Lately I’ve been discussing how Google is my
#1 external source of new patients. Today I
want to clarify a few things about that so it’s
clear exactly what I mean by that.
——————————————————
Tonight’s Webinar, by the way, is almost full.
As of this writing, 94 of the available 100 slots
are filled…so register now if you want a seat.

Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)

Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cVDDmcWyFhxOT&b=_Ej3K8haI7TMcfHQyifjFw

This webinar will not be repeated or shown again for
those not registered.
——————————————————

When you search for something on Google, you get results
on the left side of the screen, and the right side too.
Results on the right side and the top 2-3 results on the
left are “Pay Per Click” results. Businesses pay Google
to be positioned there when people search for terms that
the businesses bid on (called keywords).

Google prioritizes the order of the ads (that’s what
they really are) based on how much each business bids
for each “click” on their ad, and something called the
“Quality Score” of the website where searchers are taken
if they click on that ad. That’s why some ads are always
positioned higher than others…there’s no “rotation”.

This is technical stuff, and Kelly Muldoon will be covering
all this tonight, so I’ll stop there.

On the left side of the screen are the “organic” results,
meaning that Google’s search formulas (called “spiders”)
crawl all over the web looking for RELEVANT websites that
best relate to the keywords entered.

Once again, the formulas and algorithms used by Google and
other search engines are very complex. But there are certain
ways to design a website — and to distribute content on it –
that make a website more “attractive” to Google.

Search Engine Optimization (SEO) is the act of designing a
website so that Google is more likely to recognize it as being
relevant to the desired keywords. There are tons of tricks
and tactics used to make this happen.

While being listed on the left side of Google is free,
most people don’t know how to “optimize” their websites…
so they should invest in a true SEO expert that knows how.
Beware though, because there are a ton of services out there
that don’t deliver what they promise! Tonight Kelly will
touch on what to look for in an SEO service.

Search Engine Marketing (SEM) is the act of marketing a
website using Google Adwords, banner ads, or other means.
This is usually a paid function. Google charges you every
time someone clicks on your ads in Adwords, for example.
Unless you’re an Adwords expert, it’s always best to have
a true expert handle your Adwords account as well. Any
money invested in Adwords services is returned many times
over in higher conversion rates!

And then there are the Local Business listings, which have
been around for close to 2 years. Interestingly, they have
actually pushed down the organic results farther down the
left side of the page. In my opinion this hurts the value
of organic listings somewhat, since they require scrolling
down the page in most cases. Soon I’ll discuss more about
Local Business listings, which are an emerging force.

So…which should you do? You know my answer:

ALL OF IT!

Your website needs to be EVERYWHERE…and it can be with
the right help. My dental websites have 1st page listings
on the organic side, the Adwords side, AND in the Local
Business listings! I didn’t do it all myself. I have
expert help.

If anyy of this is still fuzzy, you really should join us
tonight. Kelly will break it all down for you in much
more detail.

All my best,
Chris

PS: Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1cVDDmcWyFhxOT&b=_Ej3K8haI7TMcfHQyifjFw

Dr. Chris Bowman
Dental Insiders Alliance

Below is a copy of the message I sent you on Friday,
just in case you missed it. If you have ANY interest
at all in getting new patients from the internet, and
more specifically Google, then you must read on.

If you’re ready to register now:
Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)

Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)

—————————————————————
[Copy of Friday's message]

My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords. Yes, just Google.

Of course I have multiple streams of new patients
coming in from all directions. You don’t EVER want
just one method of acquiring new patients.

But Google Adwords is #1…by a WIDE margin.

Here’s the kicker. It’s also my highest Return On Investment
external source of new patients!

If you’re not familiar with Google Adwords, it’s the
“pay per click” half of Google’s dominant search engine.
You can actually bid on your placement on Google’s search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.

It’s as if they were to open up the internet “phone book”,
go to “Dentists”, and your ad would JUMP out at them.
Well, it’s a little more complicated than that. But you
can literally get new patients the very day you begin your
Google Adwords marketing…IF you know what you’re doing.

On the other hand, there are several important things
you need to know before investing in your Adwords account.

GOOD NEWS! I’m hosting a free “internet seminar” (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry. And you’re invited. Here’s the info:

*************************************************************

Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.

Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet. And Google alone accounts for 71% of ALL search
engine clicks. Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!

Kelly has been operating my Google Adwords account for close
to 4 years. Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin. It’s also my highest return marketing method!

Note: Yes, the “organic” listings on the left side of Google
are free…but it often takes a long time and/or a big ongoing
investment in “SEO” to achieve top 10 results. Then Google
changes the rules! Plus, the local search results have pushed
organic results further down the page. Adwords gives you
predictable results at a predictable cost.

If you want more new patients, you can’t afford to miss this
webinar. Register now.

Title: Get New Patients NOW with Google!
Date: Tuesday, March 31, 2009
Time: 8:30 pm EDT for up to 90 minutes
(7:30pm CDT; 6:30pm MDT; 5:30pm PDT)

Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)

After registering you will receive a confirmation email
containing information about joining the Webinar.

Space is limited to the first 50 doctors, and we currently
have 34 registered.

All my best,
Chris

PS: If you haven’t started marketing on the internet yet,
you can’t afford to miss this webinar! Scroll up to the link
and register.

PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan. Even if you’re
using Adwords, you’ll want to make sure your account is being
handled properly. Kelly is a wealth of information!

Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=ECEMN&m=1bre0.xtmFhxOT&b=j77C_LLfOTEg0wK5XgliAQ
(copy and paste this link in your browser)

Yesterday’s message was long…today’s is short.
I’ll get right to the point.

My #1 external source of new patients for just about the past
4 years has been GOOGLE Adwords.  Yes, just Google.

Of course I have multiple streams of new patients
coming in from all directions.  You don’t EVER want
just one method of acquiring new patients.

But Google Adwords is #1…by a WIDE margin.

Here’s the kicker.  It’s also my highest ROI external
source of new patients!

If you’re not familiar with Google Adwords, it’s the
“pay per click” half of Google’s dominant search engine.
You can actually bid on your placement on Google’s search
pages, so an ad for your practice can appear almost instantly
in front of people that are searching for a dentist in your
area.

It’s as if they were to open up the internet “phone book”,
go to “Dentists”, and your ad would JUMP out at them.
Well, it’s a little more complicated than that.  But you
can literally get new patients the very day you begin your
Google Adwords marketing…IF you know what you’re doing.

On the other hand, there are several important things
you need to know before investing in your Adwords account.

GOOD NEWS! I’m hosting a free “internet seminar” (webinar) with
the person whom I feel is THE top expert in Google Adwords
for dentistry.  And you’re invited.  Here’s the info:
*************************************************************

Join me, Dr. Chris Bowman, and my guest expert, Certified Google
Adwords Specialist Kelly Muldoon, as we reveal the latest
breakthroughs in patient attraction using Google.

Newly released reports show that over 67% of American adults
START their search for professional services (including dentists)
on the internet.  And Google alone accounts for 71% of ALL search
engine clicks.  Google is by far the most impactful and cost
effective internet tool for acquiring new patients, period!

Kelly has been operating my Google Adwords account for close
to 4 years.  Shortly after starting this, Google became and
still is my #1 external source of new patients in my practice,
by a wide margin.  It’s also my highest ROI marketing method!

If you want more new patients, you can’t afford to miss this
webinar. Register now.

Title:   Get New Patients NOW with Google!

Date:  Tuesday, March 31, 2009

Time:  8:30 PM - 10:00 PM EDT

After registering you will receive a confirmation email
containing information about joining the Webinar.

Space is limited.
Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ

All my best,
Chris

PS: If you haven’t started marketing on the internet yet,
you can’t afford to miss this webinar!  Scroll up to the link
and register.

PPS: Even if you are marketing on the internet, Google Adwords
needs to be an integral part of your plan.  Even if you’re
using Adwords, you’ll want to make sure your account is being
handled properly.  Kelly is a wealth of information!

Dr. Chris Bowman
Dental Insiders Alliance

Reserve your Webinar seat now at:
http://clicks.aweber.com/y/ct/?l=BwT0N&m=1ZMYW5SRaFhxOT&b=eXcH.XoDTCg458eJBJlxlQ

OK, here we go.  I promised a while back that I
would begin to reveal YOUR top concerns about your
practice, taken from the responses to that question
I posed to you:

What’s THE biggest concern you have about your practice?

I also promised that I would break down each one of
these and propose solutions for you.  Today marks the
start of this journey.  But first, a preliminary note.

IMPORTANT: It’s one thing to identify your concerns,
your problems, your roadblocks to achieving success
at higher levels.  However…

It’s another to find, to discover, to peel away the
layers of the SOLUTIONS that solve those issues.  However…

It’s yet another to IMPLEMENT those solutions in your
business, to defy the inherent fear that impedes progress,
to overcome the procrastination and hesitation that can
defeat you and your team.  Now THAT’S the BIG idea!

Don’t worry if it makes you uncomfortable…that’s natural.
Just accept this challenge from me to fight through all the
obstacles that are appearing on your path.  And don’t think
for a minute that you need to take all this on by yourself.
In fact, you probably shouldn’t.

Think about it for a minute.  Even the BEST have people
that help them reach and maintain their positions at the
top of their game.  Thought leaders, mentors, coaches that
assist and give frank analysis along with sage advice.

And when even the best feel they can “go it alone”, and
disconnect from their guides, they falter.  They lose ground
to their competition.  They fail to realize their full
potential.

My point: Keep on being a “seeker” of the answers you need
not only for your practice, but also in your life.  It’s made
all the difference in my life…it’ll do the same in yours!

Now…back to the topic.

BIGGEST CONCERN #1: More New Patients!

Surprised?  Didn’t think so.  More business owners feel that
the best solution to their problems is more new clients,
customers, patients.  Sometimes they’re right, but often
they’re not.

If you don’t believe me, go back and read the last two
or three messages I’ve sent you.  You can find them at
www.DentalInsiders.com/diablog

Trusting that you’ll address the issues outlined there
(which I’ll also assist you with over time), I’ll move
on to more new patients.

I’m not going to jump right in with tactics and strategies
yet, because I need to set the table with a broader concept.
That is, the need for you to establish in your practice a

CULTURE OF PATIENT ATTRACTION

What’s that?  Consider it to be the THEME of your practice.
It’s the theme of mine…a copyright protected term…
but you can in essence have it too.

Everything in your practice — I mean everything — must be
designed with the intent of contributing to the ATTRACTION
of patients to your practice.  New and existing and departed.

Patients that feel attracted to your practice WANT to be there.
They WANT you to be their dentist.  This contrasts greatly
with “asking” people to be patients, or worse begging and
pleading.

So you want to develop an environment and culture in your
practice that makes it attractive, desirable, THE choice…
for the RIGHT people you want as patients.

That’s it.  I’m going to let that sink in a bit.  On Friday
I’ll touch base with you again and reveal my LEADING external
strategy for attracting patients in my practice.

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction

PS: Have you joined Dental Insiders Alliance yet?  If not,
you’re missing out on the biggest giveaway I’ve ever put
together.  I’m pulling it off the table in early April, so
go here now to find out more:

www.DentalInsiders.com/patientattraction

Finding the holes in your bucket! But first…

****************************************************************
Despite all the bad news and more bad news out there today,
this is a wonderful time of year, for two reasons.

First, it’s starting to get warmer here in Charlotte, even
though we’re in for about a week of chilly rainy weather. I’ll
probably have to cancel Kenan’s soccer practice and 1st game
this weekend…but I can smell the warm weather coming.

Second, it’s “March Madness” time…college basketball
tournaments…oh yeah! Being a Univ. of North Carolina double
alumnus and lifelong Tar Heel fan, I’m hopeful that the Heels
can bring home another championship. I realize that you may
not be a college basketball fan…and/or you can’t stand UNC…
but that’s fine with me. Take from it what you will and enjoy
the tourney if it’s your thing. Regardless of outcome (except
of course if Duke wins), I always appreciate the competition.

****************************************************************

OK, back to finding the holes in your bucket. What I’m talking
about is the concept of how you LOSE patients. New patients,
existing patients… any patients who were once yours but now
have gone away. Note that I said gone AWAY… not necessarily
to another dentist!

What processes, protocols, or lack thereof in your practice
cause potential or active patients to not want to return.
Or, what is it that makes them so indifferent about your practice
that they aren’t motivated to come back. When patients don’t
stay attached regularly to your practice, it could be either
or both of the above.

Now you may be saying, “Dadgummit Chris, I thought you were
going to show me how to BUILD my practice, how to add more
new patients, how to get more referrals, etc. etc. etc.”
Well, you know I do that. But the thing is,

If You’re Pouring Patients Into A Bucket Full Of Holes,
You’re Gonna Have A Leaky Mess On Your Hands!

And, when you reach into that bucket, there’s not going
to be nearly as much as you thought there would be inside.
Finding, and then plugging, the holes in your bucket is
actually one of THE keys to growing your practice.

In the interest of brevity, let’s look at a list of what
could be either keeping patients away, or failing to inspire
them to stay connected. Keep in mind that this is NEVER a
complete list… but these are some of the biggies.

- Failure to strengthen your relationship with patients
- Failure to stay in touch with patients over time
- Lack of a consistent recall system
- Lack of a consistent overdue recall system
- Failure to follow up with new patient leads
- Failure to follow up with unconverted patients
- Poor to mediocre phone closing skills
- Poor to mediocre case closing skills
- Weak verbal skills in ANY aspect of communication
- Weak “customer service”
- Inflexible financial arrangements, or lack of enough options
- Inflexible scheduling protocols

There are certainly more, but I’ll stop there. These are the
things that make your marketing much more expensive… they
KILL your return on investment.

Fix these things, and you can double or triple the effectiveness
of your marketing without spending a dime extra! Plus you’ll
retain more potential referral sources that can drive your
revenues through the roof.

So, while you do certainly want to focus on acquiring more
new patients, you’ll want to make absolutely sure you’re
not pouring them into a leaky bucket full of holes!

All my best,
Chris

Dr. Chris Bowman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction