4 Steps to Get Your Prospects to Eat Out of Your Hands

Trust is a big word in marketing. Unless your prospective patients trust you, it will be difficult to get them to make an appointment. It’s like taming a feral cat. Or getting a bird (or squirrel) to eat from your hand. The trick to earning that trust is to move slowly and quietly. You don’t want to scare them off. You stand or sit nearby their gathering place – the tree or bird feeder. You let them get used to you. They learn that you are a friend. You want to feed them. You leave a little birdseed (or a few acorns) on the ground, then move away a little distance.

They learn you are a great source of goodies.

It’s the same with prospective patients. You have to make the right subtle moves. You have to satisfy their needs. You have to give them what they want, in small amounts, to gain their trust.

You DON’T want to:

• Scream “I HAVE BIRDSEED!” at the birds.
• Shove hands full of birdseed at them.
• Chase the squirrels to get their attention.
• Do anything scary, aggressive or alarming.

After all, you simply want to help them. Your intent is to improve their dental health. You want to educate them about their options, so they see your expertise. You want to be seen as a source of information, not a vulture waiting for their business.

It’s all about presenting your business (your dental practice) in the right manner. A trustworthy manner. You want to make a favorable impression and create a connection with patients who need you. In today’s social media-driven world, there are multiple ways to do that. The key is to have a plan then act on it. Without action, there is no reaction – and no new patients.

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