Do's and don'ts for building your practice's value

As practices adapt to the new dental economy, competition for patients continues to grow. Consumers are spending their dollars more carefully, sometimes putting off treatment, and shopping around for lower fees. Your patients want more value for their money.

Determine what differentiates your practice from others. To define your practice's value, first identify the three to five differentiators that set you apart from your competitors. Is your practice friendlier, more family oriented, or conveniently located? Incorporate those characteristics into your marketing, new patient interactions, and case presentations.

Don't spend time and effort on ineffective external marketing. Internal marketing (to the patients you already have) is the least expensive and most effective form of marketing. In addition, building the value of your practice in the minds of existing patients increases their sense of satisfaction and leads to more referrals.

Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email [email protected].

The comments and observations expressed herein do not necessarily reflect the opinions of DrBicuspid.com, nor should they be construed as an endorsement or admonishment of any particular idea, vendor, or organization.