Should Dentists Target New or Existing Patients With Marketing?

Dentists are often confronted with making the choice of targeting new patients or existing patients with their marketing efforts. The right approach, according to Blair Drenner, vice president of strategic business development at eRelevance Corporation, is determined by the maturity of the dental practice.

Interview Transcript (slightly modified for readability)

“The important factor in determining whether you’re investing in new patients or existing patients is really the maturity of the practice. You have to spend the premium, if you will, to drive in new patients through the door when you first open your office. Once you get to a thousand patients, it’s really a matter of cost, and because the cost is much lower on your existing patient base to drive repeat business, you need to quickly and as soon as possible get messaging to that audience. You can drive a thriving practice with just a few hundred really good patients in your practice.”

RELATED: More Advice from Blair Drenner

· Are Your Dental Practice’s Marketing Efforts Paying Off?

· Fix Your Marketing Message to Keep Dental Patients Engaged

· Have Your Dental Patients Keep Coming Back

Discover more Dentist’s Money Digest® videos here.