These are just some of the proven approaches that will help you build impactful dental practice lead generation marketing campaigns.
Lead generation is the process of finding patients (leads) who are likely to become your customers immediately or in the future.
In marketing, lead generation is the initiation of consumer interest or enquiry into products or services of a business.
Lead generation is the process of gaining the interest of potential customers in order to increase future sales.
Lead generation falls within the second stage of the inbound marketing methodology, after the interest and awareness campaigns have worked.
In this video i break down a simple 3 step system I use in my agency for online lead generation for dentists.
When someone visits your website not everybody is ready to phone you, e-mail you complete a contact form. It’s important to understand the three different types of website visitor.
EXPLORERS
Explorers don’t have a particular treatment in mind but they may have an objective e.g. how to replace missing teeth. They may even be looking on behalf of someone else.
Explorers will have identified that they have a problem and be researching online to find out what they need to do next and what the options maybe.
They are definitely NOT ready to contact you directly as they are in the early stages of their decision-making process.
HUNTERS
Hunter doesn’t have a specific treatment in mind yet but they do know what type of treatment they are looking for. They will probably have one or more features in mind when deciding which one of your products or services they want to buy. They have are on your website to compare alternative services/treatments.
Hunters again are NOT ready to contact you directly as they are in the early stage of their decision-making process.
TRACKERS
Trackers know exactly which treatment they wish to buy and they are using your website to check its price, availability and your services. Trackers are a hot lead, this is where you must have your strong calls to action for them to request an appointment or contact you.
Understanding the intent of explorers, hunters and trackers means you can increase your conversion rates on the website. If you hand out a free guide to the explorers and hunters, answering their questions and helping them make their decision then this is perfect for lead capture.
If you ask for an e-mail address prior to them downloading then you can drop them into an automated e-mail marketing campaign, of course if they give permission.
Creating relevant content is also extremely important for the explorers and hunters, they want to find out more, having good content is what is known as inbound marketing and will draw customers towards you and convert website visitors into leads.
The whole process what is part of conversion optimization, once we have an email address and have dropped people into your email marketing system we can work on the lead conversion by allowing the patient to find out more about their dental problem and then drives them towards your consultation.
Having a well designed landing page will help with lead generation, having good content directed at your target audience (think about their age of each treatment that someone may be searching for) will allow you to optimise your site and reach potential customers.
You can then also use social media to drive traffic to your site aimed specifically at explorers, hunters and trackers (although I recommend you don’t use those terms exactly!)
Read my blog for more: https://www.markoborn.com/blog/
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Join the dental marketing club: https://www.facebook.com/groups/dentalmarketingclub/
If you want to turn leads into customers in 2019 be sure to watch this video as it shows you what to do and what not to do — and how to create a lead generation campaign that works for you (not against you)…
There are plenty of lead generation techniques and tactics but as with anything marketing related you should start with a marketing strategy.
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