Increase the downstream of patients. Front-end- and back-end-products

After conducting a marketing campaign or special offer it is very important to count all: how many people have come, how much money they have left in your clinic. Then, divide the amount you spent on the campaign to the number of new customers and you will get the cost per patient. Dividing earned during the campaign to total number of patients, you know how much you as a result brought on average each customer.

Most likely, the new customer doesn't pay off the first time, and he has to visit you for several times. It is important to continue working with him, and get his contacts.

Based on the information how much brings you the first visit of a new patient and how much he spent at all in your dentistry you will be able to plan advertising budget more thoroughly and consciously.

Let's consider such things as front-end- and back-end-products. It's clear that front-end is what lies ahead, what can be seen. Back-end is on the contrary, what is rear, what is not visible. In fact, it is important that your services are divided into two types. Front-end is a service that attracts new patients to you, something cheap, attractive and interesting for the customer. All promotions you offer exactly front-end-product. For example, it may be dental treatment in the "happy hours", that is your "facial" product becomes caries treatment at a low cost, and you, respectively, describe the service. When people come to you, it is increasing your conversion rate, he could pass, but he decided to visit and take advantage of the services offered.

However, we must remember that you earn by back-end product on dental implant therapy, orthopedics and other services offered. The result is initially for each patient can make a little, but you offer other services. The most important thing that he is already familiar with your dental clinic, and a second time when you're all done qualitatively, it is easier to apply it again to you. The first time it is more difficult to come to you, because he does not know you and it is difficult to trust you.

Perhaps you will meet a certain percentage of unscrupulous customers who will use only your front-end-product, i.e. the fact that cheaper, and it will not pay attention to your more expensive services. From our experience, we can say with confidence that these people will not be so much. Yes, and with the right approach in the future you will be able to interest them all the service you offer.
However, we repeat: all these actions with front-end-products need to carefully plan and calculate so as not to go into the minus, making very low prices on some services.

In the next article: Dental Marketing: Tips for your patients - a great way to sales