Dentists: Referrals Are Still Your Best Source of New Patients

Post comments about new dental patients to our blog.

In this survey, the median number of new patients per month was 20, with referrals the leading source of new patients.

• Referrals are the best source of new patients; 68% of dentists called referrals "very effective."
• Dental websites, TV ads, and radio ads are "somewhat effective," reported two-thirds of dentists.
• Dentists were split over direct mail — about a third find it very effective, another third say it’s somewhat effective, and a third say it’s not effective.
• Yellow pages seem to be falling out of favor; 71% of dentists say that phone book ads are "not effective" at attracting new patients.

Here are some other avenues dentists cited for
targeting dental patients:

• 1-800-DENTIST
• Advertising
• Article published in newspaper once or twice monthly
• Insurance company member dentist lists
• Other health care providers, i.e. M.D.s, Osteopaths, chiropractors, etc.
• Our location: we’re very visible from the freeway
• School Programs
• 
  Dental signage
• Word of mouth, listservs

It’s all about referrals

• "Don’t be afraid to ask for referrals." (Georgia dentist)
• "Referrals from existing patients are THE BEST sources of our new patients!  Also, we reward the referring patient AND the referred patient with a $25 discount off of future dental care.  We often get GREAT referral patients from our existing patients and it results in a win-win-win situation for everyone involved." (Ohio prosthodontist)

Take a multi-pronged approach

• "Keeping your name out there using multiple sources seems to be the most effective method of attracting a significant number of new patients." (Tennessee dentist)

Doctor-to-doctor marketing

• "Networking with other businesses, especially chiropractors, podiatrists and MDs." (New Jersey dentist)

Get involved in the community

• "Through community involvement, like coaching, service clubs, social organizations like gourmet clubs or newcomers clubs." (Illinois dentist)
• "We take pamphlets and seasonal items to local businesses, so each month it’s fun and we meet out local merchants." (General dentist)

How many new patients do you need?

• "At this point, 12 new patients per month is all our practice can handle with one dentist." (North Dakota dentist)
• "The number of new dental patients is not a good barometer.  A PPO practice getting 20 new patients/month is equivalent to 10 new patients/month in a fee-for-service practice." (Virginia dentist)

The times, they are a-changin’

• "Yellow pages used to be a fairly good source, but internet access and websites are taking over." (Texas dentist)

Note: Survey sample included 58 respondents.