Why Patience is Your Most Profitable Asset in Dental Marketing
Marketing isn’t a vending machine. You don’t always put a dollar in and immediately get three dollars back the next day—especially when it comes to high-ticket clinical dentistry.
Patience pays off. I tell all of our clients that you will start to see an exponential effect happen at about 3 months, and then again at 6 months. Growth happens in these three-month intervals.
Take a look at the text message in the screenshot above. A client of ours recently celebrated closing two massive cases that had been sitting in the pipeline for months:
- A $14,000 case from a lead that originally came in last September.
- An $18,000 case from a patient who initially visited right after the New Year.
Why does this happen? Consistency. These are big money-making decisions. So many dentists get scared or worried if a patient doesn’t accept a large treatment plan right away. The reality is that these aren’t single crowns or routine root canals that insurance will magically cover.
Often, a patient is mentally ready to move forward, but they originally assumed the treatment would cost $6,000 or $7,000. When they are told the actual investment is nearly double that, the desire doesn’t disappear—but they need a few more months to save up or arrange financing. They end up starting their cases at their 6-month check-up or during a routine perio maintenance visit.
Keep your pipeline warm, follow up consistently, and let the 3-to-6-month exponential curve do its work.
By Dr. Patrick Anghel, DDS (Pat the Dentist)