Transcript Lighthouse Referral - NewPatientReferrals.com

Lighthouse Productions LLC
Referral Marketing for Dentists
Smart growth through internal marketing
Word of mouth is the source of viral marketing
 Patients will talk positively
about your dental office for
three primary reasons.
 1. When they like you and or
like your work.
 2. It also just feels good to
talk about any remarkable
experience.
 3. When They feel like they
are part of your team, an
insider.
Why Engage in a strong word of mouth
marketing campaign?
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5,000 female patients in the 30 to
60 year age group, and in household
incomes of 75,000 and up
Answered this question>>>
When deciding on a dental office
what do you rely on as your
source???
Yellow pages (2%)
Friend (Word of Mouth) (83.5%)
Internet (12.5%)
Direct mail (1.5%)TV or Radio (0.5)
83.5% of qualified patients surveyed
say they strictly rely on word of mouth
when choosing a healthcare professional
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 does not fall into the noise category
like external marketing does.
 Works with any demographic in any
location.
 A referred new patient has more trust in
you and will judge you less.
 More cost effective as you are utilizing
existing resources.
 Higher retention and higher percentage
of case acceptance.
 External
 Advertising has become a source of
interruption and noise, people want to
see and hear a real life perspective.
 The average active adult is a constant
target of advertising, seeing and or
hearing 3000 advertisements a day.
 People are more inclined to judge/test
you when they come in through external
advertising means.
 More expensive than internal and yields
a lower ROI.
 Higher attrition potential and lower
percentage of case acceptance.
Apply Systematic Engagement TM, the method we use that will transition
your staff into an effective marketing team
The Seven Keys
Motivation
Message
Rewards
Referral Gift Cards
Patient Experience
Creativity
Consistency
The 7 keys build relationships and increase
word of mouth activity
Key 1
Motivation
 What really motivates you to get more new patients?
 What motivates your team?
 What motivates your patients to send their friends and
family to you?
 Having a clear understanding of why you want more new
patients seems obvious, getting very specific on this
point is highly recommended.
Key 2
Your Message
 A proven message that will give your internal
marketing program a fresh look.
 It needs to be remarkably simple & easy to remember.
 It should have a high appeal rating with a call to
action factor.
 The purpose of a great message is to motivate your
patients to talk with their friends and family about
you.
Key 3
Rewards
 Make rewards
interesting and
appropriate.
 Reward your players.
 Show gratitude, its
right and its powerful.
 Create the perfect
system that will bring
your team together on
the project.
When you take care of your team they
will take care of you. create a point
system where everyone wins
Players: Staff/Patients/New Patients
Key-4
Teach your staff and patients how to play the
Referral Gift Card
Lighthouse has done all the work this is a result oriented turn key program
Key-5
Patient Experience
 Engage your team and
new patients will gravitate
to you in greater volume!
 You will learn every detail
of the referral gift card
game.
 This is a very easy
process that integrates
very well with the daily
flow of a dental office.
With Lighthouse your team will
be relaxed and at home with
referral marketing, Lighthouse
gave us the guidance we really
needed (Diane Off Mgr at Appel
Orthodontics)
Systematic Engagement
TM
Key-6
Creativity
 Keep your referral game fresh with new gift cards each
season of the year.
 Make it fun, interesting for you team. (Engage)
 If you are remarkable patients will remark about you,
if you are boring they will be snoring.
 The newness factor is important when attracting the
attention of your audience.
 Your internal marketing program will have unlimited
potential by using the Lighthouse concept.
Key-7
Consistency
 With Lighthouse your referral marketing
action steps are easy to track.
 Over-all we want to keep the process
lighthearted and effective.
 Be consistent and appropriate.
 Keep playing the game and win.
Lighthouse has made referral marketing easy and
very rewarding for our entire team.
Janis, Off Mgr for John Cherry DMD
Net result; more people saying
“I was referred to you”
The Lighthouse Referral Marketing program is the
best marketing investment we have ever made. The
process is truly amazing, we are very well pleased.
(Thomas J. Price DDS)
Getting started is easy!
 Step 1. Contact us for a free consult and price quote, sign up
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and receive a substantial rapid action discount. Programs
start at 4,500.
Step 2. Schedule your internal marketing transition visit or
webinar, depending on the package you purchased.
Step 3. Referral Gift Card style and layout choices, finishing
design, proofing , the printed & shipped UPS to you.
Step 3. Through our system you will learn exactly how to
circulate your new Referral Gift Cards, track and watch your
referral numbers take off.
Step 4. Work closely with your Lighthouse marketing team to
accomplish your goals.
Contact us direct
Jeff and Natalie Simms
Managing Partners
Lighthouse Productions LLC
727-562-9571 (Direct)