How would you like to learn about a system that I firmly believe
is the BEST “Referral Generator” EVER?  You can, right now.

Better yet, you can be using this very system in your own
practice within 48 hours…seriously.

I’m not going to write about it here, though.  It’s too important
for a “text only” email.  Instead, I’m going to give you immediate
access to a complete webinar interview that I hosted a while
back.  The content in this webinar will BLOW YOU AWAY!

My guest in the webinar was David Frey, who is known in the
entrepreneurial world as one the best experts on referral
marketing.  I’ve known David for a couple of years now, and
he always OVER-delivers usable content when he speaks.  No
exception here!

David revealed so many referral strategies and tips in this
webinar that you need to drop what you’re doing and just go
watch it now.  Here’s the link:

www.DentalInsiders.com/referralwebinar/yes

(Copy/paste the link in your internet address bar if you need to)

If you can’t watch it right this minute, be sure to forward this
email to yourself with the Subject: WATCH THIS NOW!  Then watch it
as soon as you can.  Forward it to your “dentist friends” too
while you’re at it…they’ll thank you for it!

Be sure to watch the webinar all the way through to the end.
David explains why early in the recording.

Enjoy, and let me know if you should have any questions.

All my best,
Chris

PS: Once you start implementing the strategies David reveals
in this webinar, your practice won’t be the same again.  The
sky’s the limit!

Here’s the link one more time:
www.DentalInsiders.com/referralwebinar/yes

Dr. Chris Bowman
Dental Insiders Alliance

Last night I was emailing my buddy Dr. Chris Kammer…you know,
the “wild and crazy” dentist known for his many television
interview appearances and his unending passion for promoting
dentistry in a positive light on a national scale.

Chris has spoken all over, igniting energy and profitable ideas
for rooms full of dentists for years.  One of the absolute best
concepts I’ve seen from him is his “Gums of Steel” presentation.
I first saw it in Destin at Woody Oakes’ Spring Break Seminar,
and it was awesome.

I know this is late notice, but TONIGHT you can attend Dr. Chris’
“Gums of Steel” webinar, absolutely free, with my compliments.
He has made this opportunity available for my members and
subscribers, and I hope you can join him.  It’s at 8:00pm EST.

Get ready for an eye opening event!
Here’s the info about how to attend:

Title: Gums of Steel Hygiene Transformation
Time: Thursday, February 11th at 8:00pm EST
(7:00pm CST; 6:00pm MST; 5:00pm PST)
Listening method: Web PowerPoint Simulcast with audio (recommended)
or Phone (audio only…you can’t see the slides)

Go to this link now and print the page as a reminder.
(Use the same link to attend about 5 minutes before it starts)

http://attendthisevent.com/?eventID=11312625

Don’t miss this chance to catch Dr. Chris Kammer at his best.
Always entertaining, but most importantly, informative!

All my best,
Chris

PS: I’m not sure if he’s offering or promoting anything on this
webinar…just letting you know about it.  Regardless, you
should attend, as Chris always delivers a TON of content.
Enjoy!

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

This morning I’m going to give you a really quick but powerful
strategy to acquire more new patients in your area…and it’s
almost free!

Ready?

Look at your bills this month, and sort them according to local
vs. non-local vendors.  For this strategy it’s the LOCAL vendors
you want…anyone within 20 miles of your practice, give or take.

You’ve likely been doing business with most of these vendors for
several years, right?  Well, have you ever thought of asking THEM
to do business with YOU?

Here’s what you can do.  First, every time you send a payment or
correspondence to a local vendor, be sure to include new patient
offers from your practice.  Just stuff an offer right in the same
envelope you send to them.  Use a DIFFERENT envelope than the one
they send you so your offer will stand out.  On the outside of
the envelope write “Payment and Offers Enclosed”.  That should
peak their curiosity.

On the offer, make sure you indicate that it’s “exclusively” for
all the employees at that business.  Make it personal for them!

About 3-5 days after sending, call the businesses to make sure they
received the payment and the offers.  Get a contact’s name, and
also remind them about the DEADLINE for the offers.  If you can,
try to “climb the ladder” and reach someone with more influence
at that business…like a general manager or owner.

Lastly, be sure to let them know about your “Referral Rewards”
program, and how you reward your patients for referring other
patients/co-workers to the practice!  By foreshadowing your
expectation and rewarding of referrals, you’ll plant an important
seed in their brains.

That’s it…plain and simple.  Take advantage of the built in
relationship you have with your local vendors to stimulate
business FROM them.  Of course, if you know someone at that
business, approach them too.  But don’t waste the opportunity
that comes with promoting your practice to those with whom you’re
already working.

All my best,
Chris

PS: DIA members…I’m going to have even more detail about this
very strategy in the upcoming February newsletter!

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

Quick note:
Well, I was going to send you this on Wednesday, but I made a
really “nit wit” move and chose Friday’s (today’s) date instead of
Wednesday for the message delivery.  Oops…sorry about that.  If
you’ve been holding your breath for this sequel to Monday’s message,
you can exhale now!

“Follow that car”, Part 2: External strategy

If you remember, last time I introduced you to the “follow that car”
strategy of finding more DESIRED new patients for your practice.

While I focused on the internal implementation of this powerful
strategy last time, today I want to share the equally powerful
EXTERNAL application of “follow that car”.  It takes a little
homework, but you can do it…and again, it’s worth it.

In your market area you’ll first want to identify COMPLIMENTARY
businesses that are successful.  These can include other medical
and professional practices, upscale small businesses, and any
other local company that has clients/patients/customers that are
like the ones you’d love to have in your practice.

Here’s a small list of examples to get your creative juices going:

- Plastic surgeons                        - Upscale restaurants
- Massage therapists                     - Dermatologists
- Chiropractors                            - Lasik centers
- Upscale car dealers                    - Vein surgery centers
- High-end clothing boutiques       - Personal trainers

You’ll then want to examine your local print publications, including
newspapers, magazines, etc…also radio and TV stations…look
closely at your direct mail…and find out where those businesses
are currently marketing.  Be sure to pick the successful places
first, so you can only track them instead of everyone that has an
ad.  Otherwise you’ll go crazy and get distracted.

OK, now here’s the most important part.  You must then CALL at least
5 or 6 of these leading businesses in your area and ask to speak
to the office manager or whomever is in charge of marketing.  You
may need to call 12 businesses to speak with someone at 5 of them.
That’s fine, but don’t give up.

Once you get someone on the phone, tell them you want to compliment
them on their marketing…that you’re impressed by their efforts.
Be up front and explain that you’re analyzing local media for your
own marketing, and you’d appreciate it if they could share which
marketing sources are their “top 3-5″ that get the best returns.
You’re looking for Return On Investment (ROI) numbers, not number
of new customers!

One thing you’ll likely find is that very few are tracking their
marketing like they should.  However, when you find the 2 or 3
businesses that ARE tracking their results…AND you confirm that
their clients are the kind you’d like to have…now you’ve got
some great clues as to where you’ll want to start testing and
investing your marketing dollars!

Now…Follow that Car!

Keep in mind that you’re not looking for one answer.  You’ll want
3-5 top ROI marketing sources from the businesses that are doing
it right.  The worst number in business is “1″, and that includes
“1″ way to get new patients.

You could try to shortcut this and simply place ads where other
businesses are doing so…but this is a big mistake.  You need to
KNOW what their results are from each source first.  You’d never
follow another car if you didn’t know where it was going!

Now…you’ll still have no guarantees of success yourself without
proper testing, tracking, and following of proper direct response
marketing principles.  However, knowing what’s working well for
other complimentary businesses gives you great guidance and makes
successful investment of your marketing dollars more predictable.

All my best,
Chris

PS: My “Patient Attraction Collection” offer is ending soon.  This
is the final time I’ll be giving out as much stuff as I have been.
Why?  Because my own coaches and mentors have been telling me I’m
giving away too much! So take advantage while you can, because this
offer will be gone one day in the near future:
www.DentalInsiders.com/patientattraction

Dr. Chris Bowman
Dental Insiders Alliance

Happy Monday to you.  We’re all getting over almost 2 weeks of
one-kid-after-the-other illness, which Elizabeth just caught
Sunday night…ugh!  Am I next?

We also had an awful but beautiful ice/snow storm this past
weekend, and we’re still digging out from it.  We’ve got pretty
wimpy shovels down here in North Carolina.

At least we all got to go on a rare Charlotte sledding outing
yesterday.  We hardly ever get “sledding snow”, and this was
a first for the kids.  We all had a blast, which brings me to
today’s message for you:

“Follow that car!”

The hill where we were sledding was packed with kids and parents,
almost all of whom were taking their turns zooming along on the
hard packed snow.

Reid (6) looked at me and said, “Daddy, where’s the FASTEST way
down?”  Pretty cool I thought.  He didn’t want to ‘just’ go
sledding.  He wanted the BEST sledding experience he could get!

I looked across the hill for the sleds going the fastest and/or
the longest, along the same path.  Then I said to Reid,
“Follow that car!”

Call me crazy, but that moment immediately reminded me of one
of the most savvy marketing strategies you can employ to find
the best quality new patients for your practice.  It’s actually
called “follow that car”.  Dan Kennedy speaks of this approach
often.  Here’s how it works, internally, today.  On Wednesday I’ll
cover an external approach.

Internally, you’ll want to first identify your absolute best
patients…perhaps your “Top 50″ or so.  Then analyze that small
list for any similarities they may have, either demographically
or behaviorally.

Once you’ve found several commonalities among this small sample
group, now you can “follow that car” to find more people just
like them.  Besides asking for referrals from this group, you
can literally select an ultra-targeted mailing list including
many of the desired traits as filters.  This list will cost more,
but it’ll be WORTH IT.

Then you can send direct mail to this smaller group with a more
targeted message that matches their characteristics and
preferences.  Not sure exactly what those preferences are?
Well, ask your “Top 50″!

What are their likes?  Their dislikes?  What’s most important to
them?  What caused them to choose you in the first place?  The
answers to these questions becomes the language of your marketing
messages to this group, as you seek to attract more of your
“ideal” patients.

When you can zoom in on a specific group of people and speak
their language, you’ll likely connect with a higher percentage
of that smaller group.  More importantly, you won’t have the
“waste” involved in shotgunning your marketing message out to
the masses and connecting with very few.

The more you can focus your message on one market segment…
IF you can match the message with that market…the more
successful your marketing campaigns will be, period.  And
you’ll get the types of patients you want too.

Yes, there’s some work involved, but it sure is worth it!

All my best,
Chris

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

PS: I’m pulling the “Patient Attraction” Collection offer off
the table very soon.  If you haven’t joined Dental Insiders
Alliance but you’ve been thinking about it, now is the time to
go to the above link and test drive your Preferred Membership!