THE 7 KEYS TO Exponential NEW PATIENT FLOW

Lighthouse referral marketing

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

Of 5000 qualified fee for service patients surveyed

The questions???? When looking for or

deciding on a dentist what do you rely on…….

Yellow pages Friend (WOM) 83%

4150 Internet Mail TV or Radio

85%

Referrals 101

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

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

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

Your patients are marketers/PR reps. Keep your marketers active and a greater

number of referrals will come!

Internal Vs External marketing

Internal The top market research

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

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

Works with any demographic in any market.

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

More cost effective as you are utilizing existing resources.

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

Higher retention and higher percentage of case acceptance.

External Advertising is less effective than

ever due to its overexposure. The average active adult is hit

with 3000 advertisements each day.

People are cynical about advertising than word of mouth.

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

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

Requires up to 6-10% of your gross.

Higher attrition potential and lower case acceptance.

People talk about your dental office for three reasons.

1. They like you or they like your work.

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

3. They are a part of your team, an insider.

It’s all about relationship

The 7 Keys

MotivationMessageRewardsReferral Gift CardsPatient ExperienceCreativity Consistency

The 7 keys build relationships and increase

word of mouth activity

Motivation

Why does your team want them? Why do your patients want to refer? Do the answers align? If they align you will succeed Strengthen motivation and win Distinguish yourself from your competition

by understanding why and how your patients talk about you.

KEY 1

Message

Your message will give your referral campaign wings.

It is a very simple easy to remember phrase.

It must have a high appeal rating. It motivates your patients to talk

about you. It directs the conversation

productively.

KEY 2

Make it interesting and appropriate.

If you reward your players properly they will do more.

Show gratitude, its right and its powerful.

Create the perfect system for your team.

Rewards

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

Players: Staff/Patients/New Patients

KEY 3

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

KEY-4

Patient Experience

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

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

Your patients want to refer, they simply need guidance.

The Keys make it easy.

KEY-5

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

Systematic Engagement TM

Creativity

Keep your referral game fresh Make it fun and interesting as well as

professional If you are remarkable people will

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

Give your staff and patients new tools all the time.

Lighthouse will keep you and your team playing the referral game creatively

KEY-6

Consistency

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

Have fun and stay on point. Keep it lighthearted yet effective. Be consistent and appropriate. Keep playing the game and win.

KEY-7

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

Net result; a consistent flow of new patients.

The Lighthouse Referral Marketing program is the best marketing investment we have ever made.

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

Step 2. Schedule 2 day office visit. Step 3. Referral card production. Step 4. Work closely with your

Lighthouse marketing coach to insure ROI-results.

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

Getting Started