Works with any demographic in any Works with any demographic in any market.market.

A referred new patient has more trust in A referred new patient has more trust in you and will judge you less.you and will judge you less.

More cost effective as you are utilizing More cost effective as you are utilizing existing resources.existing resources.

Requires 2-3% of gross for a strong Requires 2-3% of gross for a strong campaign.campaign.

Higher retention and higher percentage of Higher retention and higher percentage of case acceptance. case acceptance.

Advertising is less effective than Advertising is less effective than ever due to its overexposure.ever due to its overexposure.

The average active adult is hit The average active adult is hit with 3000 advertisements each with 3000 advertisements each day.day.

People are cynical about People are cynical about advertising than word of mouth.advertising than word of mouth.

People are more inclined to People are more inclined to judge/test you when they come judge/test you when they come in through external advertising in through external advertising means.means.

More expensive than internal More expensive than internal and should not be used in place and should not be used in place of existing resources.of existing resources.

Requires up to 6-10% of your Requires up to 6-10% of your gross. gross.

Higher attrition potential and Higher attrition potential and lower case acceptance. lower case acceptance.

InternalInternal ExternalExternal

It’s all about It’s all about relationshiprelationship

They like you or they like your They like you or they like your work.work.

It simply feels good to talk It simply feels good to talk about the results they have about the results they have experienced.experienced.

They are a part of your teamThey are a part of your team

The The 77 Keys KeysMotivationMotivation

MessageMessage

RewardsRewards

Referral Gift CardsReferral Gift Cards

Patient ExperiencePatient Experience

Creativity Creativity

ConsistencyConsistency

The 7 keys build relationships and increase word of mouth activity The 7 keys build relationships and increase word of mouth activity

MotivationMotivationWhy 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 succeed.If they align you will succeed.

Strengthen motivation and win.Strengthen motivation and win.

Distinguish yourself from your competition by Distinguish yourself from your competition by understanding why and how your patients talk about understanding why and how your patients talk about you.you.

Key OneKey One

MessageMessageYour message will give your referral campaign wings.Your message will give your referral campaign wings.

It is a very simple easy to remember phrase.It is a very simple easy to remember phrase.

It must have a high appeal rating. It must have a high appeal rating.

It motivates your patients to talk about you.It motivates your patients to talk about you.

It directs the conversation productively.It directs the conversation productively.

Key TwoKey Two

RewardsRewardsMake it interesting and Make it interesting and appropriate.appropriate.

If you reward your If you reward your players properly they will players properly they will do more.do more.

Show gratitude, its right Show gratitude, its right and its powerful.and its powerful.

Create the perfect system Create the perfect system for your for your

Key ThreeKey Three

Take care of your team and they Take care of your team and they will take care of you.will take care of you.

Players:Players: Staff/Patients/New Patients Staff/Patients/New Patients

Teach your staff and patients how to play the Teach your staff and patients how to play the Referral Gift CardReferral Gift Card and win and win

Key FourKey Four

Patient ExperiencePatient ExperienceTalk to your patients about Talk to your patients about referrals correctly and new referrals correctly and new patients will gravitate to patients will gravitate to you in greater volume!you in greater volume!

If you know how to play the If you know how to play the referral game your patients referral game your patients will play it with you.will play it with you.

Your patients want to refer, Your patients want to refer, they simply need guidance.they simply need guidance.

he Keys make it easy.he Keys make it easy.

Key FiveKey Five

With Lighthouse your team With Lighthouse your team will become fluent in the will become fluent in the language and skilled in the language and skilled in the art of referral marketing art of referral marketing

Systematic Engagement TMSystematic Engagement TM

Creativity Creativity Keep your referral game freshKeep your referral game fresh

Make it fun and interesting as well as professionalMake it fun and interesting as well as professional

If you are remarkable people will remark talk If you are remarkable people will remark talk about you if you are boring they will be snoring.about you if you are boring they will be snoring.

Give your staff and patients new tools all the time.Give your staff and patients new tools all the time.

LighthouseLighthouse will keep you and your team playing will keep you and your team playing the referral game creatively.the referral game creatively.

Key SixKey Six

Consistency Consistency With Lighthouse your referral With Lighthouse your referral marketing action steps will be marketing action steps will be simple, fun and easy to follow.simple, fun and easy to follow.

Have fun and stay on point.Have fun and stay on point.

Keep it lighthearted yet effective.Keep it lighthearted yet effective.

Be consistent and appropriate.Be consistent and appropriate.

Keep playing the game and win.Keep playing the game and win.

Key SevenKey Seven

Lighthouse has Lighthouse has made referral made referral marketing easy marketing easy and very and very rewarding for our rewarding for our entire team.entire team.

Net result; Net result; a consistent flow of new a consistent flow of new patients. patients.

““The Lighthouse Referral The Lighthouse Referral Marketing program is the Marketing program is the

best marketing investment best marketing investment we have ever made.” we have ever made.”

Getting Started Getting Started Step 1. Enrollment: start now and receive a rapid Step 1. Enrollment: start now and receive a rapid action discount. ( action discount. ( three payment optionsthree payment options ) )

Step 2. Schedule 2 day office visit.Step 2. Schedule 2 day office visit.

Step 3. Referral card production.Step 3. Referral card production.

Step 4. Work closely with your Lighthouse Step 4. Work closely with your Lighthouse marketing coach to insure marketing coach to insure ROI-resultsROI-results. .

Step 5. Prepare to have an abundance of new Step 5. Prepare to have an abundance of new referrals. referrals.

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