Podcasts about ground marketing

Imagine turning casual event interactions into lifelong patient relationships.In this episode of the Ground Marketing Series, we dive into a complete, actionable framework for dentists eager to expand their practices. I unpack the art of pre-event planning, setting intentional goals, and constructing an irresistible activation kit. Drawing on wisdom from marketing legend Seth Godin, we learn that storytelling lies at the heart of effective marketing. We'll cover the essential roles within an event team— the magnet, the messenger, and the connector—each playing a crucial part in generating and nurturing potential patients.We'll discuss hands-on tips for booth presentation and interaction strategy. Learn how captivating signage and engaging team activities can drive your booth traffic through the roof! This episode brings to light the importance of crafting messages that avoid clichés and resonate with potential patients. Discover key metrics to gauge your event's success and develop an adaptable, scalable marketing system that ensures no opportunity slips through the cracks.What You'll Learn in This Episode:Strategic steps for effective pre-event planning for dental practices.The pivotal roles each team member plays in a successful marketing event.Techniques for creating engaging, memorable booth experiences.Essential do's and don'ts to maximize your event's impact.The art of immediate lead follow-up and team evaluation post-event.Insights into metrics and tools for tracking and optimizing marketing efforts.Get ready to transform community events into powerful marketing victories—tune in now!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Sponsors:CareStack: Modern, Secure, Cloud-Based Dental Software for Growing Your Practice! With state-of-the-art features including Online Appointments, Integrated Payments, Text Reminders and more. Click the link here for a special offer: thedentalmarketer.lpages.co/carestackCallRail: Call tracking + AI that turns calls into campaigns that convert, quality patients, and cost savings. Start a free trial today! Don't forget to mention The Dental Marketer sent you!) callrail.comOryx: All-In-One Cloud-Based Dental Software Created by Dentists for Dentists. Patient engagement, clinical, and practice management software that helps your dental practice grow without compromise. Click or copy and paste the link here for a special offer! thedentalmarketer.lpages.co/oryx‍Other Mentions and Links:‍People:Seth Godin‍Groups:Chamber of CommerceRotary Club‍Tools:EventbriteGoogle FormsJotformMailchimpActiveCampaignGoogle SheetsAirtableCareStackCallRailOryx‍Businesses/Brands:Invisalign‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors) Michael: leveraging community events for maximum impact. This is gonna be the step by step guide to making an unforgettable impression. At local events and converting it into real growth. Now, community events aren't just about handing out freebies. They're a powerful system for relationship building, trust marketing, and establishing your practice as the go-to in the neighborhood.Seth Godin said, marketing is no longer about the stuff you make, but the stories you tell. But here's the kicker. To win at these events, you need more than a table and smiles. You need smart systems, a team with purpose and follow up that drives revenue. I cannot tell you how many times I've gone to events where I'm either just an attendee or I'm a vendor.it's almost like a pet peeve of mine where I see so many things going wrong. It feels like, oh man, this, employee who's hereis the wrong employee. You're doing the wrong things. You're just not feeling it. And you can see the mistakes.You can see almost the opportunities lost in every single minute almost,not just every single interaction, every single minute that they're there. So this episode. Definitely it's gonna be a, game changer for you because you're gonna realize a lot of things that maybe you've been doing wrong or a lot of things that you could be doing better.Now this is real data why this works. 43% of patients only visit the dentist once a year. 27% go twice a year. Events help turn rare visitors into loyal patients, okay? They see you, they talk to you, they engage with you, they interact with you. They're more likely to go with you. 59% of dental practices rely on front desk staff for marketing.Your team needs training to represent you well at community events, so it's not just like, Hey, let's all go out. The whole team has to go out. They need to be trained. 77% of patients prefer online booking, but only of practices offer it. So your event setup should promote real time scheduling.Don't let it get lost in the weeds where maybe you are booking people on the spot, maybe you have a specific software right, and you're booking them on the spot, on the iPad, and then you book them. And then you notice when you get back to the office, it's triple booked double book, and it's not cohesive.Don't lose people like that because I cannot tell you how bad it will be if you have to call that lead back and say, Hey, you know, the time you booked doesn't work. Can I put you in another time? First you gotta get them on the phone, try and find them, try and reach them, right? But you most likely will.And then from that point on, gotta convince them to, to change. So no email marketing, ROI is 44000%, It's huge. Capturing emails at events is high value. If you can capture phone numbers or even text them even better, right? So here's a step-by-step guide, step one. This is crucial pre-event planning.This is the foundation phase, so choose the right events 90 days in advance if possible. Easy breezy. How to do this. You look for events where your ideal patients already gather. You look at PTA meetings you hear word of mouth where they're going, they're doing.Farmer's markets, events in the Chamber of Commerce calendar and the rotary, club calendar, school health fairs. You just ask for events, right? A lot of apartment complexes have events, community center, senior homes. You can even use platforms like Eventbrite Facebook parent groups, Facebook groups in your community.And like I said, chamber of Commerce right now, here's a pro tip. If any of these events, you decide, Hey, I really want to go to them, try to attend first as a guest. Observe the crowd flow, the booth engagement and the vibe before you commit. And then you can go. A lot of the times in the ground marketing course, I teach you how to do this and how to actually get fantastic referrals and partnerships, but new patients without ever participating in an event.Meaning like without ever being a vendor, you're just there. But if you're like, oh my gosh, the booth engagement is fantastic, we gotta be here, we gotta support. Yeah, definitely continue to pursue that. Right now you wanna set clear measurable goals. So example targets. These are examples, right? I want to collect 75 emails or 75 contact information.I wanna book 15 appointments on the spot. On site, and I wanna generate 200 plus impressions in the community. That means 200 plus people know about us, we've handed out. Something specific to them, they know about us. And then now you wanna work backward from your goals. Reverse engineer. If your team can engage 20 people per hour, plan your booth design game, call to action accordingly.Okay? You wanna design it that way? It doesn't just happen that way. For example, let's just say it's a huge event and only one person's available and they're going, they're setting up, they're doing it all. They're at the booth, they're talking. right?You're not gonna get everything that you want. You're not gonna get 200 email contacts or contact information or 200 leads because it's just one person. So you gotta, adjust accordingly. Now, you wanna design portable activation kit. The whole system for this, the actual layout, pictures and everything is in the ground marketing course.Like I'm gonna tell you right now, you don't need flash. You need systems that trigger interaction and capture data. That's it. I've never been too over the top or over fancy with it. I've seen a ton of boots like that, and that's great. That's fantastic. But in this episode, you're gonna hear what's most important and what you need to invest more in on than being off lash right now.What you're gonna want in this portable activation kit is branded tablecloth and banners. With your logo, maybe a game if you like, right? Like a spin to win or a Plinko board. IPads with intake forms, It can have Google forms or jot forms or a signup sheet. I still do the signup sheet, but it's up to you, You can have the iPads with linked to your practice management software. I know Cares Stack and orx do it fantastically. Great booking portals on there. Then obviously lead magnets, right? Pre kids, dental, emergency guides, or all the freebies you want to give out that are in there, hygiene kits, information flyers, things like that.So that's step one. Okay? The pre-event planning Phase A, you're gonna choose the right events 90 days in advance, if possible, or just in advance, right? You don't wanna go on the calendar and say, oh, snap, there's an event tomorrow, let's make it happen. No. Take time to plan ahead. B, set clear and measurable goals crucial.Have to have measurable goals. Never once did I go out and say, let's just see how many people we sign up. No, in the moment, you're gonna be like, oh, you know what? This is not that good, or whatever. You're gonna get in your head and you're gonna just sign up. Five people. You gotta have clear, measurable goals and say, okay, you know what?From here we're gonna do 75, and that means you're gonna put in the work to get those 70 fives while you're there. Right? Be set. Clear measurable goals. See design a portable activation kit, like I told you, cable tablecloth, banners, maybe a chair if you like. spin the wheel, whatever freebies you wanna give out, and something to sign up people on.Okay, step two is the booth strategy. So make it magnetic. This step is all about stopping people in their tracks. Creating a magnetizing presence and turning curiosity into conversations. Most booths are background noise. Yours should be the events gravitational center. So what you wanna have is a solve a local pain point with words that actually work.I'm gonna give you three examples of what not to say anywhere in the booth. Hey, we're accepting new patients. No. That's so long ago. Don't ever use that again. Two, come get a free toothbrush. Nope, throw that out. Three. General and cosmetic dentistry. Throw that out. These are vague, they're overused, and they don't spark emotional or practical urgency.You want to craft micro messages that solve actual local problems. For example, could be a pediatric practice. You can say. Somewhere in the booth, right? Struggling to get your kids to the dentist without a meltdown. Ask about our no tears visits. Why this works. It uses parents' pain point tantrums, and stress.It includes emotional relief. So no tears. And it's specific. It's not generic. Here's a cosmetic example. Want to boost your confidence before your next big event. Ask about our mini smile makeovers. Same pain points that attacks the next one. Busy parent example, no time for dental appointments. Ask how we get families in and out under an hour.Boom, ate and insurance neighborhood example. Confused about your insurance. We simplify it and yes, we take yours. Boom. This one right here, members have used, I got this one from members. Fantastic. I'm gonna say it again, confused about your insurance question mark. We simplify it and yes, we take yours and the exclamation point that one does fantastic.And you can have like a sandwich board in front of your booth and have that on there, right? These examples, these sayings. Now pro tip, print your core message in large text or on your banner, right? And have every team member memorize and repeat it naturally. So have these banners with these messages on there as well.But like, what I like to do is to have a sandwich board, right? Just in case it changes up. I don't have to get a new banner for every little thing. Now that was a right. A, is solve a local pain point with words that actually work. B. Grab attention within three seconds. Why? Well, The average event goer decides in under three seconds whether or not to approach your booth.So you must stack the deck in your favor with visuals. Motion, sound and simplicity. Use a high visibility game, right? Why? ' cause movement plus potential reward equals attention. Examples are spin the wheel, right? Each wedge is a prize. Maybe free whitening, something specific In one of our live ground marketing workshops that we had this past month in March, 2025. We dove deep on incentives. So if you're a member of the ground marketing course, definitely go check that out. But that is gonna be an episode for later on. In the ground marketing series.Now you can discuss the incentives with your team. See what you want to give best Plinko board, right? It's nostalgic, it's fun and easy to brand with dental punts. you can do a mini basketball hoop or ring toss. These are especially effective for family events and kid heavy areas. Now the signage above the game should read the incentive.The incentive only, Not all these instructions, not the name of your practice and everything you do. No, just win free whitening, spin and win. Everyone gets something. Play for a free gift, right? That's it. That's all it should say. Important point here is to display what prizes are available.are drawn to visible rewards. Keep them attractive, but within budget. Whitening, goody bags, water bottles, gift cards, whatever you decide as an incentive, have that out on display. Have standing team members outside of the booth avoid the mistake of sitting behind the table. Always. Instead, place the magnet.A few steps in front of your booth. Now I know what you're thinking. What is the magnet? We're gonna discuss that a little bit further down. On the roles of who they are. But the magnet is someone, it's a person you wanna put them out and about, right? Train them to use eye contact, hand gestures toward the game prizes, and an enthusiastic opener.Something like this. Hey there. Hey, grab whatever you want. It's all free. The one that works the best, the one that I always use hands down, never fails is, Hey, grab whatever you want. It's all free, and that's it. I just stay quiet after that, and then they come and then boom.The further out a person stands without blocking walkways, the more psychological welcome they create. That's a pro tip. You can use t-shirts with a hook as well. These are walking, talking billboards. Don't just put your logo, use a question or statement that invites curiosity. Here are examples that you can use to put on your t-shirts.Ask me how we make kids love the dentist. Ask me about free whitening Fridays. I can get you out of pain fast. Your smile deserves this. Those are examples, right? Or like I said, you can do the Medicaid example one. And yes, we do take yours, right kind of a thing with insurance. So assign different shirt slogans to different roles.There's gonna be three specific roles, and we'll discuss that in a little laterin this episode. Now the three second layering formula to ensure people engage with your booth within three seconds. This is it. There's a visual element, and then I'm gonna discuss the purpose. So the visual element, bold banner, purpose.Communicates core offer or pain point. Visual element. Motion game purpose creates eye catching interaction. Visual element, a friendly greeter. Purpose builds trust, initiates engagement, visual element, branded t-shirts. Purpose reinforces message and makes team approachable. Visual element giveaways displayed purpose creates curiosity and visual incentive.Now, the common mistakes to avoid is too much text on signage. Keep it short. Five to seven words max per message. That's including the sandwich board. Passive team members who wait for people to approach. Oh my goodness. This is, I had a. Dime for every time I saw this, this is a humongous mistake.Passive team members who wait for people to approach do not be that person. Do not have anybody like that on the events. Okay? Third, boring swag. Ditch the basic stuff sometimes unless it's branded and bundle it with a compelling offer, right? But remember, whenever it's at a booth, you want it all.Decompartmentalize. You don't want everything in a baggie. Convenience is not the name of the game When you're at an event, the name of the game is for them to come and chat and sign up, That's what you want them to do. You don't want them to just grab a little baggie and go and say thank you and buy.You want them to be there and shop around, talk, and then finally over cluttered tables with no clear flow. So you don't want it to be over cluttered. You want to have a system in your table. In the ground marketing course, I show you exactly how to do that with just a regular hygiene kit.I don't do anything over the top or too flashy. Now, there's been many, many great examples of this, but I'm gonna give you an example of a member of ours. It was at a local PTA carnival. It was a pediatric dental office, and they use a spin to win, no cavity club prize wheel. T-shirts said, no meltdowns, no tears.Just smiles. And a team member who shouted, You wanna win something your kids will actually love? That's all they said. Hey, win something your kids are actually gonna love. Come on in. Come on in. They collected 112 contact information, so point of contacts, 112, booked 27 appointments immediately, and had a 74% show rate over the next two weeks.All from one. Afternoon. That's just one afternoon. That's amazing. So that's what you wanna do when it comes to be right. Grab attention within three seconds. Now here's the key C rolls and flow. This is the, that you're gonna have for the events. It's your triple threat event team. So instead of calling everyone helpers, give them roles with clear purpose.The first role is The magnet. Where are they gonna be? Right outside of the booth. Right next to the booth. They're just not really standing right behind the booth the whole time. They could once in a while, but they're outside of the booth and their role. Is just to say hi to everyone in the most bubbly way.Attract and invite foot traffic, right? Their script. Get ready for this. If you can write this down, it's, Hey, grab whatever you want. It's all free. And that's it. That is their script. the work that they're gonna have to do honestly is hold themselves back from saying too much. Because that can kill the curiosity of the event goer.All you wanna say is, Hey, and then wave your hand, right? Like If you can see, if you're watching this on YouTube, you can see me wave my hand. Hey, grab whatever you want. It's all free. And then point to everything that's free at the booth that's it. Have them draw closer to be like well, what's all for you?What is all you're not gonna answer? That they're gonna answer that themselves with their eyes and when they go to the booth. So that's it. That is the script. Hey, Grab whatever you want. Come on over here. It's all free. Don't, oh, and the toothbrush is free. And then the floss is, no, don't do any of that.Just say it's all free. And then have them come over. That's it. And you get the next person. The next person. Right Now the next role, the next person. Your team is the messenger. They are inside the booth. Okay. I like to say that instead of behind, but they're inside the booth. Their role is to have these conversations, answer questions.If somebody's in there, like opening their mouth and saying, why do I have sensitivity here? Can you see? And then they're engaging, their role is signing people up. Also, the magnet could be signing people up too. Just in case it gets too busy. That's why I say they're outside of the booth sometimes.But if they see that the booth is popping and it's packed, now the magnet has to go behind the booth and sign people up while the other person is talking to everyone else, right? They're engaging with the person. So the magnet kind of has two roles. They have to have their eyes on that booth.Now the messenger, their role is to educate, answer questions and point visitors to sign up. Hey, yeah. what we're doing this month is we're signing up everyone, blah, blah, blah, blah, blah, right? This month we decided to partner up with this business, and what everybody's doing is they're giving us their name and number, and I personally will give you a call.What's your name? And then you continue to sign them up. That's the messenger's role. They're behind the booth. Honestly, everybody in your team should probably never be sitting down, even, even in a lull, right? they're standing, they're engaging, they're doing things.So that's the messenger. Remember now you have the magnet. They're outside of the booth. The messenger is inside of the booth, and now you have the third team member. The connector, okay. Their role, they are walking around the event to the vendors, to the other vendors. Their role is to build relationship with the vendors, the organizers, the schools, the small business owners, every other booth there.And the people who are in charge of the event. Their role is to get their business information to sign people up on the spot. 'cause remember those people the, at the booth, the vendors at that booth, they're most likely not walking around. You have someone walking around, you have someone signing them up.You have someone collecting their business information, building rapport so that tomorrow you can go to their place of business and get the rest of the employees to sign up, maybe do a lunch and learn, maybe have some type of collaboration or program that you can do just for them. That's your role. Okay.The connector's role is to go out to the vendors and sign up the vendors. 'cause most likely they're not your patients, so they can come on it. And then you're collecting their business information so you can go to their place of business and execute more strategies, ground marketing strategies, and build great partnerships with those businesses.So there's three, right? The magnet just outside of the booth. The messenger, they're inside of the booth and the connector, they're walking around. Creating partnerships with the other vendors and the organizers. Got it. Awesome. So then step three is you're gonna offer a design from freebie to the front door.So your goal is not just to give things away, it's to trigger interest, build reciprocity, and create momentum that gets people to book, show up and become long-term patients. This step turns the booth from a passive branding tool into an active patient convergence system. So a, you want to create a compelling ethical incentive.Forget free cleanings, right? It's overdone, undervalued, and invite slow commitment window shoppers. Instead, craft layer tiered offers that feel exclusive and valuable requires something in return. And reinforce the long-term value of your practice. Now, I'm gonna give you an example. This is for adults.The offer could say, Hey free first Invisalign session and take home whitening kits, Or you can say Free smile consultation. Plus take home whitening kits. Then you can put on the bottom. It includes examine x-rays, custom smile assessment and a whitening kit must attend appointment rate and then continue why it works.Whining is seen as a cosmetic bonus, not a fix. It also positions your practice as cosmetic forward and modern, and it's easy to tie in with Invisalign or SMILE design conversations for kids. Your offer can say, join our no cavity club. The entry into your monthly, quarterly raffle prizes, could be like toys, ice cream, gift cards, electric toothbrushes, right?So that's part of the no cavity club. You always get prizes and then you also get free dental prize bags, right? Branded floss stickers and cool kids swag, all that other stuff. So your enter to win in a raffle all the time if you're part of the No cavity club, to win a huge prize. And then you're also, get, you know, like hygiene kits.But. Rebrand it, call it something different. That way it feels more exclusive and it works because parents love recognition programs for kids. It adds community and reward structure and it gets families emotionally invested, inre care and return visits. A pro tip for this is display a poster at your booth with last month's winner and a real kid photos with permission of course, that always works when you actually have proof, right? Hey, this is the last month's winner. Especially if it's a community event. People will, Hey, I know that kid goes to, he's my best friend, right? Or all these things, they'll feel more inclined or families. You can offer a smile makeover giveaway.One entry per household. One winner gets a full consult with digital smile design and bonus prizes for all entries, right? Small gift bags. Et cetera. Right? And it works because it's aspirational. People love the idea of a transformation. You collected dozens or hundreds of leads and create cross selling into whitening, ortho, and cosmetic options whenever you do a raffle.Real quick, I wanna mention something. Don't ever have just one winner. Everyone should win something, right? So always plan that you want people to come in. Not just give you a bunch of names and numbers and say, oh man, they all wanted to win, but they didn't make everybody a winner. Now with, visuals, the offer type and the suggested sign copy, this is how it should stay on your booth, right?So let's just say you're offering whitening. You should say, Hey, free whitening with your first visit. Ask us how. The no cavity club kids can win big. Join the No cavity Club today, right? Smile makeover. Want a new smile? Enter our makeover giveaway. Make these signs bold, easy to scan in under eight words, right?Don't make it too wordy. You can add scarcity and urgency. Even the best. Offer false flat without psychological triggers, scarcity and urgency. Create fomo, which drives people to act now instead of later. So you can have a whiteboard or a flip chart at the booth nine Invisalign spots remaining.13 whitening kits left today. You can even have a countdown timer on an iPad screen and say, next free whitening session giveaway is in five minutes. Right? People will, wait at your booth until they can be the first one to do it. If you do catch them waiting to be the first one to do it, make them feel like a VIP and say, Hey, you know what?You ain't even gotta wait. I got you in right now. Are you gonna be available Monday? I'll even put you on the schedule immediately. Boom. You'll make them feel special, important, and they're gonna show up no matter what. And you can also have a physical prize board, right? Cross out slots as people win or book, right?Oh, we only have 12, 10, 11, 13. And verbally, you can yell out, you know, we only have 10 whitening kids left, so grab one while they last. The smile makeover drawing closes in two hours and turn out to be included. We only block five Invisalign day specials each month. You want one right. And it works because it makes them feel exclusive. Not everyone gets this. You're one of the few. It's simple. It's super easy. It takes 30 seconds to sign up and scarcity, only a few left. Once they're gone, they're gone. And you got one. This trifecta bypasses analysis paralysis and motivates decision making on the spot, even from skeptical attendees.So that's gonna be fantastic to utilize. Now, here's the key. Mainly one thing post event follow up. This is where the ROI is made. This is one of the final steps, you wanna segment and nurture leads within 48 hours. So sort your context right from hot. Those are the ones that are booked or very interested to warm.They were curious or maybe they weren't committed and then cold. They just entered a raffle. Now tools you can use is,a lot of our members use Cares Stack or orx or their practice management software right, to see the appointment follow up. You can definitely use that. I know Cares Stack and Orxsponsor the podcast. So if you ever needed a couple months for free to utilize them, definitely go in the show notes below. It's not gonna be in the first link in the show notes below, but scroll a little bit down you can click on their deals that they have for you if you are interested in.Cloud practice management software, an all in one cloud practice management software that a lot of our members utilize that they can just put on their iPad and then they can schedule on the spot. So it's pretty fantastic. You can also use MailChimp or, an email system, like Active Campaign or anything like that.You want to use these tools to know, okay these, are booked appointments. Cool. Awesome. And then these were other people that just entered for a raffle and they're cold. Or maybe they're warm and you wanna retarget. So post event recap, right? Maybe you're saying We met 150 plus amazing families this weekend.If we missed you, our event special is still Available. Click below to book. You want to do that? Send it out to your actual cold leads and maybe even send it out to some of the patients you haven't seen in a while that you know, they're in their community because this will make them curious.See what it is, what are they doing? Oh man. What was the special that was happening at the event? Oh, cool. They're participating at the community. So now you're not just targeting, the people who were at the event. You're also targeting people who you haven't seen in a while. So definitely do that, and then you can use the same photos and text or emails so they recognize your team and so forth.Now, for hot leads, call within 48 to 72 hours. I mean, As quick as possible. Offer a warm, friendly touchpoint and a clear call to book if they haven't booked yet. So that means if they signed up, they put their name, number, and you said, I will personally give you a call to get you on the schedule this week.now's the time to call them. Be warm, friendly, and then get to the point. Just give them options. Don't say when are you available? No. Give them options one to two that they can schedule. Now, step five. Here's the big major part you wanna measure and optimize. This is gonna to be everything for you.This is the difference between a random act of marketing and a repeatable system that builds wealth. Community events are only profitable if you can measure exactly what you gain from them. Identify what's working and scale it and eliminate what's not, and save time, energy, and money. track these metrics.Every time without exception, you need to quantify both the top of funnel, that means leads and engagement, and the bottom of funnel appointments and production. Here's what to track. Okay? Leads collected. So total number of new contacts. Who gave you permission to follow up? That means emails, phones, or booked Both Total and source. So if they were booked at the event, track it. If they were warm, they gave you the info, track it. If they were only raffles, track it. Like I said, you can use Cares Stack or Orx their forms that you can use directly on iPads or if you want, you can sync Google Forms to your CRM, right?But tag the event source. So these leads are trackable in future campaigns as well. So that's number one. Leads collected, track it, two appointments booked. Number of appointments scheduled on the day and within the following seven days. So breakdown by onsite bookings, maybe let's just say it was 20 post event bookings via email or text message.And then you wanna track the show rates. Why this matters. This is your true conversion rate. Don't just measure interest. Measure action. Like I tell you before, your practice management software, they may let you segment by source and measure, show rate versus no shows and then revenue generated.Now this is within 60 days total treatment, accepted and paid from patients who came from the event. You don't want to wait six months to evaluate ROI look at hygiene visits, emergency treatment, accepted whitening, or ortho starts, and follow up family bookings. Set up event lead as a referral source in your practice management software, and then run a report after 60 days with that filter.Right now, cost per lead, the formula is total event costs, plus number of quality leads. So example is, let's just say the booth fee was $400. Materials is $300, the total 700, but leads collected was 105. Cost per leads are $6 and 67 cents.Why this matters? It helps you compare this event's efficiency against others. Other things as marketing such as ads, mailers, et cetera. Sometimes you don't have to, majority of the time, I wanna say at least like 80 something percent, you don't have to pay for a boothymaterials, you're gonna get them anyways to hygiene kit in the ground marketing course.I show you exactly how to do all of this just with hygiene kits. Your cost is super low. What I just said right now, the example the booth V $400 materials 300, that's a lot higher. That's a lot higher than I've, ever really done. But we're taking it there because I want you to see the potential.five is return on investment, right? So the formula for the ROI is revenue minus cost. Divided by cost. So the example is revenue generated is $4,000. The cost was $700, like the example we said. So 4,000 minus 700 divided by 700 equals 4.7. So 470% was the ROI. Now this matters because you'll know exactly which events to repeat, which to drop, and which to scale with confidence.Not every event is gonna be a banger. Some events are gonna be like, okay, you know what? We did get a good amount. It's good to, for us to continue that, you know, every quarter and some events are gonna say, oh my gosh, we have to do more. We have to invest more. And that, that we've gotten an incredible amount.Let's back them up. Let's see if we can create our own event with them. And then some events are absolutely fantastic, but they only host 'em once a year, right? Like employee benefits fairs or school events and things like that. But at least you know it's fantastic.The ROI is great and you're locked in for years and years to come. Tool options, right? You can collect these leads with an iPad, Google Forms or Cares Stack, right? Appointment tracking, like I said, you can use. Your practice management software, if you're looking for a new one, like I said, cares Stack and nor sponsors our podcast.So definitely check them out. You get an exclusive discount, and you can check 'em out for free too. Revenue by Source. You want to collect reports right on your practice management software, the metric ROI tracking. You wanna use custom Google Sheets or Airtable or just a way to collect the ROI and then dashboards.You wanna have insights so you can do that with. Your practice management software. I know if you have Cares Stack, I think it's smartview. And then orx is Orx Insights. But you can utilize whatever practice management software you want to utilize,something that will help fantastically with the leads collected appointments booked, the revenue generated.An easy way to track this you can use a software called CallRail. their new sponsor for the podcast. And they're fantastic at what they do. So for example, they have call tracking conversation intelligence. So they transcribe all your calls. And something I think is cool is they convert assist, so they convert leads with AI powered next steps.Coaching and follow up messages. So they'll literally highlight, okay, they were looking for this is a trend we see that all the leads want in the community. Or maybe my tone wasn't the best or what I said, I fumbled here a little bit too much. And that's what caused them to be disengaged in the conversation on the phone or whatever.Right? But primarily they track. lot of great things. So I would definitely use them when you can, not only to figure out how many leads are coming in, where they're coming in from, if they booked appointments, but at the same time see the conversation, see the trends and so forth. And then on top of that, you know, you can track everything else.So if you want, you can check them out for 14 days for free. So what I would do is on your next event that you have coming up, enroll for the 14 days for free. Then after that in your debriefing meeting, okay, let's look at the hot leads, look at all the data generated from Call rail and see where you guys are.if there's any cracks leaking, where you can glue them when it comes to answering the phones converting them, getting them in the practice and so forth. And how many leads came in. I mean, Call role makes it super easy. But definitely I'm gonna put a link in the show notes below if you wanna.Check them out. They help with everything like that, with ROI, tracking, appointment, tracking leads, collection, even improving your front office skills and phones, right? So, Yeah, I do that. Check out CallRail or if you want, you can use Google Sheets or whatever practice management software, system you have, and try to, you know, maneuver it that way.and the key is to debrief after every event. So within 24 to 48 hours of the event, gather your team for a 15 to 30 minute huddle.This is where all the magic happens. This locks in wins, identifies flops and builds your repeatable event engine. Ask these seven questions. What worked extremely well? Not what worked. What worked extremely well? Scripts, offers, games. What got the most attention? Did the magnet, the messenger, the connector shine?Who shined the most? what worked extremely well? Question number two is what flopped or fell flat? Was there a prize that wasn't exciting enough? Did anyone get confused about the offers? Three. Did people understand our messaging immediately or did we need to explain things over and over?Four? Was there any downtime? Track the busy times or slow times, right? For future booth placements, sometimes it's a popping event. Where you decided to set up is not popping. It's not that good. It's in a dead spot of the event. So that's something to keep in mind. Was there any downtime? Five. What questions came up repeatedly from attendees?This reveals content gaps you can fix with signage or handouts. Six. Did any tech or process slow us down? iPad glitches. QR codes didn't load. You know, you wanna fix that immediately. And then seven, how did each team member feel in their role? That's probably one of the most important because they're gonna be your main ones, right?For this whole thing to be successful. So they have to feel super comfortable. And then you wanna build a post event template and you can use a format. Now we do have this format in the ground marketing course. It's for all our members. So if you're remember and you're listening, definitely go check out that format.Download the post event template so you can use it, utilize it all the time. And go from there. If you're not part of the ground marketing course, definitely enroll. I'd love to see you in there. You can go in the show notes below. It's the first link in the show notes below, and you can check out everything that's inside of the course and we continue to add to it all the time.But you wanna continue to do this, track it. Do a post event huddle, repeatable growth engine. That's what this is gonna be. Once you do this three to four times, you'll have a playbook of top performing offers. You'll have a refined booth strategy and a trained team that knows how to execute without micromanagement, and most importantly, you'll have a predictable new patient system.Awesome. So if you have. Any questions or concerns, please feel free to reach out to me on this. But the best way to reach out to me, especially with ground marketing, is being a member of the Ground Marketing course. You can go in the show notes below, click on the first link in the show notes below to check out more, and roll into the course and see everything we have to offer you.And thank you so much for tuning in. I'm excited to see you in the course. And for the next episode. It's ground marketing at schools. What you need to know, we're gonna discuss how to approach schools and offer value to teachers and parents. Alright, thank you so much for tuning in.We'll talk to you in the next episode.

Feeling like rejection is closing doors on your ground marketing efforts? What if it could be your secret weapon instead?In today's episode of the Ground Marketing Series, we're exploring the misunderstood realm of rejection, redefining it as feedback rather than failure. Through a blend of down-to-earth examples and actionable tactics, we're learning how practice owners and marketing teams can convert rejections into golden opportunities. Drawing from personal experiences, we demystify the reasons behind common rejections—from automatic no's by gatekeepers to the fear of change among decision-makers—equipping you with the insights to turn these hurdles into stepping stones.We'll unveil effective strategies like the "Coffee Drop" and "Customer Referral Play" to thaw the initial frosty interactions with potential partners. We'll dissect typical rejection types, providing countermeasures and a strategic three-step framework for cracking the "no" code. Each rejection, whether reflexive or cautious, is navigated with a value-first approach, ensuring a positive relationship. Wrapped with a real-world case study, this episode reaffirms the power of persistence and strategic finesse in transforming every negative into a partnership in ground marketing.What You'll Learn in This Episode:How to interpret rejection as feedback, not failure.The common reasons why marketing efforts meet resistance.Strategies like the "Coffee Drop" for connecting with gatekeepers.How past experiences influence current rejection responses.Techniques for maintaining relationships despite initial rejection.A step-by-step approach to counteracting different types of "no."Insights into crafting value-oriented propositions.A real-world application through a detailed corporate case study.Press play and let's learn how to turn every "no" into a strategic partnership opportunity!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Organizations:American Marketing AssociationHarvard Business Review‍Businesses/BrandsWalmartSalesforceMcKinsey & Company‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors) Michael: Overcoming rejection in ground marketing.Now rejection is not failure. It's feedback. Every rejection in ground marketing is a data point that tells you something about your approach, your value proposition, or your target audience. And the biggest mistake practice owners and marketing teams make is personalizing rejection, rather than seeing it as an opportunity to adjust, refine, and improve.So let's talk about the real reasons rejection happens in ground marketing. Understanding rejection at its core removes the emotional stink and allows you to adjust strategically. So that's why we're gonna get down to the real reasons first, number one, and this one is huge. It happens all the time.Gatekeepers are trained to say no. Now this is a statistic from the Harvard Business Review. 90% of cold approaches in sales and marketing are met with an initial rejection because gatekeepers have been conditioned to filter out non-essential interactions. So they've been trained on the interactions what they need to do.And anything else besides that, they're just trained to say no, they don't wanna mess up, And a lot of the times in ground marketing, I wanna say this is like above 90%. The reason you get no is 'cause of this. Mainly because you're speaking to the wrong person first and foremost.So if you do your strategy or your script and you talk to the gatekeeper, They consider that interaction most likely a non-essential. They're like, I don't know what's happening. What do I do? This is above my pay grade. No. I think I've spoken about this in the past many times, but.I remember when I wanted to, ground market and provide a specific service and get in front of a lot of the warehouse members at a Walmart center. It's like a Walmart distribution center. It wasn't an actual Walmart. Huge, thousands of employees. And I tried getting in many times and I would ask to speak to HR, human resources.Can I speak to hr? Can I speak to hr? That's just me thinking, right? Common sense hR would tell me no. I would get their voicemail a lot and still a no. And it wasn't until I spoke to someone who was pretty awesome at HR and they said, oh, we don't handle that. We only handle the front end of Walmart, like the actual store.You wanna speak to the logistics center? Let me transfer you. They transferred me to the logistics center and then I just said, Hey, can I speak to someone there who's in charge of maybe HR or maybe they're your supervisor?They passed me to the supervisor and guess what? Within the first just ask.I said, Hey, love to see if I can provide more services. Could we do like a lunch and learn like an event for the day? You're like, yeah, sure. Come on by. We'd love to have that. It was a lot thousands of employees, but it worked. It's 'cause I was speaking to the wrong person from the get go.And you can just give up from that point on and then say, okay, you know, it doesn't work to get into the warehouse or distribution center at Walmart, but it does. It does, as long as you're speaking to the right person first and foremost. And then from that point on it continues. So here it's gatekeepers are trained to say no.And that's a good example, that gatekeeper was the wrong person, first and foremost to speak with. And at the same time, all they know is just to say no if they don't know anything else. So the solution is you wanna bypass the auto rejection by making your presence non-threatening and value driven. So instead of selling, introduce yourself in a way that benefits them immediately.This is going to disrupt their autopilot rejection and gets them to lower their guard. So number two, the lack of perceived immediate benefit. Now, this is a statistic by Salesforce research.72% of decision makers only engage in partnerships they perceive as immediately beneficial to their customers or employees. So the solution tie your offer or your approach directly to their top priorities. you're gonna have to do a little research for that. Three, fear of extra work or change.This is a statistic by the McKinsey and Company Group, and it's 85% of businesses avoid change unless it's easy to implement and requires little to no effort on their part. The solution make it effortless for them to say yes. And four, they've had a bad experience with another dentist. This is a statistic by the American Marketing Association, but 76% of businesses that reject a partnership do so because of past negative experiences with similar offers.The solution address this head on now. We're gonna dive into some scripts right now. Okay. On how to do this. So how to make businesses want to work with you without ever talking about yourself first. That's the key. You don't wanna go in there and saying, Hey, we're the new person down the street. Hey, does anybody here need a dentist?Hey, we're taking on new patients. That's all you. That's the mistake you're making already. If you are making that, you wanna walk in without ever talking about you first. so these scripts, they're gonna trigger curiosity, establish trust, and subtly make businesses feel like they owe you something reciprocity.Remember, that's one of the principles in ground marketing without ever pitching your dental practice up front. So number one, we used to do this all the time. It's the coffee drop. This is for any business with a gatekeeper. This is an in-person strategy. Okay? So the target is any business with a front desk staff.It could be gyms, daycares, retail stores, even corporate offices. And the goal is to warm up the gatekeeper, disrupt their automatic no, and create an opening for future interactions. Now the script is the first visit. You're disrupting the automatic. No. You are walking in maybe with a coffee holder and a smile or just a coffee in hand and you're saying hey, how's it going?Yeah, I know you're busy. I just wanted to see if you guys wanted some free coffee. Actually, no strings attached. We just appreciate everything you all do here and our practice does a kind eat every day for a business in our community, The gatekeeper's gonna say, oh yeah, wow.Thank you so much. I appreciate, what's your business? Where are you located? Who are you? Right? They may even say no. If they say no, that's perfectly fine. They're still gonna ask, who are you? And then who's gonna shrug casually and just say, you know, I just know that the front desk teams keep business running and I know we appreciate our front desk, and I wanted to show you that today.And continue right Now, not only do they have their guard down, but they feel, oh man, this person really understands what I'm going through. Maybe they might be having a bad day that day and you are the sunshine that just came in. But this works because gatekeepers lower their defenses. When they see that you're giving, not taking reciprocity kicks in, they feel inclined to engage.They will engage no matter what. Even if they say no, they'll say, oh wow, thank you. No, you know, I appreciate that. Thank,it'll be just as good as if you did bring in their coffee and then they associate you with positivity, making future conversations much easier. So once that happens, let's just say you just established it.You're like, okay, cool. After that, you know, you leave, you don't feel like poking the bear or anything like that. 'cause maybe they're busy, they're talking to someone, you just drop off their coffee. At least you have a second date. Now you can follow up and say, Hey, last time I was here, I meant to ask, do y'all do any events for the employees here?Remember, they associate you with positivity. Your future conversation is happening right now, and now it's easy for you to ask, Hey, do y'all do anything for your employees here? Do y'all have an employee's benefits day, a health fair? Could we do something like that? Do y'all have a employee wellness month in the newsletter?You can ask anything at this point on your next visit. Now they're sharing their business and you can strategically introduce your practice. Okay, so that's like a one-two step. That happened all the time, and it took me a while to realize it's a one-two step. I would come in all the time. Hey, I love what you guys are doing here.If you want, going to the coffee shop right next door from you. Do y'all want anything? Yeah, sure. You know, I love that. Oh my gosh. Yeah. No, no. Thank you. I appreciate it though. Okay. I just know you guys are super busy and sometimes I know our front office is like, I wish I had AFR coffee right now and I'm just thinking about you guys.So that's all. We tend to do a kind deed for a business out here every day and you're like, oh man, well, who's your front office? Where are you from? Where are you located? Right. And then you kind of continue to talk more and you can actually, at that moment, even if they say no, still. do the ask, right?Do y'all do any events for the employees here and so forth? But a lot of the times they might get busy, the phone may ring, whatever, right? Then you can just say, okay, bye room, and then they'll know. Wow. he was literally just asking me for if I wanted free coffee and that was it. That was awesome. And come back in a day or two and then say, Hey, real quick. I wanted to come by and see if you guys do any events for the employees. I meant to ask you that. I forgot. Sorry. Easy breezy. They'll be super open from that. Okay. Now number two, the customer referral play. This is for gyms, salons, and wellness centers.The target is businesses that benefit from having more customers, Make them see you as a referral source before they realize they can refer people to you. the script is, you're gonna walk in casually creating curiosity, right? You're gonna say, Hey. I've been hearing some great things about you guys.A couple of my patients have been talking about how much they love coming here, so I figured I stop in and see what the buzz is all about. they're gonna be intriguing. They're gonna say, oh, really? That's great to hear. And they might talk a little bit more, and then you say, yeah, you know, they were raving about a specific service that they provide.And then you're gonna say, I get a lot of people asking me for recommendations on places like this. So I just wanted to check it out for myself. What makes this place stand out and then you continue. Right now, that's the key right there. I get a lot of people asking me for recommendations on services or places like this.They don't know if it's just one person who asked you, or a million people who asked you. They just see, oh wow, is a referral source. They can provide me with a lot of customers or whatever. Right. This works because they now see you as a referrer first, not someone trying to sell them something.Second is curiosity builds. They want to explain why they're great, so make sure you ask what makes this place stand out. Third, they will naturally ask what you do, making it easy to bring up your practice organically without fail. A thousand percent. When you say, I get a lot of people asking me for recommendations, especially you say, A lot of our patients ask us about recommendations on places like this or your services, 1000%.They will ask you, what do you do? Or where are you located? Now you can follow up before leaving. You wanna use reciprocity to get a referral, right? You can continue to say, you know, I love what you guys are doing here. Do you have anything I can give to my patients in case they're looking for an mention of service, right?That they offer. They're gonna get you a folder filled of stuff, their business cards, and we both know those business cards that they have are just sitting in the back collecting dust, but now they have a reason to give it to you. So don't feel bad or don't feel like, oh man, just gimme one. If they wanna give you a hundred, let them give you a hundred.Don't feel bad about it. Most likely they'll give you like 10 or 20, but You could put 'em in hygiene kits if you want. You can feature a month or whatever. But that is your opportunity for the follow up ask, right? Where you're like, Hey, could I ever bring you guys any of our information as well?And then boom, they feel obligated to ask for your info in return, or they will feel obligated to take your info and return without even actually feeling obligated. It's just a nice deed, right? So that's the number two. Number three, the secret shopper play for retail and local businesses. Now the target is mainly coffee shops, retail stores, boutiques, things like that.And the goal is to make them feel like a VIP and subtly, subtly position yourself as someone who sends them customers. walk in with genuine curiosity, and then you're gonna create exclusivity. You're gonna say, Hey, you know what I was just over at. And then continue with saying, and they mention that this is the best place in town for mention a specific product or service. So now I have to see for myself how incredible this place is. And then stop there. They're gonna say, oh wow, thank you. Yeah, we love doing business with them, or we like them too, or who mentioned it over there, and you're just gonna be like, I don't remember their name.Right. And then continue with it and say, oh wow, that's great to hear. I think people love us because. Then they're gonna mention reasons too. Then you say, yeah, that makes sense. I feel like more people should know about this. Do you guys ever do collaborations with other local businesses? No. Boom. They're either gonna say, yes we do, or no, we don't.If they say, yes we do. Cool. Can I participate? And they say, no, we don't. Oh man. We always do, collaborations with other types of businesses. Would you ever be interested in doing one? Then they're gonna say yes, right? Yeah. You know, We've been thinking about it and so forth. It works because you make them feel special.They now associate you with bringing them business, and they start thinking about partnerships before you even mention your practice. So they're already thinking of partnerships. Yeah. You know what? I can definitely do a partnership. We've thought of doing a partnership, but let's make something happen.And later in the conversation you can follow up. You know, You can say, I love supporting local businesses like yours. If you ever want to do something fun together, I'd be all in. Actually, you know what? We're only picking three businesses this quarter for a free wellness initiative. Could I save you a spot?Boom, right then and there, right? If you're already creating a partnership, a collaboration, it's gonna be happening. And then once they say yes, as you're leaving, you can say, Hey, could I ever give you some of our information too, as well, right? That way you can look us up a little bit more for your customers, and then just provide them with more things.Doesn't hurt to do that. But this gives them a sense of being afraid of missing, especially if you say, we're only picking three businesses this quarter for a free wellness initiative. Should I save you a spot? Number four, the Business Insider play. This is for corporate offices and HR managers.Now, the goal is to make them feel like an exclusive insider in their own company. You are gonna walk in with an observational comment, and you're gonna use the fear of extra work to your advantage, right? You're gonna walk in and say, you know, I was just talking to someone who works here. They were raving about what a great place this is to work.So I had to stop by and see for myself, what do you guys specialize in? Boom. They're gonna say, oh, wow, that's so great to hear. You know, we really focus on boom, right? They may ask, oh, who are you speaking with? And then say, you know what? I can't think of their name right now, but likethey were super excited about it and they mentioned equality.They were super excited about it. They were really warm. They were awesome. They were.talking it up and I'm like, man, I gotta go check this place out and so forth. once they say, you know what we really focus on, and then they're gonna mention their company culture. You're gonna say, you know, that makes a lot of sense. So if someone was new here and wanted to make the most of their experience, what's the one thing they should know about this place? And then they're gonna mention their specific things about their corporation and so forth. And it works because you instantly build trust because you're not pitching anything.They see you as someone who understands their culture, and they will start seeing you as an insider, making them more likely to say yes later. Now, a follow-up move you can have later in the conversation is, I love hearing about workplaces that actually care about their employees. Do you all do any cool perks for your team?If you mention, oh my gosh, I love hearing how you guys take care of your employees and everything you've taken into consideration for them and their needs. Do y'all do anything for your team, for your employees? Do you have any cool perks? Do you do a health and wellness day? I don't know, something like that, right?But just the best thing you can say is, do you all do any cool perks for your employees, for your team? And then they're gonna let you know everything they do. Now you can do two things. You can say, oh. What, What it cost or how can I be a part of any of that? Just hand out everybody, some freebies too. And then they're gonna ask well, what do you do?And so forth, right? And then boom, it'll be easy breezy from there. So you can do that, or you can say, okay, cool. Awesome. Could we ever host something here? We have quite a bit of patience and I know a lot of your employees, have questions about some specific procedures that we offer. Then they're gonna ask, okay well, what do you do?And then you can continue and boom, you might be able to host your own event. So those are the two things you can do, right? Participate in one of their events or host your own event with them, or provide some type of perk for their team. Now, the final takeaway for this is flip rejections into wins by controlling the narrative.Most businesses reject partnerships, not because they don't need them, but because they fear extra work, competition, or wasted effort. So by using curiosity, reciprocity, and effortless value, you position yourself as an ally, not a solicitor. So remember, the key thing is give before asking, create exclusivity so they feel grateful to work with you and make your offer seem like a zero effort perk.Rather than a commitment. Now, the chapter two of this, we're gonna discuss the psychological breakdown of rejection types, right? So rejection is not a one size fits all. Each type requires a custom response. So I know what you're thinking with the scripts that you heard. You're like, oh man, I'm just gonna use that one script sometimes for all the rejections.And you cannot, right? We've discovered this the hard way. there's about three types of rejections. The ground marketing scenario number one is the reflexive, no, it's an automatic rejection. The cause is an automatic response. They're not even listening to you. An example.No, we don't allow, allow soliciting, right? You just walk in. The solution is interrupt the pattern and it works because it disrupts their automatic no response and forces them to reconsider like thecoffee drop example. You're walking in, you're giving them coffee.That's it. And then once they say no, or maybe they might say yes, right? And continue on with their day. You can come back and they're used to it. They're, oh man, you're here again. What's up? it disrupts their no, and they will be more open to you, providing more information.they're gonna ask more information about you. It's one of the best ones. Number two is the cautious, no. This one's a trust barrier. They don't fully trust your offer yet, or they don't trust you yet. the solution is remove competition from the conversation.You're not replacing their current Provider. You're adding value. So remember that. And then number three is the busy no. And that's a timing issue. They're overwhelmed and don't have the bandwidth for your offer. They say, not now. We're swamped. The solution, acknowledge their situation and ask for something quick.You respect their time, making them more receptive later. So there is a three step rejection counter attack framework that's chapter three here, right? Every rejection is an opportunity to refine your strategy. Number one, you wanna pause and acknowledge the objection, why this step is critical.Psychological insight, right? People feel validated when their concerns are acknowledged. The next thing is when you resist the urge to argue or sell, it disarms their resistance, and then you acknowledge them. Acknowledgement lowers their defenses, making them more likely to reconsider. Now, this is a statistic by the Harvard Business Review, but 67% of people are more likely to continue a conversation if.Their concerns are first validated instead of immediately countered. So let me give you an example of something wrong. The business says, we already have a dentist we refer to, and you say oh, you have them, but we're way better than them. This is wrong. You've now positioned yourself as a competitor, making them defend their existing partnership, and it puts them on the defensive.Making it less likely, they'll engage. The right response would be, oh yeah, you know, I totally get that. That's incredible. A lot of businesses I talk to say the same thing, and then you continue, right? It works because you validate their decision. They don't feel like they have to defend it. You keep the conversation open instead of shutting it down, and it makes them more willing to listen to what you have to say next.You can follow up with that sentence by saying, Hey, outta curiosity, what do your employees love most about that partnership? Boom. And you continue, The conversation. Then you find the cracks, and then you see where you can be the solution to those pain points. Now you've turned their rejection into a conversation starter.Next, you wanna pivot to a value first approach. This step is critical. When people feel they're gaining something rather than being sold something, they are far more likely to engage. If rejection doesn't come with a loss, they are more open to new possibilities. A Salesforce research statistic says 83% of people are willing to listen if they see an immediate low effort benefit.So lemme give you the wrong way to do this. The business says we're not interested. Then you say, well, let me just explain why our practice is different. That's gonna fail. They don't care about you yet. They care about what they gain. So you're trying to overcome the rejection instead of pivoting the conversation.So the right response is, if they say, we're not interested, you're gonna say totally fine. By the way, do you guys ever do anything for the employee wellness days? They're gonna say Employee wellness days, no, not really. What are you talking about? Why? They're gonna say no reason. Just have something that might be cool for your team and I I can drop it off next time if you like.This works. You shift away from your offer and make it about them. Instead, you create curiosity, making them more open to your next visit, and you frame yourself as someone bringing value, not pitching a service. Once they engage you now have a chance to build value naturally. And then the final thing is you can follow up in a non-threatening way, right?In value-driven way, 80% of sales require at least five follow-ups, yet only 8% of salespeople persist past the first rejection. Following up is key with any marketing in general. But especially with ground market, you've got to follow up. Life happens to many people, you need to follow up.The key to successful follow-ups is making them feel effortless and organic. the key mistake people make is they never follow up or they follow up to aggressively. So let me give you an example of a wrong way. Maybe you're returning in two weeks and you say, Hey, I just wanted to check back and see if you're ready To start referring patients to us, that's gonna fail you. They immediately feel like they're being sold something. and it's all about you, not about them. The right way is, Hey, I was in the area and I figured I'd drop off a few of these free hygiene kits or a few of these free travel hygiene kits for your team.Just a little something to say. Thanks for all you do, and that's it. The business is gonna say, oh wow. Thanks. That's really nice of you. You're gonna say, no problem at all. And by the way, I saw something the other day that reminded me of our last conversation. Mind if I ask you a quick question? This works because if you give them something before they're asking for anything, it feels natural, not like a sales follow up, and it creates an opportunity for a real conversation.You can follow up by saying, you know, by the way, if any of your customers ever need a good dentist, let me know. I'd be happy to take care of them. You can present them with a specific offer or a new patient exam or whatever incentive. Right now, they are offering to refer people to you, which is the key.That's what you want, and there's many, many other things we can do, right? Rejection doesn't mean never, it means not yet. The key is knowing how to change the dynamics of the interaction so that the business sees you as a valuable partner instead of a solicitor. We can leverage reciprocity, the psychology of reciprocity, and it works fantastic, right?And a way you can do this the right way is maybe you're targeting a gym that initially rejected your partnership. Now if that happens, you can say, Hey, I was grabbing some snacks from my office and figure your team could use a little fuel. I know how hard you guys work here. So I just wanted to say thanks.And then hand them over some bottled waters and protein bars. Staff is gonna say, oh wow, that's so nice of you. Thank you. You didn't have to do that. You are gonna say in a nonchalant way, it's no big deal. I love what you guys are doing here. Actually, quick question. Do you ever run into members asking about teeth grinding or jaw pain and then this is gonna work, right?Or they're cosmetics or teeth weening. Now this works because you're giving, before asking, triggering the psychological need to reciprocate. It doesn't feel salesy. Makes them more likely to engage. The question naturally transitioned into your services without being pushy. So works fantastic. You can also use tactics like scarcity and urgency as well, right?You can say, Hey, we're only selecting three businesses this quarter for our no-cost wellness initiative. I mean, I know you guys have such a great team. I love to include you. Can I save a spot for you? That's one, and there's many, many more, right, that you can adjust to in this scenario, which is gonna be done in a later episode.How we can go to businesses that maybe perhaps we messed up before we started listening to these episodes and we said, oh man, they've already told us no, they've already rejected us. They've even like kicked us out. How you can turn that around and now go into these businesses and fix it? Fix it and create strong partnerships.So that's gonna be an episode, later down the road, but it's turning around rejections, which is a lot easier than you think. Now I'm gonna give you a, case study on, rejections and how it'll work specifically with corporate office rejection, right?So there was a business that immediately rejected a proposal for an in-office dental screening.Instead of walking away the dentist, they emailed HR with a customized dental wellness month proposal focusing on how it could help employees with stress related dental issues. By the way, in the ground marketing course, we are about to drop all to do this. How to email HR with a customized dental wellness month proposal.And then in the course as well, it's gonna break down the SOP, the standard operating procedure and the system on how to effectively host a dental wellness month with a corporate office. Fantastic. I'm excited for it. It's something we've done a lot, but it's gonna be in the course coming up here probably by the time this episode drops.So we're excited for that. So if you're not a part of the ground marketing course, please feel free to go in the show notes below. Click on the first link in the show notes below to enroll into the Ground Marketing course. You'll get all these strategies and way more specific in-depth scripts and strategies, and this too, as well, the Dental Wellness Month proposal.But at the same time, you'll get a lot of these live ground marketing workshops with myself. But if you are a member of the ground Marketing course, look out for that. It's coming up right here pretty soon, so get excited. Now. The next thing is reframe the event as an exclusive benefit rather than a vendor service.And then offer a small, no pressure reduction, just a free guide in hygiene kits for employees. The results were amazing with this member HR approved the wellness initiative after seeing it framed as an employee benefit. Over 50 employees signed up for screenings within the first month, and the company now offers the dentist services as a permanent employee part.The lesson. If they reject you in person, pivot to the email and make it a tailored offer that fits their priorities. That's what was happening here. The business immediately rejected the proposal in person, but then the email is what got it, is what took it right. So a good takeaway from this episode is rejections are simply missed connections.You can turn them into opportunities by giving before asking reciprocity, right? Creating urgency and exclusivity, scarcity, finding an insider to advocate for you. You have an internal champion and reframing your offer to match their priorities. Customization. So definitely keep this in mind.These scripts are gonna be fantastic. There's more scripts that are gonna be in the ground marketing course, like general approach. I wanna refer my patients to you. I wanna support your members. I want to help your families. I love to support your customers. I wanna help your students getting them to promote you.These scripts are gonna be inside the ground marketing course as well under this, specific unit. But yeah. If you're not a part of the ground marketing course, like I said, definitely go in the show notes below. Click on the first link and see everything it has to offer. And if you are a member of the Ground Marketing course, I'm excited to talk to you in the next Live Ground Marketing workshop and look out for the Dental Wellness Month proposal, the email, and the actual SOP for that that you can start implementing and utilizing soon.Alright, in the next episode, we will be discussing leveraging community events for maximum impact. Talk to you soon.

Ever at a loss for words when trying to partner with local businesses?In this episode of the Ground Marketing Series, I'm uncovering the secrets behind a compelling pitch that transforms your dental practice into a patient magnet. Start by rethinking how you present your offer to potential partners, focusing on partnerships that bring continuous value to both sides. Amidst discussions on common missteps made in ground marketing, we're diving into the psychology that dictates an irresistible pitch. We'll walk through the six psychological triggers—reciprocity, authority, social proof, scarcity, commitment, and liking—that can turn your pitch into an offer they can't refuse. You'll come away understanding how each trigger can be woven into your marketing narrative to capture the interest of potential partners from every angle.But the insights don't stop there; You'll be armed with a four-step blueprint for crafting a high-converting pitch that includes the hook, value proposition, social proof, and the decisive close. Curious about the application? I'll be giving some real-life examples, showcasing how these strategies have found success in diverse settings like gyms and coffee shops. As the episode wraps, discover advanced techniques for scaling your strategy: automation, social media dynamics, and powerful referral networks become part of your armory.What You'll Learn in This Episode:The role of effective communication in strategic partnerships.Common pitfalls dentists encounter in ground marketing.Psychological triggers that elevate your pitch.A four-step structure to craft a compelling pitch.Advanced strategies for reading reactions and handling objections.Innovative incentives to make your offers irresistible.Successful real-life examples of pitches in non-traditional settings.Techniques to automate and scale your ground marketing efforts.Hit play and discover how to skyrocket your dental practice with winning marketing pitches!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Businesses/Brands:CrossFitLA Fitness‍Software/Tools:Excel‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: mastering Your Ground Marketing Pitch. We're gonna be discussing how to competently communicate your offer to potential partners. Now ground marketing is one of the most powerful cost-effective strategies to create a continuous stream of new patients for your dental practice. Not only is it a continuous stream, but this stream has depth volume, however, success hinges on your ability to pitch effectively, turning cold introductions into long-term mutually. Beneficial partnerships. This is just good to do in general, even when you're just talking out and about. This is gonna really, really help you out with your ground marketing, but also people skills and so much more.Now, most dentists fail at ground marketing because number one, they talk too much about themselves instead of what's in it for the other person. Two, their offer is unclear, generic, or lacks an irresistible incentive. Three. They don't overcome objections with confidence. And four, they fail to follow up strategically.Now this episode's gonna break down every detail of crafting, delivering, and closing a high converting ground marketing pitch so you can walk into multiple businesses and secure referral partnerships Specifically, we're gonna be discussing three things, three events, three businesses in this episode, schools, gyms, and community events.Now, understanding the psychology behind an irresistible pitch. People buy into partnerships emotionally, then justify them logically. So if a business owner doesn't feel emotionally engaged by your offer, they won't care about the details. So here's how to structure your pitch so it triggers a yes response in their brain.There's six psychological triggers that make people say yes, and we've discussed them in previous episodes. And number one, reciprocity. People feel obligated to return favors, so offer something valuable first before asking for anything in return. Two authority. Position yourself as a trusted expert, not just a dentist looking for new patients, but you can possibly use phrases like most people don't realize how much their oral health affects.And then you mention a specific concern like how much their oral health affects their diabetes, their confidence, their fitness, et cetera. And continue with that. You're positioning yourself as a trusted expert.Three social proof business owners want to know that others already trust you. So mention existing partnerships. Four. Scarcity. If your offer feels exclusive or limited, they'll value it more. Five. Commitment and consistency. When they agree to something small, they're more likely to commit to something bigger later.And six, liking people do business with those they like and trust. So make your pitch conversational, not salesy. Okay, so those are the six psychological triggers that make people say yes, and that's what's gonna be behind your pitch. So the proven formula, we're gonna share it right now for a winning ground marketing pitch.There's a four step structure of a high converting pitch, and we discussed this in the ground marketing course with further details, but every effective pitch follows this proven structure. Number one, the hook. So instantly grab their attention. Start by focusing on them, not yourself. Here's a couple examples, right?Hey, I love how your gym promotes holistic wellness. I love to support that in, a way that makes your members even happier. Or, Hey, your daycare does an amazing job helping kids developing their confidence. You know, I love to offer something that makes parents feel, supported. Make sure it's a hook, grabs their attention.Not long, 10 seconds or less, Hey, it's free. Grab whatever you want, right? That's at an event. Make sure. It's a hook. Then the second part is the value proposition. Now this one's 30 seconds, or less, right? What's in it for them? So first we instantly grab their attention, Hey, it's free. And then what's in it for them?So explain how your partnership will help their business members, customers, or students. So here's an example. We found that parents at daycare centers love getting expert guidance on their children's oral development. I love to provide a free Healthy Smiles for Kids Workshop that adds value to your families.Or, our goal is to help your customers feel more confident about their health. We can provide a free small performance assessment for your members the next time you have an event. Boom. That is the value proposition. 30 seconds, that's what's in it for them. The next thing number three is social proof.That's another 30 seconds or less. Show that others trust you. So you can share a real world example of success to make them feel comfortable. You can say, you know, we've partnered with, this specific business and they loved it because it gave their customers an added benefit at no cost to them. Or you can say, Hey, when we ran this with another business, they saw a 27% increase in engagement from their members.So that's why it's important to track these things because data like this helps when you are doing your pitch, when you're providing the social proof. I personally like the first one, we've partnered with this local businesses and they loved it because it gave their customers an added benefit at no cost to them.Sometimes I say, Hey, you know what, for this month we're specifically doing this, blah, blah, blah. For the community, we wanted to promote you. A lot of people saw more of our patients become their clients, we just wanted to have your information. Boom. Social proof, right? And then finally the close 10 seconds or less.This is a soft, no pressure ask. Don't say, would you like to do this right? Say, Hey, let's test it out. Let's make this happen. If it works we can expand it. Sound good? Boom, that's it. That's all you have to do. So that was the hook. 10 seconds. The value proposition, 30 seconds. What's in it for them?The social proof show that others trust you. That's 30 seconds and the close, that's 10 seconds and it's a soft, no pressure ask. So that's what in total, that's about a and a half. Obviously there's gonna be conversation back and forth, right? Don't try to, I have a minute to do my introduction and that's it.No, make it like you're playing catch with this, right? Do the hook, play, catch value proposition, play catch, social proof, play, catch the close, play, catch right conversations going back and forth with them. Now you wanna learn, and this is huge, huge, huge advanced strategies for maximum impact. A how to read and adapt to their reactions.That's, I can't tell you how incredible that is because sometimes you will see people say, yeah, definitely drop off your signup sheet. I'd love to have this person. You can see their reaction. They're thinking of people in their mind to sign up. They have family members, all these things. Although you said it's for the employees, but they wanna sign people up.Then you see people who, their reactions, they could be saying, yeah, just leave it, drop it off. You'll come by and pick it up on Friday. they're not even looking at the sheet of paper or they're not even thinking about the calendar or anything like that. their reaction is, plain.nothing to it. That's where we're gonna be discussing right now, how to read and adapt to their reactions. So if they lean forward, nod, or especially ask follow-up questions, they're interested, move toward the close, right? But if they seem hesitant, use the softening technique and the softening technique is, you're just totally understandable.So you can say something like, Hey, totally understandable. I know you're busy, so let's just try this with a few people and see if they like it. Or we can try this with a couple of your classrooms and see if they like it. Or we can try this with a specific grade, or a specific daycare or a specific time.We can try this at your next event, right where you have more vendors. Totally understandable. Uses something we call the competitor mention technique. You can say, I totally get it. LA Fitness said the same thing at first, but when they saw how easy it was, they loved it.So you can mention something like that. You're mentioning the competition. I've yet to need to do that. But we do have members who have done that and it works fantastic. So you can go ahead it's a partnership and you see that they're leaning forward with success, once you do, you can tell, you can read and adapt their reactions from the hook once you're like, yeah.And then the value proposition, if their eyes get wider, their eyebrows raise higher, they see more excited. They want to sit and talk with you. They give you more time. You already closed it. You know, you don't need to, think about it and say, okay, you know, we can test this out with a couple people.No, you can just say, we'd love toparticipate at the event, or whatever you're trying to do right now. Objection handling. Sometimes you may get, people say, especially at corporations, we don't usually do partnerships like this. Now you can say, I totally understand. Neither did this specific business, but after trying it, they loved it because it added value to their customers.Had no extra effort on their part. We're doing everything right. So then they're gonna say, okay, cool. You may get objections like, I don't think our customers would be interested. that's where you say, I hear you. Most customers don't realize they need this until they're offered it. That's why we start with a, small group or we start at a small event, or we start with a couple of your people right, to see the response You may get, we already work with another dentist. This one I have gotten many times. Now you can say a couple things. One thing you can say is like, Hey, that's great. That means you understand the value of oral health for your customers, your children, your members, whoever, right? But what we offer is a bit different.Our approach is a hundred percent focused on than mention a unique angle. Would you be open to seeing how this compliments what you're already doing and then boom, you continue. Right? A lot of the times, especially at schools or daycares, you may get someone who says, yeah, you know what? We already work with another dentist.Say, oh no, I completely understand. You know, that's fantastic. That's wonderful. You value oral health for your customers, your members, your students. Wonderful. I love it. what we wanted to offer was a little bit different on their approach. I think they come like once a year, once every two years.Right. And typically, yeah, they do. Dentists come once every quarter or once every two years. And then you can mention, what we wanted to do was just offer like a mini workshop, no competition, nothing like that. We're not trying to steal customers or steal anything like that. We just wanted to enhance, the importance of oral health, right?Or enhance the importance of a specific unique angle. we can start off with just a couple classrooms. That'd be perfectly fine. It can be part of like an assembly or whatever, and then boom. You're like, yeah, you know what you let's make it happen, and then you can make it happen. A lot of it has to do with your tone of voice too.Now that's what you're gonna do with objections. You're gonna have those advanced strategies on how to read and adapt reactions.Now your secret weapon is gonna be irresistible incentives that close deals. Most businesses won't partner unless they see a clear win. So use high converting incentives and every community, every location is gonna be different. Giveaways that work, for example, are whiteningsfree whitenings. that's probably universal and makes their customers feel special.Then you can do free digital smile makeovers, it's digital. So more engaging than a cleaning you can do exclusive offers if you want, That increases engagement, gift cards and things like that. Personalized oral health and fitness guides. free mouth guards if you like.free office tour a special on a new patient exam at the same time. Sometimes we do have quite a few members don't offer anything for free. they're just available for them and they stay on top of mind. They have specific people who are just ground marketers who make sure they are up there in there, in the businesses, staying on top of mind, staying on the events.Helping them connect with other businesses. And they are just, I mean, they've never offered anything for free. They're just like, Hey, we're here. And then they're always participating in their, things. And those are fantastic. Those are fantastic when they do that. But me personally, yeah.New patient exams, free office tour, and free whitenings. Those are my top three for me. Now the urgency hook, we're only offering this partnership to two local gyms this quarter, or we're only doing this with one gym this month. It can be the health and wellness month or whatever that you want to call it.And yeah, they're gonna wanna partner up with you because it's, Hey, I wanna be that one gym, right? That's in front of your patients. Or you can say, Hey, we have room for just five daycares to receive our free Healthy Smiles workshop that we're doing this month, and we thought about this daycare and we'd love to do it.now, the follow-up system that converts interest into results, this is how you're gonna wanna follow up, okay? Now the day after, follow-up email or text, right? You can say, Hey, excited to work together. My name is great meeting you. Here's a quick summary of what we discuss and let's test this out, or let's make this happenand see how they like it.I'll follow up in a few days to check in, right? And then you wanna. Personal check-in. You wanna call or drop by in person and just say, just wanted to check in if you had any questions or needed any materials for me to make this easier, especially if you're gonna be a part of an event, if you're gonna be doing a specific workshop or a seminar, if it's a daycare, you might possibly be doing a workshop or something like that.If it's a gym, you're probably gonna be at an event. If it's a community event, you're gonna be at an event, right? You wanna continue to check in, see how you can be of help. And then week three and four you wanna share testimonial or success stories from other partners. Offer an exclusive upgrade to keep them engaged with these partnerships as well.Now the next step, scaling ground marketing to dominate your market. The way you wanna scale this is automate follow-ups. So use a CRM to track partnerships and automate email, text reminders. Now, in the ground marketing course, we do have, it's an Excel sheet that it's a template. We have it for you, and in there we show you how to do this, how to automate follow ups with potential partners and referrals, right?Businesses that you're going consistently in there. You're picking up signup sheets, you're dropping off flyers, you're doing their events, you're helping them out. But at the same time, obviously they're referring new patients. So following up is key. ' cause you're like in a relationship now, so you want to continue to show up.At the same time, you also wanna, number two, leverage social media. So tag businesses and posts to increase visibility, right? Once you've created this partnership, tag them a ton, even if you're near the specific business, if you're around the specific business. If you're in front of the specific business or you're obviously in the business, tag them.Leverage social media. Three is develop a referral network. So introduce businesses to each other and position yourself as a trusted local authority. the relationship doesn't stop there, right? Meaning, if you find they will benefit. Let's just say you're going to a specific gym and hey, the gym owner for this CrossFit will benefit knowing this other person or this person at the district.Let me introduce them. 'cause I know we've had that conversation that they wanted to be in the district too, or something like that with the schools or children or whatever. Make that happen. Make that introduction happen and that's it. Not only does this strengthen the referral, partnership, but at the same time.You're helping out the community and now you're providing benefits for both of those businesses. You're on top of mind for both of them, and it's easier for you to do things with them now, be a part of their events and so much more. And for finally, host joint events. So partner with local businesses for workshop, top of events, booths, things like that helps out a lot.So once you do that, that's basically it. The strategic ground marketing approach. You wanna make it low risk and high value, you'll close more partnerships and get more referrals and dominate ground marketing. Never say, what do you think? Never say, could we do this? Right? if you find any hesitation at all, just say, if you want, we can give it a quick try on, on the event that's coming up for you or on your next event.Or we can give it a try with a couple people in your group. If it works well, we can expand it. Sound good? Boom. That's it. This works. Most business owners don't want to feel like they're being pitched, but they love it when someone supports their business. So this approach makes them feel like they're getting the better end of a deal while naturally positioning you as someone worth promoting.So the key is get before you ask. They should feel like you're helping them first, make it feel effortless. No extra work for them. Leave a natural way for their customers to engage with you. Okay. So now I wanna share with you some scripts, for your initial approach. And remember, we wanna frame it like we're helping them. So we want to casually walk in and say, you know, if it's a gym, hey, you know, we're running a healthy smile healthy body campaign this month, and we love featuring local gyms.Can I grab your info so we can promote your gym to our patients and stay quiet? They will love this. Do this with every single fitness studio that you know of. The next one is a coffee shop. You can walk in casually and say, Hey, we're doing a sip and smile feature this month where we highlight local businesses.Our patients love. They love this coffee shop. I love this coffee shop. Can I grab your info so we can promote your coffee shop? that's it. Stay quiet. They will love it. Salon and med. Spa casually. Walk in. Hey, we're doing a confidence month, a spotlight, and featuring top local beauty spots. I'd love to include your salon, would it be okay?Can I grab your info to share with our patients? Boom, they will love this. And then daycare. Hey, this month we're doing a Healthy Smile for Kids feature and letting parents know about trusted local daycares. Can I grab your info to share with them? Not one person. Will say, no, don't. They will love, absolutely love this.you are gonna be a hero to them once you do these scripts. Right now, in the ground marketing course, we share these scripts in so many more scripts, as the initial approach to get your foot in the door, to start the conversation, to already start making this partnership happen. So many more scripts and we dive deeper on the scripts that I just told you about and show you way, way, way more.Right. But that's how you wanna do it. They give you their info without hesitation when you do this because you're helping them. And now once they're, you know, yeah, lemme grab some information for you. Yeah, of course. Take some more information, whatever, right? Once they give you their info, keep the conversation about them.Make it still about them. So with the gym, Hey, how long have you been in this location? Your gym looks amazing. The coffee shop. Hey, what's your best seller? I'll make sure to tell people to try it. The salon. Do you guys do VIP events? We see a lot of patients who love Self-care. That one's nice because they'll say like, yeah, you know what we do, VIP, eventual.We've been thinking about it. And boom, lo and behold, you guys can partner up and make something happen. The daycare. Are you guys taking new enrollments? I mean, parents always ask us about trusted daycares. Having these, conversations where you're still following up still continuing the conversation.Those questions specifically, ultimately crucial. I mean, you are deepening. You are building that relationship. You are dropping the reciprocity seed in there. By showing interest in their business, you're making them feel valued. They will now naturally start thinking about how they can help you in return.Now, step three, right? Once you're building the rapport, you can say, by the way, we see a lot of patients who are into fitness, sometimes they ask about gyms in the area. Would it be okay if we left a small signup sheet here for people who might wanna learn more about. Dentistry or dental wellness and how it connects to performance.Boom, that's it. Coffee shop. We have a lot of patients who love supporting local coffee spots. If it's cool with you, I'd love to leave a signup sheet here so anyone interested in wellness can get some cool perks in the future. salon. A lot of our patients are into beauty and self-care.Would it ever be okay to leave a signup sheet here for anyone who might want tips on how their smile plays a role in overall confidence? Or anybody here who might need free whitening? That's it. If you mentioned free whitening in a lot of them, gym, coffee shops, salons. leave that here and you're gonna see them sign up. But mainly coffee shops and salons are huge and a lot of the times gyms are too. Now with daycares you can say, many parents ask us about oral health for kids.Would it be all right if we left a little signup sheet here in case any parents have questions or want some free resources? We're running a new patient exam right now too, as well. Boom. This makes it feel like a helpful resource, not a sales pitch. And then finally, Step four, you wanna create an irresistible, non-salesy incentive, right? The gym, we're also giving gym members a free smile performance guide if they sign up or giving them free whitening. Same thing with,the coffee shop. if they sign up, we're giving them a free sip and smile rewards card, or they don't even have to sign up.It's just another free whining. If you want, justmake sure your incentive is according to location. It has to be appropriate, Step five is the indirect close. So getting them to promote you without asking directly after they say, yeah, you can definitely leave something off, or, yeah, you can definitely leave us your information or whatever.You can say, I'll stop by next week to pick up any flyers so we can let our patients know about your gym too, Would it be okay if I left some of our information here as well? You wanna say that with everyone? Make sure you're always, oh, thank you so much.This is fantastic. I love it. Hey, would it be okay if I also did this, a super small 5% at the very end? All you're doing is talking about them, you're highlighting them. You wanna provide more for them. And then you also wanna benefit their members, their residents, their customers, and at the very 5%, that's the ask, Hey, would it be okay if I leave some of my information here as well?Oh, and a signup sheet, just so anybody who's interested in blah, blah, blah, blah, blah, in a free whitening and this or that, they can just sign up. Would that be okay? Now they feel like. They got the whole good end of the deal, and the least they can do is, oh yeah, of course we can do that. So that's what you wanna do.And then step six, you want to keep, the business actively engaged, right? You wanna follow up casually drop by. Hey, just wanted to check in, see how if any customers were interested in the signup sheet wanted to stop by. Oh, okay. Cool. Yeah, there's a name. Hey, by the way, I gave a shout out to your business and our patient newsletter.Let me know if you want me to mention anything specific next time. That could be week two, week four. Hey, we had a few signups from your place. Just wanted to say thanks again for letting us set that up. If there's anything we can do for you, let me know. That could be week four, right? And then you just continually following up with them.You're continually following up with them. Now there's many, many things you can do when it comes to, how to do this right? Now, some real life examples on how this worked was with the gym, right? There's one where members secured a long-term referral deal with the gym was focused on airway and performance dentistry, and he realized that gym members were perfect candidates for his practice. He didn't use a generic pitch about dental health, which gym owners don't care about.before he failed to position his offer as a benefit to the gym. So that failed. Right? And he also, he never used reciprocity to make the gym owners feel like they were getting the better deal. So this is what he did. Instead, now he checked the gym's website to see their branding and target audience.He scanned their Google reviews to understand common complaints or interest from members, and that was huge. That was huge because that's already on the top of mind of the gym owner. And then he visited their Instagram page and saw that the gym was promoting an upcoming member appreciation month. And then boom, that's it.He just said, Hey, I wanted to be a part of that member appreciation month. Can we be a part of it? And then gave a little bit more conversation, extra value. He kept those Google reviews, the negative ones in mind and saw a way to combat that and used that to his advantage. But it acknowledged the Jim's current goal.It positioned him as helping them first, and it made it effortless for the gym. So it reduced all objections. And yeah, he used social proof, and then at the same time, he leveraged it. He can say, Hey, we recently did this with this gym, and their members loved it. Look at the social media.Other gyms reached out to him and said, Hey, can you come and do this for our practice as well? It was fantastic. So the results were really, really good. Members signed up in the first week. Many became new patients and the gym continued referring members every month, making this a long-term referral stream, and it was fantastic.Now here's another one where a practice owner, got into a coffee shop without paying a dime and she promoted her practice. Now this is pretty interesting because traditional flyers and business cards got ignored right at the coffee shop. so throw that out the window.If you feel like I'm just gonna drop off some flyers and hopefully people will sign up, it gets ignored, right? And she's proof. There was no compelling reason I. For customers to engage and coffee shop owners saw no benefit in promoting a dental office. So she did her research, right? She followed the coffee shop on Instagram and noticed they ran loyalrewards program where customers earned free drinks.She saw they often featured local businesses in their email list to boost engagement Just like most business owners saw that the coffee shop wanted to increase customer engagement and repeat visits, so she built her pitch around the goal. She said, Hey, I love your SIP and Earn rewards program.We're looking for awesome local businesses to highlight in our patient newsletter. Would it be cool if I featured your coffee shop? Notice how she offered something first, pre-promotion. She made the business owner feel like they were getting the better deal. Now the third step was she added a unique non-salesy signup sheet.So after a few minutes of chatting, she just said, Hey, I was thinking, you know, it'd be fun to offer your coffee shop customers something extra like a sip and smile rewards card for this month. Yeah, I was just thinking everyone who purchased a coffee or whichever 30 customers you absolutely love will also get free whitening with their coffee.I could stop by and bring some reward cards for you to give out. This worked incredibly. I loved it when she did this because here's the thing. You're not promoting yourself, you're not waiting for someone to sign up. You're not doing anything. This person, the barista already started having people in mind, oh my god, I can just give free whining to people.Yeah, you can give free whining to people. Oh wow. Okay. I had people in mind already. Oh, and then customers come in and you're like, Perfect. it ran out within like a couple of days. This was brilliant. And it worked because it was fun, relevant, and interactive. Not just boring dental flyers.This person's actually giving these out, right? This barista's, Hey, here's your coffee shop. And by the way, at the same time, the dental office right down the street, doctor, whoever right, told me I can give out a specific amount of free whitening to people and I just.I wanted to give it to you. You know what I mean?Or they conversated obviously, and then they said, Hey, here's free whining. Or they just said, Hey, you're coming here all the time. I absolutely love it. And we're able to give out free whitening to people. if you want it, here it is. Right?Never took it as offensive oh my gosh, I need white.None of that stuff. So get that outta your head if you think that's happening. That doesn't happen, at least in, it's never happened yet. You know, The coffee shop. Had increased engagement without doing anything extra. Right. But at the same time, obviously it brought in new patients immediately. that happened.She said, awesome, I'll swing by in a bit, drop off some loyalty, cards or some rewards cards. Would it be okay if I left a little bit more info and flyers as well around here? And then they're like, yeah, sure. Perfect. And that was it. That's all they had to do. 43 people signed up for the sip and smile giveaway the cards.17 booked appointments and then the coffee shop continued, referring customers and this was all within like a matter of days. So that was awesome. So the final takeaway, this proven ground marketing formula works every time you wanna research before pitching. Start with a hook that helps them.Offer something first, introduce the idea casually close with a no pressure offer. Follow up within 24 hours. Use this system and you'll turn every local business into a patient referral machine. Now, this is like the formula behind the scripts and strategies and things like that.Every business, every. Location, corporation Residency, HOA Chamber of Commerce business is different. They require different strategies, different methods, different ways, different systems, but the psychology behind it and everything is what we just said. So you wanna know more every. Specificity of the specific scripts, strategies and tactics and everything like that, that is found in the ground marketing course, like the gym one, the one we talked about, coffee shop strategies in their daycare events, all that with detail and templates and PD files and also real life examples of me doing them.have a hidden camera, like on my pocket so you can hear me, do some of these and also on the phone. That's all in the ground marketing course, and I teach you exactly how to do that. So if you're interested, go into show notes below. Click on the first link in the show notes below. It's the ground marketing course, checkout.Everything that's in there. I continue to add to it. Every single month, we continue to add more and more to it. So you never left alone, right? But yeah, definitely go check that out the ground marketing course. you want much, much more help, more detail. Next episode we're gonna be discussing networking hacks for dental practices.So thank you so much for tuning in. I'll talk to you in the next episode.

Can simply showing up in your community drive a successful marketing strategy, or is there a deeper game in play?In this episode of the Ground Marketing Series, we're exploring the fundamental tools and strategies that translate presence into meaningful growth. Contrary to the notion that just "showing up" is enough, I'm uncovering the structured, systematic approaches crucial for relationship-building and impactful outreach. I'm sharing insights into the key psychological principles that form the backbone of effective marketing—such as the law of familiarity, reciprocity, social proof, commitment, and consistency—ensuring long-term success and a steady influx of new patients.The toolkits we dive into provide a roadmap to a seamless ground marketing campaign. From the Relationship Building Toolkit, packed with business partnership essentials, to the Mobile Marketing Toolkit, which equips your team with visually impactful portable branding and lead collection tools, every element is crafted to maximize engagement. Additionally, the Content and Messaging Toolkit empowers practices to maintain consistent and appealing communication. We'll also explore systemizing processes for scaling efficiently, highlighting strategies like automated follow-ups and comprehensive team training programs.What You'll Learn in This Episode:The role of psychological principles in building sustainable marketing strategies.Essential components of a Relationship Building Toolkit.How a Mobile Marketing Toolkit can amplify your outreach efforts.Key elements of effective content and messaging for dental practices.Techniques for systemizing and scaling your marketing campaigns.The benefits of automated follow-ups and consistent team training.Tune in now to discover the foundational pillars of ground marketing and your outreach efforts!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Products:My Top Tools For Ground Marketing At EventsiPad‍Customer Relationship Managers:HubSpotPipedrive‍Communities:Dentaltown‍Businesses:Trader Joe's‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: All right, we're going to be discussing setting up for success, the ground marketing foundations.this is the essential tools and resources to get started. So now we're getting more tangible, right? The tools that you're going to need. Now, ground marketing is not just about showing up. It requires a structured strategy, the right tools and a systematized approach to maximize results.So throw everything out in case you thought I can just show up to a business and introduce myself and that's ground marketing. Nope, that is not ground marketing. You need a structured strategy. You need the right tools and you need a systematized approach to make sure you are effective. Now, I'm going to break down the fundamental components needed to set up a high performing ground marketing framework that ensures consistency, scalability, and long term success.Okay?Now remember, to start off, the thing you need to keep in mind is the core mindset. for ground marketing as a long term system. Now here's the thing. Many practices fail at ground marketing because they treat it as a one time promotional tactic instead of repeatable system, okay?The key to long term success is consistency, relationship building, and proper execution. Remember the psychological principles that will ensure this success. It's number one, the law of familiarity. People trust what they see repeatedly and ground marketing must be ongoing, not a one time event to the principle of reciprocity, give value first, and people will feel inclined to reciprocate.Three, the social proof effect. When people see others engaging with your brand, they assume it's reputable and worth their time. And for the commitment and consistency rule, small commitments. Increase the likelihood of larger commitments. So make sure you have those four psychological principles always in mind.Now they have to consistently see you. Ground marketing must be ongoing. And honestly, that's probably already what's going to separate you from all your other competitors, all the other practices, DSOs, prior practices in your area, especially if you're in a, saturated location, this alone, the law of familiarity will separate you if you're consistent.Here's a pro tip. Ground marketing must be a structured, trackable system, not random outreach. As soon as it starts feeling random, something is out of place. It has to be trackable and it has to be structured always. So that's why I say, throw that mindset away where you're like, I'm going to go out and ground market.We're in a busy shopping strip and there's a bunch of stuff. And I'm just going to go out there and hand out my cards and give donuts. And no, no, that's not trackable. That's not even a system. That's not structured. You're just going out there and in our treats I mean, You could do that if you want, and it might work here and there, but it's not a system.Build processes that are easy to follow and repeatable for your team. And that's what I'm going to give you right now. Okay? You're going to build a process that's easy to follow and it's repeatable for your team. And obviously, if you're in the ground marketing course, then you know how to do this and I provide you a template and everything like that.That's what you want to do. So number two for this episode is essential tools for ground marketing success. And here's the tools, right? A relationship building toolkit. This is going to be your toolkit to connecting with key community influencers. So to build strong partnerships, you need tools that help you establish report and credibility with local businesses, schools, mainly the school districts, Or the principals and specific organizations or corporations, HR services, things like that. human resources. The people who are in charge of logistics centers. If it's a warehouse, all these things, right? You're going to need number one, a business partnership kit, What can be involved in this kid is a, customized welcome packet, It's a practice intro letter. Maybe your specific business card, a small gift, testimonial sheets, that's in the welcome packet, customized. the second thing that it can have is a co branded flyer, and that can offer an exclusive discount for employees or the customers there, okay? It has to be an exclusive discount for them.And then three, it can be a sign up sheet for employees to schedule appointments directly at the workplace. it can be a glorified signup sheet, right? Just your practice name, the incentive you want to give and the name number, best time to reach you at, or text or call or whatever like that, right?Circle one. And that signup sheet is for the employees. That's going to guarantee you your second visit there. Although the co branded flyers will also guarantee you the second date too, as well. And what I mean by that is let's just say you're going to an apartment complex You're talking to the property management in the front. It might be like the manager, maybe you're talking to all three or four or ten of them, whoever, right? So you're going to give them a customized welcome packet, right? For their move ins. You're going to give them the sign up sheet for them. And then the flyers for the people there, right? Or at the event the apartment complexes have event all the time.So maybe you have flyers that you want to give out or welcome packets. You never want to give out a hundred of them. You never want to give out 50 of them, even if they have a thousand residents, a thousand employees, a thousand, whatever, just give out 10 for now, 15 for now. And then you're able to come back in a couple of days, or even come back in a month and say, Hey, we wanted to drop off some more flyers.Can I have some of your information as well? Right. Or, Hey, we want to drop off more flyers. Do you guys need more? What is the deal? And at the same time you can look at the signup sheet. So you have two reasons for this second date to see them again. It can either be the flyer like that, how I mentioned, or you can come back and pick up the actual signup sheet and, start calling people.that's always the best thing. You want to come back and pick up the signup sheet. But anyways, I digress, that's going to be in another episode. Business Partnership Kit. It should have a customized welcome packet, Your intro letter, business card, small gift and testimonial sheet, or if you want, right?Two is a co branded flyer offering exclusive discounts for the employees or the customers. If it's like a small amount of customers, right? For example, let's just say you're going to a Gymboree or a pediatric. Location. I don't know. Medical location specifically, like those customers never like to a customers, if you're going to a Trader Joe's or something like that, because that's not,their job is not to promote you. Their job is to do their job. And so that would be more for, if you're going to create a co branded flyer with an exclusive discount for the customer. And that would be more for a smaller location, like a pediatrician office, a Gymboree, a medical location, something specific, So a co branded flyer offering an exclusive discount for the employees primarily, and then a signup sheet for employees to schedule appointments directly at the workplace that's in your business Next thing is your networking and relationship log. This is huge.This I talk about, and I have a whole unit on this on the ground marketing course, but you want to track your interactions, track your followups and key contacts. This is simple guys. It's as simple as creating a Google sheet or having a CRM like HubSpot or PipeDrive to track. You want to track their contact name and business, the date of the initial outreach.Your follow up reminders and then notes on past conversations. There's never not enough information. You can put in there, put as much information on your notes, on the past conversations, your follow up reminders here is something I want to tell you. That's huge. the biggest mistake in ground marketing is failing to follow up.Relationships take multiple touch points before they yield results. I cannot tell you how many times people fail to follow up and that's the hole. That's the big hole. Where a lot of your effort will go to waste if you fail to follow up, meaning you're going out, you're dropping off sign up sheets. Maybe you forget a couple of people to pick up their sign up sheets, a couple businesses, you failed those businesses.Or maybe, a lot of the people in an event, They filled out their information and you're like, great, this is exciting. I'm going to call them, but then you get busy. You never do call them. You fail to follow up, or maybe you do call them, but then they say they're busy at the moment. And then if you can call them a little bit later, or you live a voicemail and you never call them again or reach out to them again, you fail to follow up.Following up is humongous in ground marketing and If you just follow the principle of being consistent, you're going to bring them all in, but you need to follow up. Okay, so make sure you have this networking and relationship log. You want to have their contact name and business, date of initial outreach, the follow up reminders on there, how often you want to follow up, and then notes on past conversations.Always have that on there. The more detailed, the better. Now, that's A, right? Your relationship building toolkit. You want to have those. Your business partnership kit, and that can be with your realtors, that can be with your, photographers, it can be with a lot of these, businesses that are like that.And then you want to have your networking and relationship log. Now B is your mobile marketing toolkit. Now this is what you hear a lot of people talk about, especially in Facebook groups, Dental Town, things like that. How to take your brand to the community. Now when engaging with the community, you need tools that make your brand stand out and create instant credibility.So you want to have a portable branding kit. And what I mean by that is have a branded table cover, right? For health fairs, schools, corporate visits lunch and learns just for the events. Have a branded table cover, a professional retractable banner with a clear call to action. Okay. Make sure it has a clear call to action.On what you want to do giveaway items, branded toothbrushes, floss, lip balm, mini hand sanitizers, mouthwash, things like that, right? Floss. You want to have giveaway items always with you ready portable teeth models for demonstrations, On brushing or just to make your booth look a little bit more exciting and always have memorized a quick 32nd pitch everywhere you go.and honestly, this was my quick 30 second pitch. So I'm going to just give it to you right here, right now. It was this simple. Hey, how's it going? Grab whatever you want. It's free. That's it. Was it even 30 seconds? It was like five seconds, right? Hey, how's it going?Grab whatever you want. It's free. And you just stay quiet. Now that was it when it came to booths and events and things like that. Any event, that's all I ever said. And once they came. And they did a little shopping. That's when I would start talking to them about their concerns, their needs, what we're doing, how we're partnering up with a specific location, what we got going on, the incentives and things like that.Think of a quick 32nd pitch always. Okay. That's your portable branding kit. Now your lead collection tools, how are you going to collect these leads? Now I would, and I still do have a signup sheet, just a regular signup sheet. At times I do use an iPad. I always want the ball in my court.So I would say either have a or you can have a QR code signup system. It makes it easy to capture emails and phone numbers. But me personally, I. Prefer to have a signup sheet where I'm actually writing your name and numbers down. Or an iPad where I'm actually writing your name and number down, but just on a digital form.And then the second thing you can have is raffle signup forms. People engage more if they get a chance to win something. And we're going to talk about that with events on another episode, but you're doing that, make sure everybody somehow wins something when you do a raffle. Okay? Because those are potential patients.Everyone is a potential patient to sign up, but you can have that raffle sign up. Right. And this is how you're collecting leads, names, and numbers. You're starting to get names and numbers now into your log, and you're going to start calling out to these people. Now, if you want, you can use QR codes linked to a special offer landing page to track how many people sign up from your ground marketing efforts.This is pretty trackable. Okay. So if they scan the QR code, then they're going to go to the landing page and now boom, you will see how many people at this event actually had interest, looked into the page. Maybe they didn't sign up. Maybe they did sign up and now you have even further details on who they were and stuff like that by using the QR code from this one specific event.So you can do that. Now those are going to be the two things, right? The A and B. Okay. Relationship Building Toolkit and then your Mobile Marketing Toolkit. Now the three things, C, is Content and Messaging Toolkit. So you want to pre frame your brand for trust and credibility. Your communication and marketing materials should be designed to quickly build trust and answer common objections.So have pre designed ground marketing flyers and handouts. Maybe have a general practice handout, an introduction to your office, services, and patient testimonials. Have specific service flyers. This helped a lot, especially at events. When I had one for Invisalign, there was some for dental implants.You can have some for sleep apnea treatment, things like that. Then have business partnership proposal flyers. Explain how partnering with your practice benefits local businesses. And that's all on you. How are you going to benefit them? Go into detail. Something, what we did and what you can talk about.Is once a month, we love to promote a specific, business. So if you want, you can just give us some of your information. We know you have your business cards locked up somewhere, just collecting dust. Why not give us a little bit of them and we will put them in our hygiene kits and we will talk you up and give it to our existing patients, right?Boom. That's more visibility for their business. And at the same time, once they give you a yes, let them know, Hey, would it be okay, we give you some of our information as well. During that month, they're going to see us the principle of reciprocity. Boom. So business partnership proposal flyer, you can steal that if you want, use it, but you can go deeper into that, or you can do something completely different.that is the pre designed ground marketing flyers and handouts. Then the second part of that would be customizable elevator pitch. Always have a 10 second hook, right? Hey, we help your children get the specific results they need with this unique approach, So always say we help a target audience get a specific result with a unique approach, and it doesn't have to be a super unique approach, but the way you word it has to sound unique.Okay. And then. You want to have a quick credibility statement. We've helped over 500 families in the area achieve better oral health. We've helped two thirds of our community, they love us, achieve a better smile, more confidence, right? And then just have a clear next step. You know, We're offering a free consultation.Would you like to schedule now? Actually, don't even ask them if you would like to schedule now. Just say, we're offering a free consultation. What's your name and number? I can get you in as soon as next week. Boom, And then continue that way. People trust and remember stories more than facts.So use patient success stories in your materials Okay. So remember, have a customizable elevator pitch, 10 second hook. We help a target audience get specific results with a unique approach. Then quick credibility statement. We've helped over 500 families in the area achieve better, whatever. And then a clear next step. If you want, we're offering a free consultation right now for the next 10 days. What's your name and number? I can get you in as soon as tomorrow. And boom, give them less time to think of an answer, but more give them the opportunity to give you an answer based on what their desire is and what they want immediately.when you do that, you can say like, Hey, I can get you in as soon as tomorrow. Does that work right now? They only have an option. Yes or no. Instead of like, Oh, let me look at my schedule for the next following 10 days. And Now that's the content and messaging toolkit. So I hope that helped out with the essential tools for ground market.That's what you're going to need. Okay. So real quick, essential tools for ground marketing. You're going to need your relationship building toolkit, which involves your business partnership kit and your network and relationship log. You're going to need your mobile marketing toolkit, which involves your portable branding kit.Your table cover, your table, even a chair, if you want professional retractable banners, your giveaway items, models, your pamphlets, things like that. Quick 30 second pitch. This is an event. And at the same time, I would say, add a, case that you can put everything in, I'm going to put a link And show notes below where I tell you what I use super simple stuff And it's like a case that has like wheels. You can just roll it almost like those bags you see in You know airports, but it's a lot bigger and it's a case where you can fit everything in there pretty easy You can just leave it in the trunk of your car So anyways, your mobile marketing toolkit it involves your portable branding kit and your lead collections tools And then see your content and messaging toolkit.And that involves your pre designed ground marketing flyers and handouts and your customizable elevator pitch. Now three is systemizing and scaling ground marketing efforts. So automating your follow ups for maximum conversions, most ground marketing leads don't convert immediately.A structured follow up system ensures high conversion rates. Meaning you go to an event, you get a hundred people signing up out of those hundred people. Maybe one third will come in pretty immediately. And then the other ones you're going to need to follow up and so forth, right? They're busy. Maybe they had something come up.It doesn't mean they're not interested. They're super interested. You just got to work with them. So immediate follow up same day. So send a personalized thank you message to new contacts, always right within the same day. And then within two to three days. Follow up, Hey, just checking in, send a text or email.Just wanted to check if you had any questions. We'd love to have you in for your free consultation. Remember, always have that sense of urgency. So you can say, Hey, just wanted to get you in before the month ends for that free consultation. So if you're ever offering anything for free, don't give it forever for free.Just say within this month, right? They know they have that time within this month, that it can run out. Now your month can run out in a week. If you're doing that event in a week from now, or it can run out in 30 days from now. But just make sure you say there's an urgency Then after that, if you still don't hear from them, follow up with them within seven days, right? Hey, we're offering the free teeth whining session for the next ten new patients. We'd love to get you in. It's coming down to the wire Just follow up with them if they haven't booked.And continue to follow up. and we're gonna have another episode on following up, but unless they tell you no, always continue to follow up. Don't put your feelings. Into their heart into their mind. Don't put your thoughts into their mind meaning Hey, I'm going to be bothering them.If I follow up too much. Hey, they're going to be mad at me. If I follow up too much. That's what you're thinking. They're busy. They're doing other things. They may want to do this immediately. And then boom, something else happens. And your follow up is a reminder. So do not do that. Cut that wire, cut that emotion, that connection.There's no connection there. Boom. Cut it out. You are relentless. Follow up right now. Be tactful when you follow up. Don't just continue to follow up. Every single day, all the time, but give us some space, give us some time, but some thought in your marketing messaging. And we're going to talk about that a couple episodes down the line on following up.Now that's how you want to do it with a systematizing, on your follow ups and then training your team for ground marketing success. Now, ground marketing is not a solo effort. Your team must be trained to execute consistently. So these things are super important role playing scripts for different scenarios, how to approach a local business, how to start a conversation at community events, and how to follow up out feeling salesy.Those are the three things you're going to role play all the time. I still role play. Okay. How to approach a local business, how to start a conversation at community events. How to follow up without feeling salesy, every single location, business, and so forth has a different script. And we're going to discuss those scenarios and those scripts and later episodes, but always role play.You want to train your team. And the second thing is assigned clear roles and responsibilities. Who is responsible for ground marketing, meaning they're responsible for initiating partnerships, tending events and fairs. Handling follow ups. Now we do have some members who split this up, meaning someone is responsible for building partnerships, pipelines, referrals.Someone is responsible for accumulating events, attending events and fairs. And then someone is responsible separate for handling follow ups. They're on the phones. They're doing all the follow ups because they're just ground marketing everywhere. there is people who do that. And obviously that's.The more focused on a specific thing, the better results. So that I've seen work incredible and I can't take credit for that. We have other team members and we have other members in the ground marketing course who initiated that and it works fantastic, but no harm, no foul. I did all this and you can have one person in charge of the ground marketing and they can do that, but just make sure you assign clear roles and responsibilities.Nothing should be lost. The best ground marketing teams practice scenarios weekly until responses feel natural. So the whole team should be practicing this. Everybody should be on the same page and at the same time they should also see, okay, this person's out ground marketing, they're building partnerships.The team should know where the ground marketer is at or what's happening as far as events and health fairs. Now if it's a huge event and health fair, obviously more team members are going to be involved. More people will know. Assign clear roles and responsibilities. Alright, so hopefully we understand that and coming to an end here on the episode.So by combining the right mindset, the right tools, and execution plan, ground marketing becomes a powerful engine for predictable patient growth. So in summary, you want to develop the right mindset, right? Remember, ground marketing is a system, not a one time effort. You want to equip yourself with the right tools, have your relationship building kits, branding materials, and lead collection tools.Document everything too. Okay. Three, systemize outreach and follow up. So you want to track your interactions, automate follow ups, and leverage relationship building psychology, Use reciprocity, use consistency, use scarcity, urgency, things like that. Four, train your team to execute consistently.Ground marketing thrives when everyone follows a structured approach. So train them to do that. Ground marketing is one of the most effective, powerful strategies for long term patient growth. with the right foundation, Your practice can become the go to provider in your community without relying on expensive ads anymore.So go ahead and do this, make sure you got this locked and loaded and ready. And then in the next episode, we're going to be discussing identifying your target audience. Remember the more focused you are with crowd marketing, the better. So we're going to discuss how you can focus and zone in on your target audience.Thank you so much for tuning in. And if you want more information, the scripts, scenarios, templates want to see real live action, me actually doing this and so much more be part of the community of ground marketers, then you can do so by joining the ground marketing course. You can either Google it, the ground marketing course, or you can go in the show notes below, click the first link in the show notes below, see what everyone's saying and join the ground marketing course.And if you do, I'm excited to see you in there. All right. Thank you so much for tuning in and we'll talk to you in the next episode.

‍Ever wonder why some patient interactions just click while others fall flat?In episode two of the Ground Marketing Series, we explore the powerful intersection of human behavior and effective marketing strategies. By tapping into the science of trust and first impressions, you'll learn how to craft genuine connections that resonate. We delve into fundamental principles such as the Trust Formula, where credibility, reliability, intimacy, and minimized self-interest work in harmony to build a strong foundation. Discover why mastering the art of first impressions through nonverbal cues like eye contact and open body language is your key to rapid trust-building.Harness the Reciprocity Principle by understanding the power of giving first to foster a sense of gratitude and trust among potential patients. We'll guide you through using the familiarity effect, social proof, and loss aversion to create compelling marketing strategies that emphasize connection and urgency. Transform your storytelling approach by weaving emotionally resonant narratives that leave lasting impacts. Additionally, learn how small commitments can pave the way for deeper patient engagement, setting the stage for success in practice growth.What You'll Learn in This Episode:Techniques to establish trust with potential patients quickly.The importance of nonverbal communication in making a positive first impression.Tactics for leveraging reciprocity and social proof effectively.How familiarity and repeated brand exposure foster trustworthiness.How to evoke urgency through loss aversion in marketing strategies.Storytelling methods that create emotional connections with patients.The role of small commitments in building long-term patient relationships.Tune in now to boost your ground marketing techniques with proven psychological insights!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍People:Joshua ScottDr. Christopher PhelpsRobert ZajoncP.T. BarnumDaniel KahnemanAmos TverskyRobert Cialdini (Cialdini's Six Principles of Persuasion)Seth Godin "Facts tell, stories sell"‍Books:Influence: The Psychology of PersuasionThe Trusted Advisor‍Marketing Tools/Services:Google AdsStudio 8E8‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: The psychology behind ground marketing. So I hope you enjoyed the overview of ground marketing. Now, this is the psychology behind ground marketing, understanding human behavior and building trust. This is essential to know how to ground market effectively.Now, ground marketing is more than just physically reaching out to potential patients. It's about forming genuine connections that lead to long term trust. Now to master ground marketing, you have to understand the psychological principles that govern human behavior, influence decision making and establish credibility.Now here's some unique and profound and researched back insights into how psychology applies to ground marketing, ensuring a strong and lasting impact. First thing is the trust formula. Now this is the psychological blueprint trust. Equals credibility, plus reliability, plus intimacy and self interest.Okay. That's by Charles H. Green in the Trusted Advisor. Now, the key to effective ground marketing is to maximize credibility, reliability, and intimacy while minimizing perceived self interest. The moment people feel like they're being sold to, they instinctively raise barriers. However, when approached with genuine care, expertise and value, they become open to engagement. Number one, credibility, right? Can they believe what you say? Do you have expertise, professionalism and brand presentation that all matters? Credibility, reliability. Can they count on you to follow through?So showing up consistently fosters subconscious trust. This is why we say, Hey, be consistent with your ground marketing. It proves reliability and three intimacy. Do they feel safe sharing their problems with you? So that means you've got to have empathy and active listening. That's crucial. And then for self interest, if your motives seem profit driven, if you look way too ambitious, people withdraw instead.Frame your marketing as helping rather than selling. So that's number one, the first principle, the trust formula.Two is the science of first impressions. Now, this is amazing. Seven seconds to win or lose trust. That's all you have. Neuroscience suggests that people form impressions within seven seconds of meeting someone. These impressions are 70 to 80 percent emotional. And it's based on nonverbal cues, such as body language, tone of voice, and facial expressions.So keep these things in mind right now. One, eye contact and open body language. Studies show direct contact without staring, don't make it weird, this increases perceived trustworthiness. Open palms signal honesty. kind of like a hug, right? Or you're going in for a handshake. Two is mirroring. Subtly mirroring someone's gestures and speech patterns build subconscious rapport.So if they're like, yeah, you know, I'm not feeling so Mirror that, Oh, you're not feeling so well. Yeah, kind of a thing. Okay. And then three is dopamine and the power of smiling. As you know, people can tell when you're smiling over the phone, right? A genuine smile releases dopamine, increasing positive emotional associations.So how can you apply this? Well, When engaging with potential patients at local events or businesses, right? Your physical presence is just as important as your words. Approach with open energy, a welcoming tone and attentive listening to establish an instant psychological connection. So do those three things, okay?That is the science of first impressions. Number three, this is something we talked about in the first episode. The reciprocity principle. Why giving first works. Christopher Phelps is huge on this. I know that This is a book influence written by Robert Childenny and it's the psychology of persuasion.And he mentions people feel obligated to give back when they receive something of value. So one of the strongest psychological drivers in ground marketing is reciprocity, the social norm that compels people to return a favor. So in marketing, this means. Providing upfront value without expectation, which naturally triggers a desire to reciprocate.Three things on how you can do this. Number one, tangible reciprocity. So like you're giving free samples, exclusive discounts, or helpful resources, right? That's one. Two, social reciprocity. Offering a warm introduction, referring someone to another trusted business or providing helpful advice that builds goodwill and three emotional reciprocity, expressing genuine appreciation and making the interaction about them rather than you fosters deep engagement.So you can apply this like this instead of immediately trying to pitch a service, offer a small unexpected gift or insight. Maybe a dentist at a farmer's market might give away customized smile friendly snack packs while offering oral health tips tailored to the audience, right? Hey, have some snack packs on us for free as you tour the farmer's market.You're doing this principle when you apply that. And so much more, right? So that's the reciprocity principle. Now, number four. the familiarity effect, how repeated exposure builds comfort. This is huge. Okay. There's something called the mere exposure effect. Now, the more someone is exposed to a brand, the more they subconsciously trust it, this psychological principle was first identified by psychologist Robert And he suggests that familiarity breeds likeability and credibility. Now there's three things to this. Number one, repetition, which equals trust, right? People need multiple positive encounters before making a decision. His community presence, repeated appearances at local events, schools, and businesses reinforce familiarity and three consistency in messaging using the same colors, slogans, and branding strengthens brand recall.So that's huge, by the way, don't continue to change a ton of numbers based on I'm using this number to see the ROI. Now we're using this number for mailers and ads to see the ROI. Now we're using this number to see the ROI for Google ads. It's too many numbers. There's no consistency in that, be consistent.Now, when it comes to ground marketing, successful ground marketers maintain a visible, non intrusive presence within their target community, instead of a one time event. Aim for monthly engagements at key locations, ensuring Potential patients feel comfortable seeing and recognizing the brand.this is huge. So if you feel you went to an event and that event was great, fantastic. And you go another time and it was great, fantastic. Continue to show up at this event. So I'm going to give you an example. Let's just say you do an event at a daycare and every month they allow you to go in there and set up a booth and it goes good.Continue to show up to that one. Instead of trying to do a ton of other events. One time only you could do one here and there, but make sure you build a foundation in specific locations, especially if that's where your target demographic is. So that's four. That is the familiarity Five is the social proof. People follow what others endorse. P. T. Barnum says nothing draws a crowd like a crowd. Now humans are wired to follow the lead of others. A concept known as social proof.When people see others endorsing a business, they feel safer engaging with it. Three things you need to do with this. Number one, strategic testimonials. Instead of generic reviews, you story driven testimonials featuring real customer experiences. This is why video testimonials are huge. Video testimonials gone are the days where you write down the testimonial and then put the patient's name and no pictures there or anything.It's just. A word and a random person's name, that's gone. That's dead. Don't do that no more ever again. If that's on your website, take that out I guess the second best thing you can do is picture testimonials, right? Like actually having the patient's face and then the wording, but video testimony, okay. So strategic testimonials, that's number one. Two is live demonstrations, publicly showcasing a positive customer experience creates a ripple effect. So continue to do that. And three is influencer and community partnerships. And we're going to talk about this later on.In a couple episodes, but influencer and community partnerships aligning with local influencers, well known figures, or community leaders enhances credibility. And you can apply this like this. You can encourage happy patients to leave video testimonials at community events. Alternatively, showcase real time transformations right before and after smile previews in public settings to drive curiosity.So show the before and afters, real life testimonials, show the video testimonials, but at the same time, if you're at a huge event you know, some of your patients are going to be there, take advantage of that they're on a dopamine effect right there. Endorphins are running.They're excited to see you. Hey, can you do a video testimonial for us right now? So that is social proof. Number six. Loss aversions. Why people fear missing out.Now, Daniel and Amos, Daniel Kahaneman and Amos Berski, they mentioned people are twice as motivated to avoid losses than to gain equivalent. The principle of loss aversion suggests that people hate missing out more than they love gaining something new. This is why time sensitive offers, exclusivity, and scarcity based promotions work so well in ground marketing.Give me an example. It's a limited time offers, The first 10 signups get free teeth whitening. Watch when you do that, how quickly people will run and sign up. And it's up to you at that point to say, you know what? I'm going to extend it 10 more just for right now, just because of you, I'm going to give you one more free one, right?One more free one. And you can continue to add that and say that to every single person. Everybody can get it. A hundred people can get it right. But you can say, I'm going to give one more free one just for you. They're going to feel extra special. The person signing up. And trust me, they're going to feel extra obligated to show up to that appointment to limited time offers.Second is scarcity effect. We only have 20 appointments slots available this month. Scarcity, right? FOMO, fear of missing out, creating a social momentum, right? Join 200 plus families in our smile club. Things like this encourages action. So create something, the social momentum. And you can apply like this, use subtle urgency when speaking to potential patients.For example, instead of saying we're offering a free consultation, say we have a few free consultations left this month. Would you like to claim one? And you can even get specific, we have three, we have two consultations left this month for free. What's your name and number? So I can put you down, right?Because it's gonna run out. And then watch them put their name and number down. So that is the loss aversion. This you can call it FOMO almost, right? Why people fear missing out. Seven, the power of storytelling. Emotion beats logic. Now you hear Joshua Scott from Studio 88 talk about this quite a bit, So facts tell stories sell. That's by Seth Godin. People don't remember statistics. They remember stories. Ground marketing thrives on relatable, emotionally compelling narratives that make impact. Give you an example before and after patient stories. Share real experiences where treatment changed someone's confidence or life.We know it changes smiles, but how did it change their confidence? How did it change their life? Share that personal journeys. Why did you start your practice? Authenticity breeds connection. Always, if you are a startup, if you haven't opened up yet and you're listening to this right now, please share that in your social media, share that story, share your personal journey.Why did you start your practice? Ask yourself that push record and just riff. Just talk why you started your practice. This is the beginning of your journey. You're going to see a lot of connections happen this way in a lot of new patients. And then three is emotional hooks, right? Use sensory language and patient driven success stories to make your message resonate.I'll give you an example of how you can do this. Instead of simply listing services, tell a short, powerful story at community events. For example, Last year, a mother came to us worried about her son's self confidence due to his teeth. He was being bullied. After Invisalign, he now smiles in every school picture.Look at the before school pictures. Look at the after school pictures. After Invisalign. Look at his confidence. Look how his life is changing. This kid will remember this forever. He will remember what you did forever. You changed his life. That's why we love what we do. And kind of continue with that point on right stories like these create an emotional anchor, making your brand more memorable.So that's the power of storytelling. Eight is the commitment principle. Now these are all principles when I'm mentioning involved in ground marketing, okay, the commitment principle, small yeses. Lead to big yeses. This is so huge. Robert Chiodeni says people who commit to small actions are more likely to commit to larger ones later.By getting people to say yes to a minor request, they become psychologically inclined to say yes to a bigger one.And I'll give you three examples of this, right? Micro commitments, a small step like signing up for a free newsletter makes them more likely to book an appointment. So have that two surveys and engagements. Asking simple questions like, Hey, do you floss daily increases their investment in the conversation.And it doesn't have to be about teeth either. It can be simple questions, open ended questions, right? That you're asking to the patient and then you want them to open up a little bit more, getting them to say yes in those situations or prime them to say yes in bigger situations, especially in real life when you're talking to them.So I like that a lot. And then three is loyalty and follow ups, rewarding small commitments, Give them a welcome kit. Thank you for coming in. Here's your welcome kit, right? Kind of A thing. It builds long term loyalty. And you can apply this like this. Instead of immediately asking people to schedule an appointment, start with low stakes commitments sometimes.Would you like a free smile assessment to see how your teeth could look? Once they engage, they're more likely to take the next step. So that's it. Those are the eight principles involved. In, ground marketing. Now the final thought, trust takes time, but it pays off, right? The psychology behind ground marketing revolves around trust, familiarity, and reciprocity.Now, when you apply these principles strategically, you create a system where people feel comfortable, engaged, and naturally drawn to your brand. The psychology behind ground marketing when it comes to all of this is that you really want to make lasting connections that convert into loyal patients.Every decision, a potential patient makes is influenced by subconscious biases, emotions, and behavioral triggers. Always remember that. I hope this is helpful, now I want to dive into some examples right now on how you can utilize some of these principles from the get go. Right? So number one was the trust formula, right? And we discussed what it meant, Credibility, reliability, personal connection. And then you want to have Less of a perceived self interest, So if you're marketing at a local school event, you know, you're wearing a branded polo display, a well designed clutter free banner, and you simple expert backed messaging, So you can say stuff like, Hey, did you know, 42 percent of kids have cavities by age 11. Let's help your child avoid that, right?If you're doing a specific presentation and parents are there. You want to frame yourself as an expert without feeling like a sales pitch and something like that will help you, but you want to say it in an emotional way, right? From the other things that we, learned from. So that would be more of the credibility.You're establishing yourself credible when it comes to the trust formula. Remember it's credibility, reliability, personal connection. So credibility, that's a good way. Reliability is, Hey, if you partner with a local pediatrician, don't just drop off business cards. Like I've told you, right?Instead. Set a recurring schedule. Dr. Smith, would it help if I came in once a month to answer parents questions about kids dental health? Now, this makes you reliable and on top of mind for referrals. More times out of not, they will say, Yeah, you know, we can create something for the community or we can do that.We can partner up. Reliability. You're building something together. You're seeming reliable. And third is personal connection, right? Now, personal connection, an example of application for this is if a parent at a community event expresses concern about their child's teeth, don't just push a service.Instead, relate personally. Say something like, I totally understand. I have young kids too. I always remind them that brushing is like feeding their teeth good food. Now, this builds emotional trust rather than feeling transactional. You're giving them something they can use when they get home too.And then finally, self interest, An example of this is, instead of saying, we're offering a special on teeth whitening, would you like to book? Say, a lot of people are surprised how much whiter their teeth can get with just one session. I mean, Look at the before and after pictures. Do you want to see a quick before and after preview?For you, we can make that happen, right? This picks curiosity and engagement leading to an easier yes. So these are things you can utilize, especially with the trust formula. Now, when it comes to number two, first impressions are everything. Remember the seven second rule, an example on how you can apply.This is at a local health fair. Don't sit behind a booth looking at your phone. Never ever do that. I can't tell you. And we're going to discuss this in further on how to perform for optimal results at a booth in a later episode. But this is my biggest annoyance when you see someone doing this.Stand up, make eye contact and offer a warm greeting, approach people with a natural question even, You can approach them with, Hey, how's it going? That's a question. But approach people. Have you ever seen what your smile could look like with Invisalign? Let me show you a quick digital preview, right?And then you show them. This makes interactions engaging and welcoming rather than, just pushy. First impressions are everything. Stand up, make eye contact and offer a warm greeting. No. You have to turn it on for those hours. Okay. And like I said, we'll discuss that in a later episode.Reciprocity. Number three, give first and they'll want to give back, right? An example of this is at a local gym, instead of saying, Hey, here's my business card, call us if you need a dentist, say, Hey, would your members find it helpful if we provided free sports mouth cards for youth athletes? For the young ones, If this is one of those type of gyms where they have a sports team and things like that, this works fantastic. They now feel obligated to reciprocate by recommending your practice when you do this. And it happens. Be as involved as you can be. Push the limits when it comes to this. Don't just sponsor something.Don't just make free mouth guards. The name of the game is never convenience in these things, right? Have them go to your practice, have them come to your operatory, get fitted. You know what I mean? Have their families come in because you want their families to become your patients too. There's so much involved in this.And like I say, this is going to be in a later episode as well on how to do this effectively, especially with, want to sponsor like teams and things like that. So number four is the power of, Familiarity. So the more they see you, the more they trust you. An example on how to do this is if you want to create an ongoing partnership, you can say, Hey, we'll be at a local coffee shop every Saturday, offering free coffee for new patients.When you do the coffee shop strategy, which is found in the ground marketing course, you're able to set up at the coffee shop as much as you want. And when you do that, you're able to bring people there as much as you want to, and the coffee shop loves it. And by showing up repeatedly, potential patients become more comfortable with your brand.Now, that's just one thing. Imagine showing up consistently at a gym, consistently at a school, at a senior home, at an apartment, where you feel, hey, I'm going to get a lot of new patients. I saw great results the first event, I'm going to continue to go. Be consistent. You want to be familiar with them. Five was social proof, right?People follow the crowd. Instead of saying, hey, we offer family dentistry services. Say, did you know over a hundred families in this area trust us for their dental care? And this can be written in your marketing material because it leverages social proof and it makes people more likely to consider your practice.Six with scarcity and urgency, people hate missing out. So instead of saying at a school event, we're offering free dental checkups. You can say, Hey, we're only offering 10 free checkup slots for families at this event. I can save you one right now. What's your name and number that creates urgency and drives immediate action.So you can continue to do these things, When it comes to how to apply it, we're going to make specific episodes just for these events, just for these locations, just for these businesses. if you ever wondered. And wanted to know how to get into a school ground market and get the children, the teachers, the staff to come in.We're going to do an episode on that, on gyms, on farmer's markets, on partnerships, on a lot of things, This is it. revealing it all here but if you want to know now and you want the strategies written down and you want the actual real life examples, you want to see me actually call some of these businesses, you want the Excel sheets, you want it all.There's a ground marketing course, and in that ground marketing course, you're, it's like one on one with me, right? And I continue to add to that course as well. And I'm going to put a link to that in the show notes below. Or you can just Google the ground marketing course and see what everybody else is saying about it.Now it's helped their practice as well. hope you enjoy this episode. Feel free to check out the ground marketing course. If you do, I'm excited to see you in there. And the next episode, we're going to be discussing setting up for success, ground marketing foundations, and we'll dive deeper into that.Thank you so much for tuning in and I'll talk to you in the next episode.

‍Dive into the world of ground marketing with our inaugural episode of the Ground Marketing Series, where I reveal its powerful impact in the dental industry!Unlike traditional digital marketing strategies, ground marketing leverages face-to-face interactions to cultivate trust and boost brand awareness by meeting potential patients in their natural surroundings. This episode explores the psychological and behavioral triggers that underpin ground marketing's success, including the mere exposure effect, reciprocity principle, social proof, and emotional connection. These concepts are not just theoretical; I'm bringing them to life with compelling real-world examples, such as strategic daycare partnerships, corporate lunch and learns, and impactful community health fairs.Tune in as I navigate through the tangible advantages of ground marketing, shedding light on how this approach consistently outperforms paid advertising in terms of cost-effectiveness and conversion rates. Ground marketing's sustainable practices pave the way for long-term growth, giving your dental practice a competitive edge. This episode is a treasure trove of insights that are not only actionable but designed to transform the way you think about patient engagement. Don't forget to tune in next week, where I'll delve deeper into the psychology that drives these successful ground strategies!What You'll Learn in This Episode:The distinctive value of ground marketing in the dental sector.How face-to-face interactions enhance trust and brand awareness.Understanding the mere exposure effect and its application.Insights into the reciprocity principle in marketing practices.Utilizing social proof to strengthen marketing efforts.Building emotional connections with potential patients.Successful case studies of ground marketing initiatives.The cost advantages and high conversion rates of ground marketing.How ground marketing ensures long-term sustainability over paid ads.A preview of psychological aspects in marketing strategies.Let's jumpstart your practice's growth by listening to today's episode!‍‍Learn More About the Ground Marketing Course Here:Website: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍Other Mentions and Links:‍Terms:EDDMPPC‍Marketing Tools:Facebook AdsGoogle Ads‍‍If you want your questions answered on Monday Morning Episodes, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: All right. So let's dive in to the first and foremost topic, which is introduction to ground marketing. We're going to get an overview of what ground marketing is and why it works. And then I'm going to give you real life examples of the success that ground marketing brings to a lot of our members. But I mainly want you to understand what ground marketing is.So ground marketing. Is the practice of directly engaging with potential patients in their own environment, such as schools, gyms, coffee shops, and community events, and so forth, to create trust and increase brand awareness, unlike digital marketing, which relies on online advertising and social media ground marketing thrives on face to face interactions.Relationship building and personal touch points that make businesses more approachable and trustworthy. It makes your practice, the go to practice in the community. It's approachable. They trust you. And there's a science behind ground marketing. Okay. It's not just, Hey, this is what a lot of us experience.There's actually four specific things that ground marketing does now ground marketing leverages, several psychological and behavioral triggers. That make it uniquely effective. But the foremost are number one, the mere exposure effect. Now people develop a preference for things they see frequently. The more often potential patients encounter your brand and their daily lives, the more familiar and trustworthy you become so.This also doesn't rule out any social media ads, any Facebook marketing, things like that, Google ads. It just helps as well. Just like ground marketing helps those types of marketing, mediums as well, it's touch points, but this touch point ground marketing.It's insanely strong. It's a human to human interaction touch point. It's in their life in real time like in person. So this is an insanely strong touch point that often converts within just one touch point. So the mere exposure effect is one to reciprocity principle. When you give people something valuable for free.For example, maybe something educational, free dental consultation, branded giveaways, things like that. Your time. They feel obligated to give back. And a lot of the times, it's done so by booking an appointment. And so, you're going to see a lot of the reciprocity principle. And ground marketing. It happens.This is a beautiful principle that never ever fails. Never once in the history of history has anyone said, yes, I love that you're doing all this for me. Thank you so much. I appreciate you. No, I don't want anything of yours. Just help me out. That's it. Boom. It's not human. The reciprocity principle works and that is delved deep into ground marketing.Three social proof. When people see others engaging and trusting your practice, they're more likely to do the same. So if more people like on social media, you start becoming popular on social media. They're like, Oh snap, people are following you. My friends are following you. My family's following you.They go to you more than likely. The other person is also going to go to them too, right? The person who's talking. So social proof, same thing in ground marketing. When you're at events, when you're at lunch and learns, when you're at. specific locations and your booth or whatever is popping and more and more people are coming to you and everything like that, more and more people are talking about you in the community.Social proof more in your community will go to you guaranteed. Social proof is huge So ground marketing does provide a lot of social proof. I'm just going to give you an example. If you're out at a school, or at a daycare and you're doing an event there and then you decide to post.Pictures and things like that and tag some friends, tag some teachers. I mean, That's just creating a lot of social proof right there that not only are you a dentist in the community, are you an established practice in the community and you're helping out the community and you're helping out the children in the community now, but at the same time, other people are talking about you and how in that one event.You did so much for the school, the daycare, the community, the children, all that stuff. And so that brings a lot of awareness, a lot of social proof, and it builds up a lot of credibility. And of course you get appointments and you get people coming into your practice. So that's number three and four, it builds an emotional connection.So meeting someone in person, as we know, creates a stronger, more memorable impression than an online ad. And I'm going to take this out of context a little bit. For example. My wife and I, it was a long distance relationship. I'm from Texas. She's from California. And when we would date, right. I met her in person first, obviously.And then after that we would email back in the day, it was more emailing and then, writing letters and then it became texting, that became like a huge thing. do you remember when you had to push like four, four times and then three to three and then two to two, just to like, you know, back then BRB, LOL, all that stuff was a lifesaver.But anyways that was cool and all, but then when you saw each other in person, the emotional connection was a lot stronger. so same thing, right? A lot of the times they may see you on social media, they may see your ads, they may see all these things, but when they see you in person, the emotional connection is a lot stronger.Same thing with concerts, events. That's why we have in person events when we go to a lot of these symposium or events or summits for our industry. But at the same time, concerts, same thing, right? You can listen to the band, you can listen to their album. As soon as it drops, you can be their biggest fan, but if you're never at a concert, are you that much of a fan, right?But when you get there at the concert, you experience a whole different environment, a whole different vibe. When you get there at those events, for CE credits and stuff like that, you experience so much more, a stronger connection. So meeting someone in person, creates a stronger, more memorable impression.And so that's huge when it comes to ground marketing. And that is probably the biggest thing is you want to create that connection with each person you meet while you're ground marketing. And it's powerful and there's a lot of real life examples of this, right? We have a lot of members in our ground marketing course who, give us examples on what they're doing. And honestly, they become extremely fantastic at ground marketing. And here's some real life success stories with ground marketing, right? There was a pediatric dental boom through daycare partnerships. Now the problem was pediatric dentists, they were struggling with low new patient numbers despite running social media ads, specifically Facebook ads. But the solution, instead of spending more on ads, they developed a ground marketing plan targeting daycare centers and pre K schools.Now here was the execution. They offered free tooth talk sessions for kids, right? It was quick, fun brushing demos and so forth provided free emergency dental care for school injuries, right? Positioning them as a trusted expert. And they left signup sheets for parents at the front desk with an exclusive deal for their first visit. Now the results were incredible. 42 percent of parents signed up for an appointment within 30 days. The practice gained 110 new patients in six months. And the cost, get this, the cost, 0 in ad spend, only time invested and personalized out in ground marketing. Case study number two, the Lunch and Learn Takeover.This was a corporate partnership. The problem was general practice in a competitive urban market was struggling to attract and share patients. The solution, they shifted focus from online ads, Google ads, to direct engagement with local companies. Offering dental insurance benefits and a breakdown to help them understand more of the insurance.And you're going to see that with corporations, especially employees from corporations. They just want to understand their insurance a lot more and a lot better. Now, the execution was we set up free lunch and learn sessions at companies, educating employees about maximizing their dental insurance benefits, offered a free whitening session or discounted, right?For those who scheduled an appointment on the spot and then created a direct contact within the HR departments to become the go to practice for the employees. So a lot of the times the HR department wants to answer their questions, but they can't, they don't have all the knowledge. Especially when it comes to this, you do, or someone on your team does, and now you're the direct contact.You can even mention, hey, we're the direct contact, even if they don't come to us. We just want to help you out when it comes to these benefits. And then boom, people will get sent your way immediately. Results, 18 scheduled appointments per session on average. I mean, This wasn't just a one time lunch and learn type of deal.It was consistent. The practice added over 230 new patients in a year. Became the official dentist for three corporate offices, generating steady patient flow, they honed in and targeted corporation partnerships, right? Specifically corporations. And then number three was, community health fair domination.And I love this one. This happens all the time, by the way, a startup, Practice with zero brand recognition needed new patients immediately, and they needed new patient momentum. The solution. Instead of expensive mailers, they partnered with local health fairs, setting up an interactive booth. So they offered specific things, right on the spot, oral healthcare screenings, fun, educational games. They use specific giveaway, signup sheets. They captured emails and phone numbers for followups, for raffles and things like that. The results doing these health fairs, right? Which health fairs happen all the time in your community. Be a part of them, please. But the results were 97 patient leads in one weekend, 51 percent conversion rates to scheduled appointments.And the cost for this, I mean, the booth and the materials and everything was just a one time thing, right? Once you get the table, the cloth, all the other fun stuff you want to get in later episodes, we'll discuss the necessities of what you need to get in your booth. All that was under 200 bucks for booth materials.And it yielded over 30, 000 in revenue. Health fairs are extremely profitable, especially when it comes to new patients coming your way. So these are just a couple case studies of what some of the members in our ground marketing course have experienced. But I mean, there's many, many more experiences.Facebook and ask what. Have you experienced with ground marketing? You'll see, or just type in ground marketing in any of these Facebook groups or, community forums, right for dentists and type in ground marketing, you'll see just exactly what these partnerships and health fairs and community events do for their practice and continue to do. So it's amazing. By implementing ground marketing practices can create trust, build stronger patient relationships, and see measurable growth without relying solely on expensive digital ads or billboards or EDDM or traditional marketing methods, right? Not to say that don't do all that stuff, but just see ground marketing as a strong, powerful arm in your marketing plan.Now, ground marketing isn't just an alternative. Two digital marketing. It's a psychological driven human centric approach that leverages face to face interactions. It's building trust and community integration to drive business growth, right? It doesn't rely heavily on ads or passive outreach.So I want you to keep that in mind. It's not about passive outreach. Ground marketing taps into real world engagement. You're forming lasting relationships that lead to higher conversion rates. Stronger loyalty and lower patient acquisition costs. It does require energy and effort and time. That is one thing.Okay. It will require energy, effort, and time for you to go out there in your community and do these specific strategies. But ground marketing will always succeed, especially when you have those four things always in mind, right? The principle of reciprocity, the mere exposure effect, trust through personalization, right?The emotional connection and then the power of social proof. These things are incredible, highly, highly, highly, integrated into ground marketing. as you're going to see, there's a lot of factors in this, right? I'm going to give you pros and cons on this. Why ground marketing works better than paid ads.A lot of the times, trust building, ground marketing, right. it has high personal interactions. It creates deep trust and paid ads is low on that. On the trust building ads are often ignored or distrusted, right? How many ads have you ignored today? Probably a lot. You don't even keep count. But then how many people have you ignored who try to interact with you?Maybe less than the ads, right? So especially if it's something that you need, the cost ground marketing is low. The only thing you need is time investment, but minimal spending, paid ads tie costly PPCs, right? Social media ads, mailers. That's high. So the cost is high on that. Ground marketing conversion rate is high, extremely high.You get personal connections. You increase the likelihood of booking. And at the same time, you increase the likelihood of not just booking one person, but their family in that moment. When it comes to paid ads, it's low to medium, Ad click through doesn't guarantee conversions a lot of the time. again, the cost is high and then the longevity of results. Ground marketing is sustainable. It has to be sustainable. I mean, They need to see you all the time. It's a relationship based marketing and it has long term value. Never stop ground marketing. Even once you're doing fantastic, you're doing amazing.You're getting in as many new patients plus 10 every single month that you want. Continue to ground market. Maybe you can tone it down a little bit. But continue to ground market always, right? It's just good for the community. It's good for them to see you. And obviously at the same time, it's building stronger loyalty.Now, when it comes to paid ads, longevity of results, ads stop working once the budget runs out. So as soon as your budget runs out, your ads. Won't be working. But ground marketing will always work, even if there is no budget there. So ground marketing is not just an alternative. Like I said, it's a fundamental shift in how your practice engages converts and retains customers.It's a low cost, high impact and backed by human psychology. Okay. So that means it's not just the study of marketing. It's the study of humans and those two things, the study of marketing and the study of humans is what's implemented in ground marketing. That's why it works.Real world interactions create stronger trust than any online ad ever could. So whether you're launching a new practice or you're looking to expand your patient base or solidify local dominance in your community, ground marketing should be a core strategy in your playbook. I hope you have a better view of what ground marketing is, and I'm excited to bring this series to the podcast.next episode, we're going to be discussing the psychology behind ground marketing. And once you understand this, once you understand the formula, you can pass it on to whoever you're also teaching the formula to and ground marketing too.But at the same time. Once you understand the psychology behind ground marketing, the principles, it will be a lot easier for you to do every single day, whether you're doing the specific strategy, or whether you're just engaging in your everyday life outside of your practice, you'll be able to start attracting new patients to your practice.So I'm excited to discuss that with you in the next episode.

Welcome to Dental Unscripted, a podcast hosted by Mike Dinsio and Paula Quinn. This episode focuses on ground marketing, a strategy for building strong community connections and attracting new patients.Michael Arias, a guest expert, defines ground marketing as a sophisticated approach to building trust and relationships before focusing on profits. He emphasizes the importance of genuine interactions and providing value to potential patients.CHECK RESOURCES FROM MICHAEL ARIAS HERE!!!The Ground Marketing Coursehttps://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/The Dental Marketer Podcasthttps://thedentalmarketer.site/podcastMy Email List/ Newsletter: Unlock Guaranteed Growth - Rare Tactics & Deep Insights to Transform Your Practice, Every Weekhttps://thedentalmarketer.lpages.co/newsletter/TOPICS DISCUSSED IN THIS EPISODE:Disarm sales tactics by being inquisitiveApproach businesses with genuine interest in their operations and offer assistance.ReciprocityProvide value to businesses, such as free whitening or exclusive offers, to encourage referrals.Building relationshipsFocus on building rapport with business owners and employees through consistent follow-up and genuine interactions.Targeting influencersIdentify key individuals in the community who can influence others and offer them special treatment to encourage positive word-of-mouth.Interacting at Community EventsUse interactive tactics like creating a spread of gifts to choose from or offering exclusive incentives to keep attendees engaged. Network with the Event VendorsOffer them exclusive deals and incentives. Collect their contact information for future follow-up as well. Effective follow-upImplement a robust follow-up system to convert leads and nurture relationships.This episode highlights the importance of consistency, persistence, and genuine care in building strong community relationships. By implementing these strategies, dental practices can effectively attract new patients and grow their business.ABOUT THE HOSTS:Whether you're a budding entrepreneur or a seasoned dental professional, this podcast is your go-to resource for valuable insights and practical advice. Subscribe now to stay tuned for exciting new episodes!  Michael Dinsio is a dental startup coach and/or a dental practice buyer's representative. Paula Quinn is a dental practice management consultant. Together they can help docs at any phase of their professional dental practice ownership journey! Visit Michael & Paula's webiste at https://nxlevelconsultants.com/what-we-do

Do you want to attract new patients immediately, increase your brand awareness, and be seen as the "Go To" practice in your community? Then start doing Ground Marketing today! Our Ground Marketing course offers a range of actionable strategies that will help you attract patients from your local restaurants, gyms, corporate locations, and small businesses in your area! With step-by-step scripts, foolproof plans, and real-time video demonstrations, you'll master the art of effectively engaging with your local community to attract new patients effortlessly. Click this link to begin your transformative journey with our Ground Marketing Course now! https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍‍Guest: Syed ShahabuddinPractice Name: 311 DentalCheck out Sundar's Media:Website: http://www.311dental.comEmail: 311dentalfam@gmail.com‍Other Mentions and Links:VenmoStudio8e8Heartland DentalKool-AidFerrariToyota CorollaMaseratiDr. Farhan MominJoe Ross and Associates - Real Estate BrokerUPSA-dec ChairSpear EducationCareStackCMOShare MarketingMVP MailhouseContagious - Jonah Berger‍‍For more helpful tips, strategies, ideas, and marketing advice:Instagram: https://www.instagram.com/thedentalmarketer/‍The Newsletter: https://thedentalmarketer.lpages.co/newsletter/Facebook Group: https://www.facebook.com/groups/2031814726927041‍‍My Key Takeaways:Performing a happiness exercise can be a great way to find what's really important in your life and align your values for the future!It is a privilege for us to see patients every day, so show them that they matter with a warm greeting and recognition!You do NOT need the most fancy piece of dental gear to impress patients. Get something they will actually talk about like a massage chair!All team members need to buy into the vision of the practice. When everyone brings their ideas and support to the practice, that's where it really shines.Personal touch can be lost in the fast-paced lifestyle of corporate dentistry. Honing in on one practice can really nurture and develop quality relationships with patients.‍Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes! [Click here to leave a review on iTunes]‍p.s. Some links are affiliate links, which means that if you choose to make a purchase, I will earn a commission. This commission comes at no additional cost to you. Please understand that we have experience with these products/ company, and I recommend them because they are helpful and useful, not because of the small commissions we make if you decide to buy something. Please do not spend any money unless you feel you need them or that they will help you with your goals.‍Episode Transcript (Auto-Generated - Please Excuse Errors)Michael: All right. It's time to talk with our featured guest, Dr. Saed Shaha. Budin. Saed. How's it going? Syed: It's going well, man. I'm blessed. Blessed to be here. Thanks for having me, Michael: man. What do we gotta do to get one of them shirts?Syed: It's a tough uh, a tough ask man. That's where I got 'em from. Oh, Michael: nice man. Syed: Nice. I like that bunch brand new materials, man. This is just the beginning. This is, this is just the beginning. Yeah. Studio Michael: 88 made that for you, right? Syed: Studio 88 did the logo for me. Yeah. So I can't take any credit. I chose it. So I guess that takes some work, but yeah.Michael: Yeah. That's a big decision. Yeah, no, that's true. But also say, can you tell us a little bit about your past, your present, how'd you get to where you are today? Syed: Sure man. I'd love to. So, I grew up in Chicago land, Chicago land area, about 40 minutes west of city of Chicago. In the suburbs. You know, one of the only brown kids in my entire class.Always had a little bit of a chip on my shoulder, always had some prove, you know, grew up. I wanted to always be I wanted to be a psychiatrist. Weird thing for a kid to want to be, but my uncle was a psychiatrist and I just saw the kind of respect that people gave him. He had his own business and I knew that he talked to, you know, his business was dealing with people and talking to people, and I loved that.And that's really kind of what I wanted. Started a little, learn a little bit more about that and decided, nah, actually that's not what I wanna do. The field isn't what I thought it was. You know, you're kind of just pushing pills more than anything. But I, I can say that my sister's like psychiatrist have, at the same time that I was like, you know, late high school I was getting braces.My orthodontist, I don't know how, what kind of language I could use on this. But he wasn't a very, like, he wasn't, he was nice, but he was kind of like full himself. So he I mean, I would go in and I'm a 16 year old kid, and this guy was just your typical uh, like Indian guy who always wishes that he wasn't Indian, he wishes he was white, you know, one of those guys.So I have vivid memories of going in there and him just bragging about his life and where he is and where, how he got there. You see that girl up front? That white girl, that's my wife. And I'm like, okay. he pulled out his appointment book. He goes, look at all these patients. They all pay me $200 a month.And I'm like, okay. He's like, see that car up there? That's mine anyway. Full of himself. Right? And I was like, man, this guy, I never wanna, I don't wanna be this guy. But when he would talk to me about why my mouth was the way that it was, I had some crazy issues. You know, I looked like a vampire canine teeth coming in weird ways.He would talk to me about why my mouth did that, how my teeth got to where they were. And I just thought it was like, I thought that was so cool. And I was fascinated. So I was like, I wanna do this butt be this guy. So, that started my fascination with dentistry, man. You know, fast forward through college, I thought about nothing else.I didn't have any backup plans. If I didn't get to dental school, I was gonna be a hand model in California or something. I didn't have anything. I had nothing planned. So, yeah, man. Went to dental school in Indiana. I feel weird just talking this long by myself, man, by the way. But Michael: you're like, I've never done.You feel like you're orthodontist guy. Yeah, Syed: man, man, we're going full circle here. That's crazy that Michael: he was like that though, that he was real quick. Backspace a little bit though. Psychiatry. When was the pivoting point where you're like, Nope, nevermind. Syed: Good question. I, I just started to learn more about it and it was late.And I just like, sat with my uncle and asked him like, what's, you know, what's like your life? Like, what's the day in the life like for you? And it's a lot less, I mean, what I realized is that I wanted to be something more of like a counselor or like a psychologist rather than a psychiatrist, because you spend like a couple minutes with the patient, I would hear him on phone calls and a phone call goes like this.You know, this is Dr. Whatever. Dr. S. Yeah. What's going on? Okay. That medication's not working for you. Okay, let's try this other medication. I'll call it in for you. That's like mainly your conversation with patients. Sometimes it's like, okay, and they're very like, just deadpan. Okay. Yeah. You're thinking about hurting yourself.Okay, let me get you started on this other medication. And that's all it is. It's a lot less of like, you know, Tell what, what's your, how are you feeling and what all that kind of stuff. I dunno, the, the connection isn't really there the way that I thought it would be, at least not for adult psych. Mm-hmm.You know? that was the pivot when I was just like, it's kinda, you know, it's not what I thought. Yeah. It's not what, so you've always kind of had like any psychiatrist out there. If you're a psychiatrist, man, do your thing. I can't do it. Michael: I can't, you know, you've always kind been, or it sounds like, I dunno if you've always, but like, You wanted to help, but more like on the internal, you know what I'm talking about?Syed: Yeah. Michael: Yeah. So why, why did, why did dentistry Syed: have, how did that happen? I was fascinated by the science of it. My parents were typical Indian parents. We barely went to the dentist, like barely ever. But I just was like, I know I wanna do something, help. Because I wanted to make people feel better.But I also wanted to have that connection. So like general medicine was kind of in the back of my mind, but then I started looking into dentistry as well. And I dunno, there, I think there was a website or something that I saw and it's talked about pros and cons of being a dentist and all that jazz.So I was looking into this, you know, looking into, started looking into it and I was like, this is it. Own your own business, which is a big thing as well. I wanted to do. Big, huge part of wanting, wanting to be a dentist, and you build connections with people and you can make them feel better pretty easily.So yeah, man. Michael: Okay, nice man. So then fast forward and then you decided to open up your practice. How long were you an associate or working for an Syed: associateship? Yeah, good question, man. There's a story there, but Graduated in 2017. I worked for Heartland Dental, big Corporate.Mm-hmm. Dentistry they're like almost double the size I feel like, than they were when I started working with them. Worked with them for four years and then moved back to Chicagoland area. When I was working for them, the first, I really only had a plan to work with them for like a year, and I'm like, I'm just gonna work with them for a year, maybe learn some things, get my speed up, and then I'm go do my own thing somewhere.I lost track of the vision. the vision was I wanna have my own business. I wanna be a leader. I wanna have my own practice throughout dental school. This is what I was thinking. And I'm like, you know, everything that I was learning at dental school, additional CE and stuff that I was doing in dental school, additional leadership, things I was learning was all to set me up for that.But when you work for a place like like Heartland, again, I'm not trying to throw shade, but you drink the Heartland Kool-Aid, everybody tells you there's no way out of this corporate thing. You gotta work with us and this is the best option. All these people who have practices, they're gonna be gone.We're gonna buy them all out, all that jazz. And it was just, you know, I was just listening to it and I should have paid no money to it, you know? So I lost track of the vision, when I was working for them. Michael: Okay, so when did you snap back into reality, I guess you can say, and been like, nah, man, like, I'm gonna do my own thing.Syed: That's a good question, man. You're a good interviewer. Can we just take a second? AppreciateMichael: that'll. I'll Venmo you somebody later. Yeah, yeah. Cool, cool, cool. Syed: Corny, I did a happiness exercise. My wife and I did a happiness exercise. This is what the exercise is, and I always advise everyone to do this Wherever you are in life, whether you've already started working, or you haven't started working, you haven't even thought of your profession yet, here's the exercise.Sit down, think very, very deeply about everything that you need in life to be happy. Everything that. Money, what kind of money you wanna make? What kind of material things do you wanna do? You want a Ferrari? Are you okay with a Corolla? What kind of house do you want? What kind of life do you want? Do you wanna have free time?Do you wanna go and travel? Do you wanna have time with your family? You wanna live close to family? All of that jazz, literally everything. And take like a full day and just do that. And then you have a vision. You have a life that you've built out for yourself in the future. You've decided these are the things that are gonna make me happy and just never compromise on those things. What happens is you get caught up in the chase. I'm sure that you know, you can sympathize. I'm sure that a lot of you guys can sympathize.You get caught up. This other person, this other, this friend that I went to dental school with is now they have three practices and I'm still here as an associate or whatever it is. You know, my friend who was went into, didn't even go to college, is driving a freaking Maserati and I'm out here with my whatever, it's, the chase clouds you here and it's it's dangerous because it keeps you from again, You lose track of your vision.What's gonna keep me happy? What do I need to be happy? So, in that list that I wrote up was living close to my family. I didn't live close family when I was working with Heartland, having my own thing, I would, that wasn't the case for me. So just a whole list of things, Michael: you know. That's interesting. besides that, besides owning your business and living close to family?What were some of the things that you needed or you need to be happy? Syed: I need to be fulfilled in what I'm doing, and part of that involves just providing like a great patient experience that, I can only do if I'm doing my own thing. So that's one thing is being fulfilled, you know, in my job, I'm not even gonna mention the the money thing because I'm making my less money right now and probably will be for a year than when I was working with Heartland, probably for the next three years, to be honest with you.But I had a number in mind and it's actually, it doesn't cost that much to, to keep me happy. Personally. I wanted to be stress free and be able to spend time with my wife, like a lot of time with my wife and not just like two, three hours in a day. I needed to be close to my parents.there's a lot on the list, but Yeah, I dunno. Okay, Michael: man. No, it's good. Its good now. No, it's good. It's good. Like, uh, right now, does your wife work with you or no? Yeah. Okay. So you're close, right? Yeah. Like it's good. Yeah. And then so the other stuff is I can't get away from her, you know?You don't want to either, man. It's nice like, yeah. Yeah. That's good. It's good that you're, you know what I mean? You did a happiness test and like realized and pivoted. How easy has this process been? So let me ask you like, When did you start looking for locations? Syed: I started looking for locations. It would've been around like May, June last year. Officially started like, kind of like looking at locations and turning off the idea of buying a practice and then turned to the idea of starting out my own. Oh, so you were looking Michael: for an acquisition first?I was. did you not find one that you were looking for or? Syed: yeah, partly that is part of the thing. For the longest time. So I'm really risk averse. I mean, this is the biggest risk I've ever taken in my life. I really try to make calculated decisions and I play it safe.Like I play it really safe. So my first thought was if I'm gonna have, if I'm gonna buy, if I'm gonna get a, have a practice of my own, I want something that's already established where I already know it's gonna be successful. I already know there's a guaranteed income already coming in. There's patients already there.So, I started looking into different brokers and talking to them about what kind of practice did they had and nothing was it, you know? and then I started realizing, as I talked to like more and more people outside of brokers, the way that the dental market is the, for offices, there's a couple of people, especially if you're in a big city like I am, Chicagoland.There's a couple of people who have, the brokers have them on speed dial because they're gonna offer the best price. And Heartland Dental's one of them, all these corporate places, you hard to compete with those people. If you don't have that kinda capital, you don't have anything to really show for it, you know?So, the only other option really was to then hit up dentists who are gonna retire or people practices that I liked, and then tell them, Hey, when you retire, would you be open to me buying this practice? Okay, when are you gonna retire? Two, three years? Two outside of my time zone, you know, it was like it was gonna take too long.Had a conversation with a friend of Farhan. I'm gonna shout. He was gonna start up a practice and I was gonna buy a practice. We had that conversation and we flipped. He bought a practice and then I started up my own practice. Mm-hmm. Cause he was just like, these are the, here's the pearls for having a practice, start a practice.Like you can set everything. That sounds really good. That sounds awesome. It's gonna take some time, but it's my own thing and I made every decision and it's a startup and it's something I'm always, I mean, it's sounds like it's a lot of fun. And he just realized like, I don't think I wanna do that. I think I just wanna buy something more established.It was weird. We did this 180 thing, both of us, but Michael: So then you found the location, you, was it immediately the first location you found, or were you like, Syed: no.Yeah, I worked with I worked with a couple of real estate brokers here. Dental real estate brokers. Mm-hmm. Actually not just dental, but health. Joe Ross and Associates. I gotta give him a shout out. They gave me kind of like a list of all the places that were sort of available and I went and checked out a bunch and I was like, okay, sure.Yeah. Maybe this one. Maybe this one. They checked some of the boxes. They weren't checking all of them, but I was like, I have to. And then I just went on a drive one day and I just found this spot here and it's the perfect size widthwise that I wanted. And it looked nice. Like it relatively new built like 10 years ago, I think, 19 years ago in the location that I wanted.before we scouted locations, my wife and I made dental appointments at a bunch of offices. Like in the area, and I was like, okay, I know what my competition is now. Yeah. Hold on, hold on. Michael: Why'd you do that? Why'd, why'd you, what was the point of that? Syed: The point of it was to, I'm always trying to learn.I'm always trying to improve. I picked up little things here and there from some of these places. Like, a little thing that I put into the patient experience here, but mostly to see, okay, what is my real competition care if I open up? Is there somebody down the street who's gonna do a better job than I'm?And if that's the case, I can't have confidence in myself and if I can't have confidence in myself, how is anybody else? But, so that's, that was kinda the reason why I did that. did you go, Michael: you went to these locations and got the, Syed: my wife and I did. Yeah. What were some of the things you Michael: picked up?Syed: One of the places that I went to wasn't even in the areas that I was looking at, but they're a huge name in Chicago, land area. I won't say their name. Mm-hmm. But they're a huge name here and you've probably heard of them and everybody probably has. their design was incredible. It was impeccable.Whoever is designing those offices, freaking kudos to you. And there was a lot of stuff like, they're really like one of. Cool offices, you know, so they had little, little things that I was like, that's, that's a thing that I'm gonna try to put incorporate later on, you know? But then there was things about the patient experience that I didn't enjoy.And the sad reality is that, single location practices are kind of few and far in between. That I have found, at least in the big city like Chicagoland, even that place that I'm talking about has like seven locations. They're opening their seventh and eighth location, and when that happens, man, the patient experience just falls by the wayside because the owner of the practice, the, the person who has the most stake in that business is not in the practice.And when that's not the case, then who's overseeing this? Somebody that you just pay. An office manager or somebody, they don't have the same stake in the practice as you do as a practice owner. So yeah, that stuff just falls by the wayside. And then you, you know, because the patient experience is suffering, now you gotta, now you've gotta compromise on cost for things.You gotta compromise on the time you spend with patients. It's all related. Mm-hmm. It's all related. So then you gotta change the vision for your whole practice and. I'm just gonna start thinking now mold seven, eight locations and just getting my profit that way versus just honing in on that one practice and providing the best experience.That's just kind of what I have seen working with the corporate places that working with Heartland that I, you know, I did for four years and then just kind of looking around and being like, look, there's a practice here quarter of a mile down the way, literally two minutes you turn here and there's another practice there.Three on the street over here. There's like so many practices that are around here, and every single one of them is one of X locations, and the patient experience is not there, you know? Mm-hmm. So that was my vision now then was to, I'm just going to hone in on that and that's what's gonna be, that's what's gonna be our shake.It's gonna take us a little time to get there. In terms of, success, let's call it. But if my patient experience is the way that I have envisioned it and the way that my team has envisioned it, we've come up with it together, people will be happy So then Michael: when it came to the specific things like the design, what was it like? You're like, I'm gonna, what was it, what was it and the design that you're like, I'm gonna take that, and what was it where you're like, dang, they're patient experience cause of this specific thing sucks. Syed: Design was the way that they engaged, like social media was a thing.Mm. I was like, I wanna do that. Cause people want that. People would love for their dentist to have that. So this is the way that they engaged with their audience was good. Like, there were hashtags things, there were QR codes everywhere. Why are my teeth bleeding? QR code? It takes it to a video of theirs.You know, it was like that kind of stuff. Mm-hmm. So that's down the line. That's where I'm going. That's where I would like, I would love to have that kinda thing. The list of things that I picked up that were negative is way longer. as simple as when you walk in, are people even noticing you?Mm-hmm. Are they taking you for granted as a patient? Do they appreciate you as a patient or are they just like, yeah. we're here and it's a priv, it's your privilege to be here and have an appointment with us. It's really the opposite. I mean, our field has changed. It's more customer service oriented and you have to have the mindset because it's true that it's our privilege to treat any of these people.It's our privilege. So that they let the, that they let us put our hands in their mouths and, for even to have 'em sit in the chair, we spend the money to get them in. so you have to realize that it's a privilege to see patients. And I didn't treat, I didn't, I wasn't treated that way when I was at these places.Like I walk in nice. Two gals at the front, none of them acknowledged me. I went up and I'm like, Hey, they're like looking up to me bored and not fulfilled with their jobs. So they're just like, yeah, can I help you? I'm like, yeah, I got an appointment. what do you mean? What do you think I'm doing over here? selling you watches? Like what do you think is happening I have an appointment. My name looks like it might beha. Just do your little research, you know? Little things like that, There was just no clarity on who's gonna even see me and who's gonna do my cleaning.Like Mm. Just it was clear that it was the male, you know? And then after I come in, there were like 10 people who came in after me. People were waiting. Wow. Michael: so then you mentioned something you're like, I'm gonna keep doing, I want to hone in on this, which is the patient experience, right.Until you reach success, what's success look like to you? Syed: Great question. Success for me is we are able to provide care for a lot of people and not compromise on our patient experience. That's success to me. And I pay my bills. pay my bills and I keep myself happy and my wife happy. and that's really it.That's success to me is being able to provide patient experience, enough that I am happy and my staff is happy and my patients are happy. That's vague. I know. And I'm sorry, but, I don't know if I have a number in mind, you know, but what's your, what's your breakeven number? there's some things that I spent a lot of money on.There's some things I did not spend a lot of money on, but, per month it's around like $35,000 would be breakeven. Michael: Okay. Okay. So Syed: it's for a seven operatory location, 2200 square feet. Uh, Around there, you know, that's including, that's the loan, that's everybody's salary and included, excluding mine, Which, yeah, I mean, I saved up some money. I'm not paying myself really a lot. Yeah. I pay myself a little bit, but I'm not paying myself a lot. Yeah. I'm paying myself, my wife and I on the same salary. Michael: Okay. Gotcha. Gotcha. When it comes to, uh, what you spent a lot on, in little on, what was that? Syed: I don't even say a lot.I spend money on things that when people come into the office, it's the things that they talk about. I got a massage chair. Mm-hmm. Um, It's not a lot. It's $1,600. One of my, one of my chairs is $7,000. My dental chair at $7,000. So like what's $1,600? Anybody who comes in? The UPS guy. Anybody who delivers anything.My cleaning people when they come in, Patients when they walk in, they walk when we're giving them the tour, I don't even point out to massage chair. They walk by and they, they walk like this and then they go, what is that? And they do a double take I'm like, well massage. What is that about?I'm like, if you have to wait a long time, I don't want you to have a bad experience. You can sit in the massage chair or even after today. Why don't you sit right now? And I give 15 minutes in massage chair and walk out and. where do I sign up? It's small things like, dude, I, I have sat in my chair, massage chair like once, but and it's a great one, but it was just an Amazon massage chair.It's nothing special. But one of the things I learned is that if you just go, if patients expect this, you just gotta be just right, just right above that and they're gonna be minds blown minds. Mm-hmm. You know? Thousands of dollars on 3D printers and all of this stuff. Some of it to market to patients.I mean, if you're gonna use it, do your thing. I mean, I'm probably gonna get one too eventually. But they just like spend all this money on things that, for the patient experience that patients never pick up on. Like if ate a chair. Mm-hmm. Chair, it's not me. If you do it, that's cool. A deck. No shade, but I just didn't feel like patients ever cared.I've been in offices where there were eight egg chairs and patients never mentioned it once, but my cheap chair has a $500 massage in it. And patients comment on that all the time. Yeah, just like these little balloons that rise and fall behind you, like right here. Oh, yeah, yeah, yeah. They just love it.They love it, man. So, the things I spent a lot of money on were, I didn't even, I negotiated. Tenant improvement. I didn't even negotiate rent. I was like, whatever your rent number is, that's fine. I'm probably paying a lot for this area. It's gonna be like rent and my maintenance stuff in by close to $9,000.Mm-hmm. So I don't know if that's a lot or not, but I I feel like it's, Michael: yeah. $9,000. Yeah. Yeah it is. Okay. So then these are some of the things I like that the, the cook for marketing, the massage chair. Right. Like, you know what I mean? Yeah. It's really, really interesting. Yeah. When it comes to um, the, well, actually, let me rewind a little bit.How much was your build out? Syed: Build out was, I just wrote the check yesterday, the build out, the final one. 300, like 34, 30 5,000. Michael: So it was three around $335,000. How was the construction process? Syed: You know what, man? I hear some horror stories out there.I did not have that. Thank God. you know, the guy that I went to, he builds a bunch of offices around here. I know several people who, he was definitely quick. But he was quick, but I had no idea when he was gonna do what, like there was no schedule. So it was kind of like unpredictable.But I'm grateful to be where I'm, where I am. We started, we broke around in October and then we were built out mostly February. like, I had equipment and it people come in. So, you know, like four or five months I hear some horror stories where it takes people a year, I think if you're gonna go through that process, that's an important question to ask of contractors is how many projects do you have going on right now?How long does it usually take for you to build out an office from where it is right now to the final, you know, thing? So that's a question I asked everybody. He was like, I take four months, just write, like, just right off the bat. And I was like, oh, okay. Other people were like, ah, it depends, you know, this, this, so he took four months.He did a great job. There were small things that I wish I had more input in. It definitely wasn't a thing where we sat down and came up with the vision for the practice. He is like, yeah, okay, we gotta layout together. He just started doing it and I was like, wait, wait, wait. What about uh, this? He's like, okay, I guess we can do that if you wanna do that.And I'm like, well, you already did the whole other thing. Let's just go that route. Michael: Yeah. Yeah. What were some things that you wish you had more input on? Syed: Man. Design stuff. It's all just finishes mostly. Mostly finishes. The floor plan I had input on, we sat, we, we did as something. We sat together and were like, this is where I want these ops and all that jazz.I want them this big. But design stuff like, you know, we have a sink in the hallway and he just put up this blue tile and this ugly gold little border. And I was like, dude, this looks like my mom designed it, but. I mean, yeah, it would've been nicer if I could have found a better thing. To be fair though, now that everything's built, it actually looks pretty nice, so, ok.He knows what he's doing. I don't, but, you know, no, that makes, Michael: makes sense. Right Now, how many employees do you have? Syed: Four, including myself. When did you open this week? Michael: wow. Wow. Syed: Okay. Okay. Technically this week. So we I mean we had a soft opening. we've been technically seeing patients for like two weeks.That's just been friends and family. We started seeing our outside patients this week. Technically Thursday actually, but last Thursday. Okay. Okay. It was an accident, but yeah. Michael: Lemme ask you, lemme ask you what, are you open? Did you feel like. At the end of the day, once your first opening day or once this weekend, would you like we were prepped, we were prepared, or were you like, I forgot this, I forgot that.Or I should have thought about this, or We should have done this. Syed: Yeah, no, I mean, we're prepared. Okay. We're good. I don't, we're not like, we're not crazy. Busy, busy. So there are things that I wish I had done earlier, which is where a schedule would have, I think helped. You know, a schedule for my contractor, but I wish, I wish I started marketing efforts earlier.I wish I started ground marketing earlier. I wish I did all these things earlier, but, it is what it is. So, like, you know, that first day we saw, like we saw three patients, the appointments, there's I do something called a tour appointment that I got from spear. Education. basically it's like a 90 minute appointment and I take them on a tour of their mouth.I take photos of my DSLR camera, we take an interoral scan, we do a bunch of stuff. so that's like a 90 minute appointment. And we had three of those first day. And then the next day it was like, you know, a couple, this has been a couple every day. It's not like I'm packed. No, I get, we have the time.I to also just sort of. It's not like we're slammed and we're like burnt out, I'm still going home at six every day. We close at six, we go home at like six 15 every day. But it's because I put in a lot of prep work. We started training like I hired in January and for the first week, We were just at home just learning stuff for the software.We, we use Cares Stack. Mm-hmm. So we were just learning Carest Stack for a full week and then we spent a good month training outside of the office on our vision. We spent two days just getting to know each other, learning new personality types and all that stuff. We went an escape room together. But basically just coming up with the vision for the practice together.I needed my everybody to buy into the vision of the practice, to buy into the experience, to buy into what kind of things we're gonna be doing for people. And they really did. I'm so grateful we, I did that because now anything that's going up on our social media is them. Anything that, any new ideas that we have, marketing wise, it's them.It's not me. I'm not great at that stuff, you know? Mm-hmm. So, they really bought in and made it theirs. It's been awesome to see. I'm proud of them. Nice man. Michael: That's good. What are you guys doing for marketing and advertising then? Syed: Good question. We so Studio a, d a, you would mentioned them. So they built out my website.I have SEMO share doing my online marketing, SEO and ads and stuff like that. We just started like maybe a month ago with that stuff, ask me in a couple months how it's going. But and then we've got MVP mail house. We're using them for print marketing and your ground marketing course.Have you started ground marketing or no? Yeah, so we did. We did, but so many people were asking, are you guys open yet? And we're like, we have to say like, no, we're not yet, but in a month, check this out. Ha ha. They're like, oh, ok ha. And then you can see them just the interest just weighing down. And part of that is to us, we probably could have done better things during the, during our scripts, but now, like next week, we're gonna hit it very hard.You know, we're gonna hit ground marketing very hard every day. We're going as we have a couple hours planned. Yeah. And we're just gonna be on the community. We're doing a couple of things here and there. Like next week we have a middle school, we're going to a career fair, so we're gonna have a spin wheel.I think it's gonna be cool. We've done a couple of daycares and sent home some stuff with the kids, you know, being like, Hey, we're three 11 dental to their parents. So we've done a couple of things here and there. We're gonna be at farmer's markets and all that stuff. So yeah, we had meetings where we decided this, we're gonna hit up this event, we're gonna be at this event, we're gonna be at this event.That's what we wanna be. We wanna be that office that is very active in the community and that like, you know, you're a little annoyed with because of how much they, they're in your face. Yeah. We're not gonna do a billboard or anything, but I wanna be out there, you know? Michael: Yeah. No, that's good. So hold up real quick.Rewind. You didn't get their information when they're like, are you open yet? Syed: We did. And then some of those people when we called back, we got some people scheduled. It's not like, yeah, half the people that we have scheduled were from those lists. But a lot of them were like, oh no, I need to find somebody like right now.And I was like, you can't just wait. They can't wait like a month. You can't wait. Well, you know, two months actually. Yeah. Yeah. Okay. Some of them are like, yeah, you know what uh, call me back at this time. You know, call me back in a couple months where you guys are. So we have called those people back. We're gonna hit up those businesses again.Yeah. It's not a big deal. We're gonna get it again. You know? Yeah. Now that everything is built out, now that this place is like, it looks so nice. I'm trying to be aggressive with getting people into the office and meeting us. Cause we're on conversion there. Who much and us. it's good.So we're trying to be aggressive. So, at first I was like, I don't know if I should offer free whitening. Sounds like it's gonna cost a lot per patient, but now I'm like, yeah, whatever. I mean, whatever gets people in I'm confident that they'll stay. Yeah. Michael: Okay man. Yeah, I mean, remember like as long as you're following up and calling them right and following up or, you know, you can text too.They feel like people reply faster with text now, but however you wanna do it, like keep it up man. You know what I mean? When it comes to these leads. Cause they, they were interested in you. They're like, yeah, gimme my information. They already do that first transaction, Syed: you know? Right, right. Yeah. Michael: So do you have, are you doing that or is it your, somebody in your team doing that or?Syed: It was me and my team. My wife would be answering calls. Sh she wouldn't be with me. She's also not like a crazy people person, but my front desk assistant and my dental assistant, they don't think they are, but they are. Yeah. So, I take them with me and we go, and sometimes I just send them, you know, they have different conversations that they had, they can have with people when I'm not even there.Sometimes I just send Syed Shahabuddin DRAFT-cm: them Michael: out. Okay, man. That's good. So then, sorry, throughout this process, I guess from the moment you decided I'm gonna do my own practice, right? Maybe you were still in Heartland, but you decided it. Right. So today, what's been some of your biggest struggles or fails or pitfalls?Syed: From the moment that I decided, just believing. In myself. And like I said, I'm risk averse. I don't take big risks. So overcoming that and being like, if you have a set vision and if you believe in yourself, you believe in the experience that you provide, what's gonna stop you?Sure. It'll take a little time, but you'll be good. You know? Mm-hmm. That's just, just having confidence. That's kinda the biggest thing. I mean, I'm confident in my clinical ability, and I'm confident when I talk to people and case acceptance wise, that kind of stuff, I'm confident there.But, you know, as far as like the business goes and then going out into the community and getting people and. Having a brand of your own to be proud of and to be confident in is kind of a different thing. So, it didn't take me long though, to be honest with you. Mm-hmm. It took a couple, it took just some, some time just to think about myself and my wife and just talking about it and what really sped that up was going to these other offices and being like, okay, you know what, nah, I think we're fine.Yeah. You know, That was my biggest pitfall, I would say. But I mean, it's just small things here and there. Every day there's a new pitfall, there's little things every single time, you know? Yeah. Like, you know, we, we, we had got these hip out bins for organization and putting those things together was like a freaking pain and a half.It took whole day, went back and forth to Menards, got the wrong thing, those stupid little things like that. I'm grateful. It's been nothing big. Yeah. Getting was an issue. That was kind of a big issue, but you know, I don't know if you want me to talk about that, but Yeah, Michael: no, we, we, we can dive into that a little bit.I just wanna back to the confidence thing. Yeah. You still feel like you struggle Syed: with that?I'm gonna sound like a douche bag. No, I don't. Yeah. I don't, I'm Michael: what helped. What helped? Because it sounds like maybe you don't struggle with that part of the confidence, but when it comes to like, I dunno, ground marketing or anything else, you're a hundred percent confident or Now I am. Syed: Okay. Why? Because I've seen what's out there.I've seen what's out there. I've gotten a couple of patients in and they're, I, I see what they enjoy and I just see the look on their faces when they walk into an operatory and it says, Hey, Saed. And there's a customized thing to them based off of a menu that they filled out, you know? Mm-hmm. And I just hear the comments from people, things like I walked in and I didn't, I thought I was in the wrong place.I didn't know it was a dental office. That inspires confidence. people who are like, okay, for instance, like my, one of my assistant's moms with my, my first patients here has been a little afraid to go to the dentist for years. Came in, met me, saw the place. She needs some extensive treatment and she's excited about the treatment.Now after having gone through this whole experience here. So that inspires confidence. I mean, it's just little things like that, you know? I think the lack of confidence was, are people going to enjoy it? Are I spent so much time building up this vision, building up this experience, picking little tiny things, you know, I spent all this damn money on this place.Are people gonna enjoy it enough to. am I gonna be able to pay these bills? So, seeing how people come in and seeing what's out there, what's around me in terms of like, you know, the other offices that are here, they're all corporate. That inspires confidence. The phone calls that we get, listen to them and then people being like, I just came from this other office and bike.I don't know what they're doing, but that's they, the whole thing just went downhill. I was a patient with theirs for years, and now I feel like I'm a number, Yeah. I mean, I'm kind of being kinda redundant, but all of that expires confidence for me. Michael: honestly say, I feel like you kind of had always, or you've had that hope, and then once you met it here halfway, they were like, Yes.They, they confirmed your hope, right? They confirmed your faith or your, or whatever you wanna call it, confidence, right? And then boom, right. Confidence. You're like, I thought this was gonna happen. This is happening, right. Kind of thing. Yeah. That's a good, Syed: yeah. You should be a psychiatrist, dude.You needed Michael: medicine. And uh, yeah. So then one of the last questions I wanna ask you is, throughout this process, how is it affecting your personal life? Syed: You know what? My wife works with me. It's not, if anything, it's improving our relationship, honestly. I mean, like I said, we talked about the happiness, my happiness I dunno what you wanna call it.That dude the exercise, the happiness exercise. Mm-hmm. She was a big part of it. We went through that together, so, it's improved my personal life as far as my wife is go. I don't see friends. Yeah. Like at all anymore. I haven't met up with friends for a long time. I used to meet up with them on the weekly, you know, and I, we used to be fairly social, but in the past six months, Yeah, I can count on my hands the number of times I've hung out with people.Family, you know, I try to see family on the weekly. I see my parents at least, but I definitely see them a lot less. But I know that that's temporary and that's right now, but my wife was the biggest part of my life. Mm-hmm. I see her every day. That's great. I mean, I see her for hours. I see her every single second pretty much.Yeah. Yeah. You know, which I advise if you can make that happen and you like the person that you were married to.You? Yeah. Good. Cause this sucks, man. When I started working and when you first get outta dental school, you know nothing. So I spent, I would come home from work and you'd already be burnt out. And then I spent three hours on spirit online education, just learning stuff for like five months. I did that and then, you know, and my, my wife is just, She's working as well.But then, you know, there, we didn't spend much time together and we were relatively young in our marriage. Like three years in when I, that was happening. I spent five months doing that. And then even still, I come home after that and it's three hours and two, three hours. I'm burnt out, I'm tired. It's like, are we gonna talk about now?It's just watch TV and go to sleep and just repeat. Mm. You know? And so I just didn't like that. Yeah, I don't Michael: at all. Yeah, it's not a good way to, you know what I mean? There's no Syed: communication. Yeah, but that's the average, that's your average marriage, right? I mean, think about it nowadays, but nowadays people are working from home and maybe it's different, but um, this is before Covid, so I mean, that's just your average marriage and it's just you have the weekend and you have some evenings to each other if you're not burnt out, and then that's when communication fails and all of that stuff, Yeah, we're really getting into more marriage counseling here, but, Michael: No, no, but it's good man. It's good. It's, that's why I asked the question about how it affects your personal life, right? It's of course cause um, yeah. It's a good thing. But some, I guess some people are like, oh man, you know, it, I'm, I spend less time with my family.All this does cause my startup, but it's also a good side to it, right? it doesn't have to be that way where you spend less time with people, right? Yeah. You can be spending more time with people. Yeah. So it's really, really good. Awesome side, man. Yeah. If you can, can you tell our listeners where they can find you if they have any questions or they wanna reach out to you or anything like that?Syed: Sure. Well, if you're in Chicago land, just come, just come check me out, dude. I'm at Bowling Brook Southwest Chicago Land. Come check with the office. That'd be awesome. I'd love, I'd love to show people I take pride in it. You can tell. you can just reach out to me by email three 11 Dental fam like family gmail.com.If you have any questions, I'd be so happy to help. Michael: Awesome. So like guys, that's gonna be in the show notes below. And sai, thank you so much man, for being with us. Before we sign off, any last piece of advice or favorite quotes you wanna share with us? Syed: Any last pieces of advice? Man, I've been talking for a long time.The biggest piece of advice I have is do that happiness exercise. If you have not done that, when people give you advice, take it with a grain of salt. Even when I give you advice, take it with a grain of salt.Do your own research. Learn things on your own and take a little bit from everyone and never just take just one person's word for everything. I've had to do that. Michael: Awesome. Awesome. So thank you so much for being with us. It's been a pleasure. Yeah. And we'll hear from you soon.Syed: Thank you so much. Appreciate it.‍‍‍

There are multiple marketing strategies a practice owner should be implementing when growing their practice. On this episode of the Dental Practice Launch Podcast, Michael Arias shares how you can do ground marketing like a pro.   Learn more about Michael by visiting his website: https://thedentalmarketer.site

Minal Sampat and I have a weekly newsletter called Weekly Hacks. It's for pediatric dentists and pediatric practice owners only, and we share one effective growth hack every week to achieve big wins. no fluff, no spam, just your weekly dose of what you need to grow. Subscribe here to get this week's hack in your inbox! https://mailchi.mp/9d2a4644fd31/the-pediatric-dental-marketing-newsletter‍‍On this week's Monday Morning Marketing episode, I'm putting the focus on how to excel at a your ground marketing events as a pediatric dentist! I'm running through several tips, including spacing out your freebie materials, greeting everyone who walks by, adding fun to your booth with balloons, and providing an easy signup sheet or iPad for signups. The most important thing to remember when setting up a booth at a local event is that YOU are the most important aspect of your booth. The fact that you are present at the event, showing your face, and representing your brand is everything. I even dive into some strategies around how to market to other booths, break out of your shell, and so much more.‍To hear about these tips in action and learn how to conquer your next ground marketing event, listen in to this week's episode!‍Mentions and Links:Ground Marketing Events ScriptThe Pediatric Dental Marketing Course EnrollmentMinal SampatLA FitnessTargetWalmartDr. Cassandre Joseph - Odyssey Dental of SummerfieldiPad‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Episode Transcript (Auto-Generated - Please Excuse Errors)‍Michael: Hey, what's up guys? So as pediatric dental, uh, practices, I know a lot of the times you guys are out in event. Doing presentations, lunch and learns, maybe talking to the kids, at the health fairs, right? You're just at, at an events. Um, and if you're in, in the pediatric dental marketing course, then you're in the ground marketing section and you're getting a lot of yeses to set up your booth at events, right?Or the businesses and which is fantastic. So in this episode, I wanna talk to you about how to perform your best at in-person ground marketing event. Okay, getting your foot in the door is just the first step, right? Once you got in there, you, they said, yeah, you know, you can come on in, come on by.Maybe you went to an apartment complex. In the apartment complex. By the way, if you don't know this, a lot of apartment complexes do events for their residents. at the same time, they do like specific children's things for the residents there. It's really, really great for the parents, uh, who are residents there.And then they, bring their kid, the parents coming on and. You got the yes. Now you need to know how to perform your best at an in-person ground marketing event so that you can capture more leads and convert more people into loyal patients. So that's what we're gonna be talking about in this episode.Now, performing your best at in-person ground marketing events is the key to gaining your prospect's trust. If you don't make an excellent first impression, chances are probably not gonna want to do business with you. They probably just want that free stuff that you're having at the booth, right? In order to put your best foot forward at an in-person ground marketing event, you need to know how to strategically set up your booth, how to act, and what to say, how to speak.Now I'm gonna break these steps down for you, okay? Starting with setting up your booth strategically now. A big mistake that I see most people make is setting up their booth with all their freebies and goodies in a grab bag. people can just walk right up to their booth, say, Hey, how come you gonna take one of these by and leave with no trace?Right? What happened to that bag? That's not what I want you to do. In that situation, your potential. Just grabbed a goodie bag and left without leaving any way for you to contact them. So when it comes to setting up your booth strategically, the name of the game is not convenience. Instead, you want people to stop by your booth.Shop around, spend more time at your booth. You can do this by simply deconstructing your hygiene kit or whatever it is you're giving away in your giddy. And place each item that you would like to give away side by side. So, uh, you can say, here's a baggie, here's some toothbrushes, here's some floss, here's some toothpaste, maybe some stickers, flyers, um, maybe a balloon if they want a balloon, right?Boom. Like that. Now, once they do that, once you have the booth just like that, They're gonna be shopping around a little bit, right? This will give you maximum time to talk to them about your offers, services, and your practices. Hey, the business and I, it's the apartment complex. The apartment complex, or the residents or whoever, right?If you're at a daycare, the daycare and I decided to partner up this month and we're giving you, boom. An incentive, right? It can be, Hey, we're giving you a free first exam. We're giving your child a free whatever, right? Or we're, you're not doing anything for free, right? You can just say, Hey, we're doing a new patient exam This.Or free office tour, however you wanna do it, right? Whatever incentive you wanna offer, that's what you want to mention. Now, remember, once they show up, you're like, hi, grab whatever you want, it's free. Just grab a little baggy, put one of each and that's it. Then they're like, oh, okay. Right? They grab their baggy and they start putting their toothbrush loss.They might ask you, oh, what kind of toothpaste is blah, blah, right? Or create conversation with you. You'll create conversation with them. That's your time to speak. Build rapport, be super friendly, but build rapport and at the same time, that's when you can offer your incentive. Seeing all of your freebies laid out in this way also peaks the person's curiosity with so much in front of them.They're gonna want to take some time to take in that situation. Once they're stopped at your booth, you can let them know that everything they see is free. Tell them. If they like to, they can grab a bag and shop around for whatever they like. Right? As they're shopping around, that's what you'll want to converse with them and let them know about your offers and promotions.The only thing you wanna put in the baggie from the start is your business card. So make sure each baggie has a business card in there. Right. Or maybe a flyer or something right in there. and that's basically it. Yeah. Tell them that, you know, they like, you can grab whatever you wanna have in there Like I said, have the business card from the start and allow them to shop around just in case they don't pick up a business card at the very and or something like that.If you don't want them to grab five toothbrushes at once, cuz this can happen. You need to set the boundary straight from the get-go. Tell them, feel free to grab a bag and grab one of each item. It's as simple as that. Now here's like an asterisk quick. You will get someone who says, oh, can I get one from my other child?They don't. They're not here. They're sick or whatever, up to you. But if it's just one other person, I'm like, yeah, sure, go ahead. Of course, of course. Yeah. You can grab another thing, especially if they signed up. Of course you can grab whatever you want. Now they're like, oh, can I also grab another one for my four other children or whatever?No, you're not Target, you're not Walmart, right? You can say, Ooh, you. We need to have enough for everyone. But if you'd like, when you come to visit us, we're more than happy to give them their toothbrush that they need. And then they're gonna be cool with that. Right? They're not gonna be like, what?Oh my gosh, no. I don't care about anybody else. Just gimme my stuff. No, they're gonna be cool with that. So that's what you wanna do, right? Maximum just give out two. to a family if, especially if the two kids are there. But if they're not just two. And then that's. So that's how you wanna strategically set up your booth, right?Nothing fancy. You don't have to have like a spin the wheel. Do all these things that you've been seeing a lot of people on social media. No, because the more important person is gonna be you, right? The person at the booth. Um, it doesn't matter what you have going on, if you're just there behind the booth, just like, and it's, none of that's gonna matter.So basically you wanna have a table, maybe a tablecloth, so it won't look tacky. Uh, tablecloth can have your, your branding on it, right? Um, your logo and. Have a deconstructed hygiene kit and then your information, and then have a pen and paper, a signup sheet. or if you want, you can have an iPad where they can actually physically put their appointment time in the practice management software, whichever one of those two you want to do, and then sign people up, right?But that's how you want strategically your thing, to have nothing in baggies where they can grab it and go, everything's laid out. Now that you know how to set up your booth strategically, it's time to know how to act, speak, and perform at an in-person ground marketing events so that you can capture more leads and grow your practice.So first and foremost, it's crucial that you greet and say hi to everyone who passes by your booth. Everyone, guys, even if they aren't stopping, say hi to everyone. This will create as much opportunity for you and your. It's also a great opportunity for you to lower your, what I call shy shield. Now, no matter how extroverted or introverted you are performing at these events can feel a little unnatural to you in the beginning, but getting in the habit of greeting everyone who walks by your booth will help you slowly lower your shy shield, getting you more in the groove of communication and networking confide.Once you say hi, like, Hey, how's it going? And your prospect stops by your booth, you can proceed to tell them that they can grab one of each item for free. Then if you're ground marketing outta business, you can even tell them that your dental practice and be sure to say the name of your practice, right?As partnered up with the business, this daycare, to give their customers an incentive, right? Or to give you parents an incentive. Of course, you need to make sure that the incentive you're offering is enticing enough for your prospects. So if you're ground marketing at a daycare, you could offer them something specific, right?Uh, for them. Make sure it's, very, very enticive uh, the incentive. what you can do is simply just make a poll on Instagram and your Facebook, right? And say like, what would you guys prefer, this or that, right? And then continue with. Offering that right? Or it can be a new patient exam. After sharing the incentive, the prospect will either show interest or say no thank you.If they show interest, You'll want them to leave their contact information on your sign of sheet, but if they say No, don't worry. It happens, but feel free to tell them. No worries. Do you have any friends or family who could benefit from this if they say, Ask them for their family members or friend's name.It's not unnatural guys. I know. You're like, I'm gonna ask them for their friend. Nope. Nope. It's not natural. This works so much when they're like, oh no, I already got a dentist. Thank you so much. Do you have any friends or families that would like to benefit from this new patient exam? You know what? Yeah.My neighbor does. Uh, kid was playing with them the other day and he like busted his tooth, man. And, um, I know they were looking for a dentist. I, I'll give them your information, right. Or I'll take some of your information and give it to them. It's just like that, right? Um, so make sure you ask that question.If they say no, if they're like, no, I'm, I'm okay. Right? If they happen to say no to both, if they're like no to the. I don't want any of the, the incentive you're offering and no, I don't have anybody that can benefit from Go in the show notes below and we have a script to help you navigate through that conversation.All you need to do is enter your email address in that little thing and that the email address is just for us to know who to send it to, to be honest with you. So we have a script in case you get on those. I got your back. Don't worry about it. But that's basically how you're gonna perform. And I say perform at an.Because sometimes, like I said, we're just not feeling it that day, but when you get to that event, you better turn it on. You have to turn it on for those three, four hour after that. Man, you cannot say a word to anybody and I don't care. But when you're at that event, pre-game it, drink some coffee, drink, whatever.If you're at the booth, have that energy. Turn it. Hi, how's it going? It's free if you want any of it. Hi, how's it going? It's free. Even if you are at a gym, let's just say LA Fitness or a gym, and these gyms, believe it or not, uh, you get a lot of patients there because there's daycares in there, right? So parents are dropping off their kid near the daycare section.You can set up near the daycare section and then just, Hey, how's it going? It's free. Do you want any B, when you come, when you're done with your workout, feel free to grab whatever you want, right? And blah, blah, blah. And even if they're wearing their headphones while they're walking in, still say, hi, how you doing with everyone?Right? I can't tell you how many times it's happened to me long, long time ago when I first started. I mean, there'd be some good days where I'm like, Hey, how's it going? Hey, how's it going? And then there'd be some days where they'd be walking by and I'm like, uh, you know, I'll say hi to the next person.You know, I'll say, and if I start off that way, it's not gonna end good. So immediately, even if I'm still setting up that. I'll be like, Hey, how's it going? Yeah, it's free. Well, I'm gonna put some stuff out right now. It's free. If you want any of it, um, feel free to grab whatever you want. They'll wait.They'll wait and see what you got going on. But you wanna have that tone of voice, that personality. You wanna turn it on every single time you are at these events, we're doing a presentation or setting up a booth, right? even so, if you have two people there. One person's behind the booth, they gotta be doing the same thing.And you can be out in the front saying, Hey, how's it going? Hey, you can be going to other, vendors doors and, and businesses who have booths and talking to them. And with your signup you'd be like, Hey, how's it going guys? Can I have some of your information? Oh my God, this is so cool. Can we put some of your information in our dental practice?You know, where the pediatric practice right down the street from you guys and you know, actually if you guys have any children that need patients, we're actually offering this. But we can give you, cuz you're part of a, a community and the business, a specific incentive. Just put your name and number down and then what?And boom. You know what I mean? There's one person attacking the vendors. There's another person at the booth saying, Hey, hi to everyone. You're doing fantastic at this health. So that's what you gotta do. You gotta turn it on for that time when it comes to setting up, and performing at these booths. Now, when it comes to performing your best at these in-person ground marketing events, a lot of it comes down to common sense, tone of voice and a smile.Remember, be present and engage with those who are around. Be present, guys, don't be on your phone. Um, a lot of the people in the pediatric dental marketing course, when they're going to ground marketing events, I tell them, Hey guys, if you can, if it's possible, stand up as much as you can. Sitting down is great, but it's gonna promote, like, to me at least, I'm, I'm a lazy guy, so like, sometimes I'm like, I gotta stand up for, I gotta stand up, you know?But if I'm already up, man, I'm active. I'm going, I'm going. Right? So I tell people the same. Just stand up. Don't be on your phone. If you're gonna be on your phone. It's for like a Facebook Live, Instagram live, taking pictures of the event, people doing things right, stuff that can help your social media.But um, other than that, don't be, you know, on the phone talk and texting, you're gonna see other people like that. The best thing you can have at that booth is you okay the. Thing, person, whatever you can have at that booth is you remember that? Nobody's you. So you're bringing that personality, that brand to that event.Thank you. Thank you for being here and making this event even more special. That's what the event's saying to you, right? So being the in-person, ground marketer at these events means you need to entice and invite these prospects, be personable, approachable, and friendly. Even if you get a.Everyone who walks by is an opportunity, whether they sign up for your incentive or not. So at the end of the day, they're leaving with your freebie and your business card inside of the freebie. You never know when they'll give you a call in the future, but the main thing you want is you want them to sign up.You are gonna get their name and information down, and you will give them a call later on that day or the next day, early the next day. So that's basically it, guys. That's how you're gonna set up your booth and that's how you're gonna. At these events and much more, much, much more information along with exactly what to have and specific type of, um, things to have at the booth is found in the pediatric dental marketing course.One quick tip I wanna give you guys, when you're thinking about what to add, like I said, you can have a deconstructed hygiene kit right on your booth. But one thing, this is from Dr. Cassandra Joseph from Odyssey, Dental, balloon. Balloons are fantastic. I can't tell you this has happened sometimes to me too.I see people with balloons and I'm like, uh, just see a sea of balloons of your balloons with your logo on it. And kids, do they not love balloons? They love balloons. So they're gonna see other kids with balloons and they're gonna be like, I want that balloon. Where? Where can't we go get the balloon?Oh, mom, I found where the balloons are at. They're right there. Let's go. Right? Have balloons. So if you can just have a deconstructed hygiene kit and some balloon. Trust me, it's gonna be fa you're gonna own that event. You're gonna own that event. So guys, that's gonna do it for this episode. Thank you so much for tuning in.At the same time, if you want much more information, we're gonna be opening up enrollment to the Pediatric Dental Marketing course pretty soon here. So make sure you go join the wait list or join the email list, be a part of it, and make sure you, you know, you, you're a part of the Pediatric Dental Marketing course because at the same time you get monthly.Mastermind sessions, office hours. So basically what you're listening to right now, but in real time, and I'm engaging with you, Manal, Sam, pat is engaging with you. We're answering questions, concerns, and all these things, and we also invite other guests and professionals on there as well. So that along with so much more information, go check it out.I'm gonna put a link to it in the show notes below. So thank you guys so much for tuning in and I'll talk to you in the next episode.‍

(If you DO want to join The Ground Marketing Course, you can learn more Here! )‍In this episode, Michael gives us his top tips on how to follow up with your ground marketing leads! Having a ton of new leads from your recent ground marketing event is great, but will that alone get them through your doors? The answer is no. Michael gives us his nine steps for effective follow up and how to convert interested people into loyal patients! He goes over important points such as having a general script to get comfortable, how your following up is not annoying for leads, and being intentional with your call times. The individuals that give you their information at events are warm leads, meaning they are truly interested and want to hear from you. Be sure not to leave these interested individuals hanging for too long!Jump into this episode and follow Michael through his nine steps for effective lead follow up!‍You can find the article Michael is speaking of Here!‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

We are honored to be joined today with The Dental Marketer, also known as Michael Arias, to talk all about the power in leveraging ground marketing for your dental practice. He shares his best practices to get your community flooding to you, how to connect with neighboring businesses, and measuring success of your ground marketing strategy. Here's what we chatted on:The right vocabulary can go a long way in your ground marketing strategyHow to streamline and simplify your ground marketing strategyEffective practices to get out there and get new patients ASAPHow to measure the effectiveness of your strategyFind Michael, his podcast, and more info about The Dental Marketing University at thedentalmarketer.org

The Dental Marketer University: https://ground-marketers.thinkific.com/bundles/the-dental-marketerThe Ground Marketing Course: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/What matters most is people SHOWING UP! You can get 100 people to sign up to see you, but if none of them show up in your practice, then your Ground Marketing effort/ event didn't really matter. SO... in this episode we discuss how to strategically call your leads that you obtained while Ground Marketing, so that they come into your practice ASAP! Think about it, not every single person that signs up at an event or business will answer immediately when you call to schedule them or have open availability to see you whenever... so what can you say to make sure you are not just giving out free incentives, you're getting the lead in within 12-24 hours, and making sure to get production out of the initial visit. In this episode I discuss just that!‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156

This is such an effective strategy that many of us never even utilize. How many restaurants do you have in just a one mile radius from your practice? You should be Ground Marketing to them and the employees need to not only know about you, but also become familiar with your practice. In this episode I show you just exactly how to do that! I also show you the scripts on how you can get the employees to sign up to become a new patient! ‍‍Also, once upon a time, a loooong time ago, I did an episode on Ground Marketing to Sushi Bars! It was like episode 6 of the Monday Morning Marketing series, so go listen to that if you want here:Ground Marketing to Sushi Bars episode‍Here is the Unit on "Restaurants" in The Ground Marketing Course that I have unlocked for you to see (this is how it should look):Click here to to go check it out now: " Unit NINE - Restaurants "‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156

In this episode Dr. Gabe Ross talks to us about how he personally ground markets and builds really tight relationships with specialists in his community. Specifically, he breaks down to us how he was able to create strategic partnerships with speech pathologists and other pediatric medical specialists. He lets us know how to find a way to connect with these doctors and how we should follow up with them until we get the results we want.You can reach out to Dr. Gabe Ross here:Email: drgabe@oaklandingkids.comPhone: +1-803-537-9136 (text)‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:Email: michael@thedentalmarketer.site‍My Newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

As a dentist, you'd imagine that the only thing you'd have to be good at is solving problems in people's mouths, but in reality, if you're going to run a successful practice, there's a lot more to it than that. Marketing is one of those vital elements with the ability to make or break your business. In this episode, I'm joined by the master of ground marketing, Michael Arias aka The Dental Marketer, who is here to share the wealth of knowledge that he has accumulated after many years of developing his niche. As you will hear today, ground marketing is built around the concepts of reciprocity and relationship building. It has a much higher success rate than guerrilla marketing, costs much less than paid marketing, and can be used across all markets, from car dealerships to retirement villages. Tune in today for a valuable lesson on how to turn your humble practice into a thriving business!

"if a patient has a particular insurance which is good and you know that the other co-employees of that patient will also have that insurance, how do you market to that employer(company) , to make yourself more visible to those employees of that particular employer". This is actually a really great question and there is a super clear and concise answer to it. Do an EPA. Existing Patient Analysis. In this episode I give you the exact script you need to say to your existing patient and what script you need to say to the company of that existing patient to get the "okay" to promote to the rest of the employees in that company.‍You can also find the article I mentioned in this episode here:Where To Start Ground Marketing?‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:My Newsletter: https://thedentalmarketer.lpages.co/newsletter/‍Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156

In this episode I am showing you how to do Community Research when it comes to finding lucrative medical locations in your community. I also show you a real life example of a perfect medical office you would want to target and i discuss the script you will be using in order to get your foot in the door.‍Many of our members/ practice owners are learning this strategy and more here: https://thedentalmarketer.lpages.co/the-ground-marketing-course-open-enrollment/‍‍You can also find the article I mentioned in this episode here:The Incredible Strategy That Will Get You New Patients from Medical Offices in Your Community!‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍My Newsletter: https://thedentalmarketer.lpages.co/newsletter/Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156

We all know that when it comes to network and relationship marketing, things take time. It takes time to meet someone and then nurture and grow a relationship of trust with them. However, the true beauty behind network and relationship marketing is that you may not even end up doing business with the person you meet. You may end up as someone that they refer out to their inner circle. That's the beauty and the benefit of networking properly. Listen to learn more about what I call boots on the ground marketing and why it's a crucial component of your business. About the Host - Michelle DeNio is a business strategist with a passion for life and entrepreneurship. She strongly believes that life is meant to be lived fully and that there is WAY MORE to life than sitting behind our computer all day, every day. She has worked in various roles throughout her corporate career, including business operations & development, sales, leadership training, management, time management, and finance. She uses all of these combined skills and experience to help her clients create a bigger impact on the world and share their beautiful gifts. Her superpower is helping entrepreneurs get unstuck and moving forward with a clear and realistic growth strategy. Connect with Michelle- Website - https://michelledenioconsulting.com Facebook Profile - https://www.facebook.com/MichelleDeNioBizStrategist/ Linkedin Profile - https://www.linkedin.com/in/michelledenio/

Reach out to Justin Morgan here: https://dentalmarketingguy.com/‍In this episode Justin Morgan talks to us about the importance of creating relationships with local businesses and how to leverage that with your Google Rankings and SEO. If you are doing events, Ground Marketing, or writing articles for your website's blog, then you can literally ask these businesses to link to your website and this will tell Google to boost you up in rankings! We also discuss why you should dedicate time to guest post on other businesses websites in your community and more.‍You can reach out to Justin Morganhere:Joshua Scott: instagram.com/joshuascott‍The Dental Marketing Guy: https://dentalmarketingguy.com/If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍Email: michael@thedentalmarketer.site‍My Newsletter: https://thedentalmarketer.lpages.co/newsletter/Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍

Ground Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍Here is more information on The Ground Marketing Course: https://thedentalmarketer.lpages.co/the-ground-marketing-course-limited/‍In this episode Dr. Jessica Marshall walks us through how she prepares for her events. She tells us how she got the children involved at her booth, and what she gave out as incentives for the children and the parents, the price point for each giveaway, and more. She also discusses with us how she plans to build these relationships and how she found these events in her community, amidst the pandemic.You can reach out to Jessica Marshall here:Pediatric Smiles of Cypress: https://www.pediatricsmilesofcypress.com/Instagram: https://www.instagram.com/pediatricsmilesofcypress/‍‍If you are new to Ground Marketing, I highly recommend you read the article first:You can read the article Where To Start Ground Marketing here: https://thedentalmarketer.site/articles/where-to-start-ground-marketing‍‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍Email: michael@thedentalmarketer.siteGround Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041

In this episode Katie Flippen is breaking down her process on how she goes Ground Marketing to Costco (which is a big wholesale chain here in the U.S.) and in Car Dealerships! Katie is one of our members in The Ground Marketing Course and she is always killing it! She explains to us the script she uses, the incentives they hand out, how she follows up with the leads and how she builds on the connections she has created at these locations‍You can download The Sign-Up Sheet Template here‍You can reach out to Katie Flippen here:https://terrific-teeth.com/Email: katherine.t.flippen@gmail.com‍‍If you are new to Ground Marketing, I highly recommend you read the article first:You can read the article Where To Start Ground Marketing here: https://thedentalmarketer.site/articles/where-to-start-ground-marketing‍‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍Email: michael@thedentalmarketer.siteGround Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Here is more information on The Ground Marketing Course: https://thedentalmarketer.lpages.co/the-ground-marketing-course-limited/

In this episode Dr. Kapil Kella is explaining to us his strategy on Ground Marketing to fitness facilities. He has received amazing responses and a high number of new patients from these locations in his community. ‍Therefore, he wants to share what he says to get into these facilities, what to say to the members, how to perform/ act, and how to book these new patients on the spot.‍You can reach out to Dr. Kapil Kella here:www.lakeshoredentalstudio.comFacebook: @lakeshoredentalstudioIG: @lakeshoredentalstudio‍‍If you are new to Ground Marketing, I highly recommend you read the article first:You can read the article Where To Start Ground Marketing here: https://thedentalmarketer.site/articles/where-to-start-ground-marketing‍‍If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍Email: michael@thedentalmarketer.siteGround Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Here is more information on The Ground Marketing Course: https://thedentalmarketer.lpages.co/the-ground-marketing-course-limited/

In this episode I am showing you how to call and get into Small Businesses during COVID!‍I know some of you are thinking "can we Ground Market right now, during a pandemic"? HECK YEAH! A ton of our Ground Marketers (our students in the course) are doing amazing right now! So I wanted to share with you all tactic.‍In this episode I am talking and getting into a Grocery Store.‍You can watch the LIVE video call here: ‍‍You can read the article Where To Start Ground Marketing here: https://thedentalmarketer.site/articles/where-to-start-ground-marketing‍If you are new to Ground Marketing, I highly recommend you read the article first!If you want your questions answered on Monday Morning Marketing, ask me on these platforms:‍‍Email: michael@thedentalmarketer.siteGround Marketing Facebook Group: https://www.facebook.com/groups/738965052973156‍The Dental Marketer Society Facebook Group: https://www.facebook.com/groups/2031814726927041‍Here is more information on The Ground Marketing Course: https://thedentalmarketer.lpages.co/the-ground-marketing-course-limited/

If you’ve heard of Ground Marketing, then you’ve probably heard of the guy who coined that term: Michael Arias. Michael teaches you exactly that. He has been Ground Marketing for a little under a decade now and has mastered the way to get new patients from schools, clinics, day cares, senior homes, small business, banks, gyms, spas, restaurants and more locations all around your community! You can read, see and hear him execute these strategies on The Dental Marketer Podcast or www.thedentalmarketer.org

Have you ever heard of ground marketing? If not, it means you are boots on the ground and visiting local businesses and promoting your practice. But there’s much more to it. In this episode of The Nothing But The Tooth Podcast, ground marketing expert Michael Arias shows you how to get new patients without spending a dime in ads. Interested in Michael’s ground marketing courses, see your options below: Ground Marketing Course The Pediatric Ground Marketing Course Be sure to subscribe to The Nothing But The Tooth Podcast! Looking to grow your dental practice through proven online marketing? Contact Crimson Media today.  

THREE THINGS TO LOOK OUT FOR IN THIS EPISODE: Why did Michael start The Dental Marketer?How was Ground Marketing created?Why doing too much can kill your effectiveness and productivity.Thank you all for always tuning in! Please don't forget to share with us on Instagram when you are listening to the podcast AND if you are really wanting to show us love, then please leave a 5 star review on iTunes!‍Find Out MoreThank you for listening to The Making Of podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.

Dr Adrian Couzner is the Director of CHIRO H3 Sydney City and Lower North Shore. Adrian graduated from the University of Adelaide with a Bachelor of Science in 1992 and then completed his Master of Chiropractic at Macquarie University in 1994. He’s has gained a wealth of knowledge about various marketing techniques and styles that have worked for CHIRO H3, and he kindly joined us on the podcast to discuss one of their more successful techniques. This marketing technique is called Ground Marketing, utilizing the old fashion means of getting out there, feet on the pavement, and going to find your patients face to face.  

JOIN THE NEW FACEBOOK GROUP (El Clan Dental) HERE‍Don't forget to drop a 5 star review on iTunes!3 Main Ideas What do you do on the day's you don't feel like being a dentist? Why you NEED to do more video testimonials. Why you must be "super specific" with your practice.‍‍SPONSORS:Guys! WE HAVE THE BEST DEAL FOR THE ONES INTERESTED IN LOCALMED!!!Click here for your 10 PERCENT OFF: EXCLUSIVE LOCAL MED DEALRemember this is 10% OFF on TOP of any deal that LocalMed is running!! Visit them online now or call LocalMed at 888-203-7531‍LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookEl Clan Dental Facebook Group (Spanish Facebook Group just for dentists)Find Out MoreThank you for listening to The Making of SLEEK on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join El Clan Dental to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in El Clan Dental Facebook Group!Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here‍‍

‍JOIN THE NEW FACEBOOK GROUP (El Clan Dental) HERE‍Don't forget to drop a 5 star review on iTunes!3 Main Ideas Paola's social media strategy How she closed a HUGE case. Why this month is going so well.‍‍SPONSORS:Guys! WE HAVE THE BEST DEAL FOR THE ONES INTERESTED IN LOCALMED!!!Click here for your 10 PERCENT OFF: EXCLUSIVE LOCAL MED DEALRemember this is 10% OFF on TOP of any deal that LocalMed is running!! Visit them online now or call LocalMed at 888-203-7531‍LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookEl Clan Dental Facebook Group (Spanish Facebook Group just for dentists)Find Out MoreThank you for listening to The Making of SLEEK on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join El Clan Dental to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in El Clan Dental Facebook Group!Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here‍‍

Much has changed since episode 16! Paola keeps it one hundred with us and lets us know exactly her numbers, what is stressing her out, and what her next moves are in marketing. Tune in and reach out to us on Instagram! Screenshot and share with us when you are listening to the episode!p.s. before you listen to the episode, guess where Paola is at here!‍p.s.s. JOIN THE NEW FACEBOOK GROUP (El Clan Dental) HERE‍Don't forget to drop a 5 star review on iTunes!3 Main Ideas Is Paola breaking even. Why it is important to always know your numbers. What is Paola doing for marketing this month that's different.‍‍SPONSORS:Guys! WE HAVE THE BEST DEAL FOR THE ONES INTERESTED IN LOCALMED!!!Click here for your 10 PERCENT OFF: EXCLUSIVE LOCAL MED DEALRemember this is 10% OFF on TOP of any deal that LocalMed is running!! Visit them online now or call LocalMed at 888-203-7531‍LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's Pinterest‍Find Out MoreThank you for listening to The Making of SLEEK on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join El Clan Dental to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in El Clan Dental Facebook Group!Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here‍

Sully meets up with Michael Arias and Joshua Scott to talk about dental marketing. Michael Arias is a dental marketer who focuses on ground marketing. This is literally hitting the ground and going to nearby businesses and building relationships. Michael shares why this method works and how to do it with an objective in mind. Joshua Scott is the owner of Studio 8E8 dental marketing. His approach is building a brand through story and having an interactive website that is an experience. We talk about the importance of building trust and educating a patient before they ever walk in the practice door. We also talk about the ever changing world of digital and dental marketing and how generational differences play a role.   You can find our Michael and Scott here: The Dental Marketer The Dental Marketer Podcast MIchael Arias The Dental Marketer YouTube Studio Eighty Eight S8E8 @JoshuaScott Instagram Joshua Scott The 8E8 Show   Show Notes: [01:12] Michael Arias is the developer and founder of Ground Marketing which is an unconventional way of attracting the attention of potential customers or patients. [01:38] Joshua Scott is the owner of the Studio 8E8 dental marketing company. [01:50] Scott and Michael are good friends. [02:30] How marketing is shifting towards storytelling and finding ways for people to relate to you. [03:16] Michael used to be a nutritionist, and he had a client who was a dental consultant. [03:40] In the past, Michael helped My Fit Foods build up their client base. The methods that he would use was ground marketing. [03:58] His dental consultant friend offered him $1,000 if he could find him to 2-5 new patients. He decided to refine a strategy for dental marketing. [05:03] You have to go in and ask for business cards for the dentist down the street. You also offer them cards and an employee sign up sheet. [06:13] Joshua calls what Michael does hustle marketing. Marketing needs energy behind it. You have to put energy behind it to put things in motion. [09:12] Why spend thousands on SEO instead of going next door and talking to people? [10:20] If a dentist doesn't want to do it, they need someone on their team to do the ground marketing. If you go in, come out with a result. [12:43] Every YMCA has a health fair. Call to speak to the director or receptionist. Have someone go in and set up a booth and give out floss. Know how to talk to people on the spot. [14:54] Dentistry is human service. We need to keep the human part in dentistry. [15:27] Joshua's approach is allowing clients to tell their story in a way that is exclusive to them. [15:41] For Joshua, dentistry is an inspiring, innovative, beautiful type of business. It's his job to make the websites reflect this. [16:36] The website needs to be an experience and help dentists tell their story in a way that connects. [17:35] How a website is an opportunity to tell ourselves before a patient or customer even walks in the door. [18:37] We should track patients we get to our website. [19:12] Just looking at the new patient metric can be a short-sighted method. [20:09] Before making a purchase, people need eight or nine touches before buying. [20:47] Patients are ready to buy when they come in because of all the previous touches. [21:21] Sully is into video and telling his story. [24:48] Why let other people control your practice and deal with patients who make you miserable? [26:38] When building a business you're trading time for money. [27:04] There comes a point when the trade-off of time becomes more important. [28:24] The more you say no to stuff, the more time you have to say yes to the important stuff. [29:56] At some point, your practice needs to be about you being happy. [30:39] It's important to step back and ask what do you want and what are your goals instead of blindly following what everyone else does. [31:29] We need less new patients than you think. We need to actually do the dentistry that the patients need. [32:44] Building a business is a long-term process. Keeping your patients long-term will give you all the work that you need. [34:05] Sully's Dad was way more willing to listen to new ideas than many established dentists. By being open-minded, they are unstoppable. [35:35] The key is getting small victories with the established doctor. [38:48] Companies that can adapt and shift are always more profitable.   As always thanks so much for listening! If you like the show we would love for you to review the show on iTunes as well as spread the word! If you have any questions or want to get in touch, shoot me an email at millennialdentist@gmail.com.   Links and Resources: MillennialDentist@gmail.com The Millennial Dentist Website @Millennialdentist on Facebook @MillennialDDS on Twitter On Instagram  Dr. Sully…@Millennialdentist on InstagramDr. Peyman…@drpeyray on Instagram Dr. Sully's website and blog

This week on DA Rockstars we get to spend some time with Michael Arias.... The Dental Marketer talking about the Ground Marketing Course that every dental assistant needs to take! Get out into your community and go be a rockstar. The SPECIAL coupon code to enter when you sign up for the Ground Marketing course for our amazing listeners is : ROCKSTARS!!!! $300.00 dollar discount https://youtu.be/SbCIKZ7seuE

Paola is killing it when it comes to closing cases and having her patients accept treatment! What's her secret? What's her script? Tune in and listen for yourself as we dive in deep on how she is closing her cases! We also talk about what has been working really well for her with bringing in new patients and what has not! And we also give you a review/ rundown of how her practice is currently doing.p.s. also why is Paola holding up chocolate?! Caption the photo!Don't forget to drop a 5 star review on iTunes!3 Main Ideas How Paola found a patient who needed Implants done! Look for mentors who have your back. Why it's so important to close a sale on the spot and follow-up.LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestInterested in Ground Marketing? Let's talk!Find Out MoreThank you for listening to The Making of SLEEK on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Michael Arias is the host of The Dental Marketer Podcast and the owner of a Dental “Ground Marketing” company. He has worked with Dentists, Dental Groups, and Consultants to develop unique marketing campaigns that are budget friendly. He joins Glenn and Vinh to talk about how Dental professionals can use Ground Marketing as an extra tool in their marketing campaigns. Mr. Arias also discusses random topics from sign spinners and his thoughts on passing out flyers in the club. Notes of Interest: *The Dental Buddies post that started it all – “Sigh. Why is it that some cultures just have no concept of time and its importance?” *Uncle Mauty, Dr. Sonia Smith, Dr. Anthony Gonzales, and Dr. Mitra Bolouri give their opinions on the Dental Buddies post *Ground Marketing is essentially Guerrilla Marketing *Michael Arias trains Dental staff members to become Ground Marketers *Ground Marketing activities take place on the streets and in public places for maximum impact *Michael helps Dental practices attract new patients with creative budget friendly campaigns *Schedule a free 15 minute consultation with Michael Arias right here – https://calendly.com/michaeltdm Links from the Show The Nifty Thrifty Dentist CE Event – http://niftybackup.getpracticegrowth.com/ce-event/ Legwork PRM – https://www.legworkprm.com/ Keating Dental Arts – https://keatingdentalarts.com/ Wallace Specialty Insurance – http://www.insurance4dds.com/ Online Dental Consulting – https://onlinedentalconsulting.com/ The Dental Marketer Website and Podcast – http://thedentalmarketer.site/ *Acknowledgements * The Chappelle Show is the property of MGM Television No copyright infringement intended.

What has Paola been up to for the past 2 months??? How is Sleek Smile Studio doing and how is her 2nd practice Harmony Dental health ding? Did they survive "Sucktember"? Tune in to find out!We also discuss some very important issues and trends we are seeing now a days that we would love YOU to weigh in on! So please message us on Facebook, Instagram or wherever you are reading this and let us know your opinions!p.s. also why is Paola holding up eggs?! Caption the photo!Don't forget to drop a 5 star review on iTunes!3 Main Ideas Why are we getting bad reviews from people we don't even know!? No shows are a bummer, how can you reduce them? Do you think you have to go through all the BS in this industry... especially if you are a lady?LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestDriven Dental Marketing (Get more implant cases immediately!)Studio 8e8Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

We were lucky enough to chat with our friend, Michael Arias, better known as The Dental Marketer. Vanessa and Michael (and G.O.S.T!) discuss ground marketing, how to target local businesses, and how you and your employees can get the most out of just a little budget. If you have a Starbucks, a hotel, an apartment complex, or even a gym near you, you’ll want to listen in to gain valuable insights on how to attract their employees and clients to your practice.

Episode 14 of The Making of SLEEK is here! Dr. Paola talks to us about how things are going with both of her practices (SLEEK and Harmony). We also dive in deep on the scripts that Dr. Paola uses to close high value cases such as implants cases or Invisalign cases? Notice the trend that Dr. Ashley and Dr. Paola have when they are talking to the patient about their treatment and how much it is going be.We also discuss one of the things Dr. Paola despises the most that lots of patients do... believe that a service is FREE! Why would an existing patient believe their check-up, or cleaning is free?! Well, we have some theories! Tune in to find out and let us know your thoughts!Don't forget to drop a 5 star review on iTunes!SPONSOR FOR THIS EPISODE:IT'S HERE!!!!_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�_�_��_�__Anissa Holmes Charles Biami Elijah Desmond and I have partnered up to create....The Dental Implant Marketing Course._��_��_��_��_��_��_��_��_��_��_��_��_��and guess what...It's FREE! _�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�ֱ_�֍_�֍_�ր_�ր_�ր_�ր_�ր_�֍Click the link to enroll RIGHT NOW!!THE DENTAL IMPLANT MARKETING COURSEThe course will be FREE and AVAILABLE... for a limited time only! On November 2nd enrollment for this course will be closed!This means The Dental Implant Marketing Course will no longer be available on November 2nd and on.DON'T WAIT!Make sure you enroll NOW... FOR FREE!Click this link and enroll NOW: The Dental Implant Marketing Course Shout out to Driven Dental Implant Marketing for bringing in new implant patients to SLEEK! They can do the same for you!Driven Dental Implant Marketing will literally bring a minimum of 20 implant leads a month to you! How amazing is that! You will have new patients who need big work done! Be sure to contact them and let them know you heard about them from The Dental Marketer Podcast that way you can get a really SPECIAL offer!Check out what people are saying about Driven Dental Marketing!Also, be sure to go check out Paola's Favorite Resource for This Week:DRIVEN DENTAL IMPLANT MARKETINGPLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas How Paola is closing her Invisalign cases. What Paola did this month to break even. The AUDACITY that some patients have is ridiculous.. or is it? LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestDriven Dental Marketing (Get more implant cases immediately!)Studio 8e8Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

On Episode 99 - We've got Michael Arias in the studio talking about ground marketing.   The 8E8 (pronounced “88”) Show is a regular dental podcast answering marketing's most important questions. The show is hosted by Joshua Scott. Learn more about his approach to marketing at http://joshuascott.com. Article - A Formula For Hustle http://bit.ly/joshuascottHUSTLE   Reviews - Do Me A Favor and Leave a Review on iTunes: http://bit.ly/8E8SHOWreviews   Music - KoKo (@djkokomusic) & Bayati ft. Haliene - Never Say Goodbye https://soundcloud.com/officialkokomusic/koko-bayati-ft-haliene-never-say-goodbye   iTunes Link https://itunes.apple.com/us/podcast/the-8e8-dental-marketing-show/id991056407?mt=2   Stitcher Link http://www.stitcher.com/s?fid=65328&refid=stpr   Video Version - http://bit.ly/8E8ep99

Look at how Studio8e8 can really separate and create 2 different brands and images .... even though the people are the same! The picture on the left is SLEEK and the right is HARMONY! That's so awesome!Anyways, welcome to episode 13 of The Making of SLEEK! Paola has been traveling, on a cruise, has ANOTHER kid living with her, and has had a very successful September! How did she do it all? Listen in to find out!SPONSOR FOR THIS EPISODE:Why build a regular, template, website... when you can build a brand!?Great marketing is built on trust, and trust builds life-long patients! Studio8e8 will get you exactly where you need to go (and farther).If you need a website, marketing consulting, help with your vision, brand building, innovative videography, creative photography that stands out.. then you NEED Studio8e8. They are the only ones in dentistry, creating innovative websites and brands that will provide results!Check out Studio8e8's website hereShout out to Driven Dental Implant Marketing for bringing in new implant patients to SLEEK! They can do the same for you!Driven Dental Implant Marketing will literally bring a minimum of 20 implant leads a month to you! How amazing is that! You will have new patients who need big work done! Be sure to contact them and let them know you heard about them from The Dental Marketer Podcast that way you can get a really SPECIAL offer!Check out what people are saying about Driven Dental Marketing!Also, be sure to go check out Paola's Favorite Resource for This Week:Dental Sales Secrets PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas We are telling you... Driven Dental Implant Marketing will bring you NEW HIGH END CASES MONTHLY! If you need to better your brand, better your website, better your personal brand, get more new patients that appreciate you ... you NEED Studio8e8! Paola can handle more than 2 margaritas...LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestDriven Dental Marketing (Get more implant cases immediately!)Studio 8e8Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

We're back! We haven't heard from Paola and her progress with SLEEK pretty much since she opened (a month and a half ago). So how is everything coming along? What has been her biggest road bumps thus far and how is she coping with the stress of a brand new start-up!Also, listen to how she surrounds herself with positivity. This is super important! If you want to win why would you allow yourself to drown in sorrow and negativity!? Listen to she also how her other existing practice is doing, Harmony Dental Health.A quick shout out to Driven Dental Implant Marketing and Studio 8e8! They are doing amazing things!Driven Dental Implant Marketing will literally bring a minimum of 20 implant leads a month to you! How amazing is that! You will have new patients who need big work done! Be sure to contact them and let them know you heard about them from The Dental Marketer Podcast that way you can get a really SPECIAL offer!Check out what people are saying about Driven Dental Marketing!Also, be sure to go check out Studio8e8 for a personalized and a truly remarkable website/ brand. Just check out their work!PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas Driven Dental Implant Marketing is a life saver! You will always go through hard times, learn how to cope with it. Studio8e8 is a blast!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestDriven Dental Marketing (Get more implant cases immediately!)Studio 8e8Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Today Alan is joined by Michael Arias of the Dental Marketer podcast. Michael's specialty is "ground marketing" and he tells us what it is and how dentists can use it to bring new patients into the practice inexpensively! Michael has a course that's about to be released and you can find more information at his website! Also...go check out the Dental Marketer Podcast! Check out Komet USA's line of "Deep Purple" extra course crown preparation burs. Super fast, super smooth and really long lasting! And...they're giving listeners of the Dental Hacks podcast an amazing deal! Check them out at dentalhacks.com/deeppurple

In this episode we share more ideas to help grow your practice and membership program. If you truly want to reduce dependence on dental insurance having a solid marketing plan is a a huge piece of the puzzle. Michael is the host of The Dental Marketer Podcast, one of the main writers/ contributors for The Dental Marketer Blog. He also has been doing Ground Marketing for about 8 years and has been teaching others to be exceptional Ground Marketers for almost 4 years now. Michael created Ground Marketing so dentist can focus on low-cost and highly effective marketing strategies so they can grow their practice without having to worry so much on costs of marketing, their total budget, and so they can see results ON PAPER in front of their eyes! Michael wants you to become the brand authority in your community, the "go to" dentist that everyone knows!

ASHLEY HAS GIVEN BIRTH! And I speak with her literally a week later!You would think not much has happened but literally in the past week Ashley has brought a new child into this earth, has brought a new person into this country, has finally received feedback on the lawsuit (and spoiler ALERT it's not looking too good right now with that situation so, if ANYONE knows a lawyer that can help, please REACH OUT!), and has news about how her practice has been running without her!On another note, we also discuss what 3 things Ashley believes is essential for EVERY SINGLE START-UP to do before opening their doors. I also go on a little rant about why you shouldn't cut out carbs to lose weight so sorry about that!Tune in and don't forget to take pictures of you listening us to the podcast and tag us on Instagram!3 Main Ideas You MUST have a Facebook page for your practice! Document your journey ASAP! Ground Marketing is essential for your start-up!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family (also known as "TDM Family") here

SLEEK SMILE STUDIO IS NOW OPEN TO THE PUBLIC!!! So ever wonder how opening day goes in a dental practice? Have you ever wondered how the night before you open goes? Well listen in and really take notes of the small things that Paola almost forgot for her practice! Believe this is a crucial episode every practice needs to listen to becauseReason 1: It will tell you all the small things you MUST not forget before you open that you may not realize you need (like paper, pens, trash bags, etc.)Reason 2: We discuss how ... just because one person receives results from a marketing method ... does not mean everyone else will. We hear so many times on social media people's wins. But we never hear their upsets and struggles (at least most of the time we don't) and that's because people post on social to brag, show, express and convey happiness.. nobody ever wants to show off their struggles or the moment they failed. So we go really deep into this subject and discuss why it's important to understand this.Reason 3: I share with you a EXTREMELY effective ground marketing tactic that all my students learn when they are coached by me. So listen to the whole episode for it! p.s. click here If you want to know more about our Ground Marketing Coaching and how we can help your practice.LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Do you ever feel like sometimes you are the only one who can get the job done RIGHT? Or maybe you feel you have to have your hand in everything that is going on in your practice because... hey you're the owner! Is this right or wrong? Well tune into episode 32 of The Making of Smile & Co to see what we mean! In this episode Ashley expresses to us one of her biggest struggles that I honestly feel we can all relate too.We also discuss how she is ALMOST about to have her baby! Yep... she still hasn't had it yet. Along those lines, her babysitter is now in the country as well!We also discuss her trademark / lawsuit issue, how many new patients her practice is currently attracting and how much she is spending on marketing, and we also talk about the cookie jars and Netflix. Also, PLEASE let us know what you think about the T--SHIRT idea and if we should continue to make them for you!Tune in and don't forget to take pictures of you listening us to the podcast and tag us on Instagram!3 Main Ideas The Cookie Jar Analogy Make sure you are great friends with your next door business neighbors Do you need a lot of money for marketing properly?Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family (also known as "TDM Family") here

Ever wondered how you can start targeting patients who want implants? Well, in episode 11 Paola and I speak with Elijah who is co-owner of Driven Dental Marketing and he tells us exactly how his company makes it work!This is such great episode, also sorry if I sound a little tired here, had to be up at 4am to record at 5am (: but it's all good! Listen in as we discuss how Paola's marketing campaigns are currently working right now.Also, we talk about Dr. Taurn Agarwal's course that Paola went to take! Why was this course different than the many she has attended and what stood out to her!PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas How you MUST continue to learn and enjoy the process! Surround yourself with people who are insanely positive but also crucially real. How to get more implant cases in your practice!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestSmiles At Sea Cruise EventsDriven Dental Marketing (Get more implant cases immediately!)I want to hear Elijah Desmond speak!DentalHub 360Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

The Making of SMILE & CO episode 31 is LIVE! First off, I want to say thank you so much for all the love we have been receiving, whether it is just a screenshot of you showing us you are listening to the podcast OR whether you take time out of your precious day to leave a review on iTunes... thank you!Anyways, in this episode we talk about... pregnancy. Yeah... I know... and Ashley gets reeeeeally detailed! But other than that we also discuss what REALLY happened behind this lawsuit over the name Smile & Co and how it started.... it started all because of one small little mistake that YOU can avoid too!Another thing we discuss is lease negotiations! Shout out to Seaport Smiles who asked the question on Instagram! Please feel free to ask us any questions people! We will answer them!Tune in and take pictures and tag us of you listening to the podcast!3 Main Ideas I now know what a "Bloody Show" is.... Know the form you are filing for when it comes to trademarking! All about lease negotiations!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family (also known as "TDM Family") here

Episode 10! Thank you for tuning in and listen because .. Paola Bukovcan had one of her first employees quit on the spot! Has this ever happened to you? Where an employee doesn't even give you a two week or even a weeks notice?! They just quit! Well it happen to Paola a week ago, see how she handled it. We also discuss how much she is currently paying for rent and how much soft her whole practice is, just in case you are wondering how much rent would cost for a practice space like SLEEK.Also, Paola is running a Facebook Ads campaign which has been going great! So we break down the process on how she set the whole thing up and why and what are the results (even though she set it up only about 12 hours before we recorded this episode).And we talk about soccer (or Futbol for my European and South America friends... actually are Americans the only ones that call it "soccer"?!)PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas The signs of an employee who is ready to quit. How and why you should use Facebook Ads FIFA 2018!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Episode 9 is here! When it comes to constructing YOUR perfect reception area... what do you have in mind? The way it looks? The way it feels? Do you provide the patient who may be waiting to see you with an exceptional service? Maybe give them a cappuccino and a place to charge their electronics? Or maybe you do more? How important is the reception area for you? Well ... we dive in deep into this topic! I am also curious to hear your answer and see your responses... what is the most exceptional thing you have seen or felt in a reception area at a doctors office?We also discuss a risky topic about feminism... has it gone too far or not far enough? Listen to the experience Paola's son experienced this week and what would you have done?And we also discuss the importance in "sound" marketing! What is this and how does it play a role in our daily lives? Listen in to find out!PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas Make reception areas about the experience... but the experience shouldn't be having the patient wait there for a long time! What noises can you eliminate in your practice that you KNOW people don't like (the drill, etc.)? Paola's temporary website is LIVE!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestSPONSORS/ SUPPORTERSThe BRILLIANT and INSANELY creatinve minds behind the making of Paola's website:Studio8e8 !Go check out Paola's temporary website! It's only a temporary website and it already looks amazing!Paola' Temporary WebsiteWhen you really want to OWN and personalize your brand Studio 8e8 is a team you absolutely NEED on your side! Go check them out and talk to Joshua Scott (the owner and really awesome guy in the pic). Let them know you heard about him and Studio8e8 on The Dental Marketer Podcast!Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Episode 8 has arrived! So with any start-up you will realize you start to learn a lot about yourself. How much patience you have, how delved into business you truly are, how you handle stress, and so much more... when doing your start-up... what did you find out about yourself? And if you haven't done a start-up... what can you learn from others who have?Listen to how we start to uncover some things that Dr. Paola is discovering about herself in the making of SLEEK. We also discuss pricing and how much her computers, monitors, and tv's cost.We also discuss on plans awn possibly opening more than two offices?!?! Maaaaaybe, see what her overall plan is and what she has in store for us! All this and SO much more fun is in this episode!PLEASE ... don't forget to show your support for the show by leaving a review on iTunes (preferably 5 stars teehee)3 Main Ideas Having the courage to express your ideas to the world! Focus on one thing at a time. Having your own podcast series just maaaaay be good therapy!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestSPONSORSLocalMed will maximize every dollar of your marketing budget by providing a way for patients to book an appointment instantly, 24/7. You've got enough going on��_ no need to be on call! Just put your LocalMed widget on your website, on Google, on social media, and anywhere else you're advertising and start filling your schedule!The Dental Marketer listeners receive an extra 10% off their setup fee! Visit promo.localmed.com/thedentalmarketer and use the promo code TDM10 OR call (888) 203-7531 and mention The Dental Marketer to claim your special deal today!Click in this link to sign up or find out more information: EXCLUSIVE LOCAL MED DEALFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 29 (almost 30) is LIVE on The Making of SMILE & CO! So since the last episode we understood that a lot has happened... Ashley is going through a law suit that may cost her the business name, she is pregnant, and she hired new employees....Well, SO much has changed since that episode (besides her pregnancy)! Does she still have the employee she hired? Who else is joining her team as an associate? What happened to the law suit? Well get ready to hear everything that has been happening with SMILE & CO, her team, and what has been happening in her personal life as well!Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you.... Local Med's New Feature!Go check out what Local Med! They are really changing the game when it comes to making online appointments. And use our link (or click on the image above) to receive 10% OFF!10% OFF LOCAL MED NOW3 Main Ideas Is giving up the company name worth it? Make sure you fire fast and hire slow! This podcast is bringing people together!! (and finding people wonderful work!)Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Episode 7 is a blast! Not only do Paola and I discuss the importance of what has been happening with her recent set backs and big wins but we also have a great guest with us: Vanessa from Local Med! So you may have questions like, what can LocalMed do for me? How does it help with my marketing? I am hearing tons of people are receiving scheduled appointments through LocalMed... but how? Well... all this is answered in this episode!We also discuss how IMPORTANT customer service is! Paola has been paying extra attention to the customer service that certain companies have been providing her with and listen in to see her take aways from these experiences.Also, we discuss the budget, what she is currently using her budget for this week, and we talk about the importance of having an Employee Handbook/ Manual ... and guess what... Paola is giving you her Employee Manual for FREE! Tune in for more!3 Main Ideas You MUST have an Employee Manual. Customer Service is ALWAYS important. LocalMed is the BEST!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestSPONSORSLocalMed will be throwing this exclusive deal for the month of May 2018. If you are reading this and Mat 2018 has passed.... FEAR NOT! Use the link below and I will still provide you with 10% OFF your set-up fee on TOP of any additional deals that LocalMed is running!When you sign up for LocalMed in the month of May, we'll will send you 3 amazing books about running and marketing a successful practice from leading influencers in the dental world including Dr. Mark Costes, Dr. Bill Williams and Rita Zamora.Don't miss out! Sign up for LocalMed today and get your FREE 3 BOOKS!**Offer is valid for new LocalMed clients only. Books will be sent out in June.Click in this link to sign up or find out more information: EXCLUSIVE LOCAL MED DEALIf the month of May 2018 is over click this link for 10% OFF you set-up fee!Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 6 is in the house!! SO in this episode Paola mentions a teeny tiny... ok maybe not so teeny tiny... but a pretty big mistake that happened when she mentioned the budget in the last episode.... listen to hear what the budget for all of SLEEK truly is!We also discuss how the construction crew pretty much abandoned their project in creating SLEEK!! WHat's going to happen now then? Tune in to hear! Also, while recording this episode it was Harmony's 2nd year anniversary! So listen to what major lessons Paola had to learn the hard way and what she really wants you to focus on when creating your practice AND team!3 Main Ideas Don't upset your contractor and their workers! Why the synergy in your team is crucial! No negativity allowed! Always plan to go a little over budget. Budget that.LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestSPONSORSAlso really quick... I want to give a shout-out to our partners at LocalMed! You will be hearing them on this series VERY soon BUT I wanted to let you know about their amazing sale they have going on now until the end of May!When you sign up for LocalMed in the month of May, we'll will send you 3 amazing books about running and marketing a successful practice from leading influencers in the dental world including Dr. Mark Costes, Dr. Bill Williams and Rita Zamora.Don't miss out! Sign up for LocalMed today and get your FREE 3 BOOKS!**Offer is valid for new LocalMed clients only. Books will be sent out in June.Click in this link to sign up or find out more information: EXCLUSIVE LOCAL MED DEALFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 5 is here!! And ... we have a special guest.. the person who started it all... drum roll please... Dr. Ashley Joves! In this episode it's Paola and Ashley talking about their progress and sharing and talking about some similarities in their start-up process and the differences they have also experienced.We also discuss how important it is to really review any lease agreements. Actually, it's really important to review any piece of document and agreement you sign. But listen in to see the struggle that Paola is facing and how much it's costing her. Unfortunately, she is going to have to sacrifice some major things in order to stay into budget. We also discuss the budget as well and whats happening to it!Also, we talk about the hectic week both of these ladies had and what hilarious things happened!3 Main Ideas Review EVERY SINGLE AGREEMENT! Is there ever a life balance when becoming a business owner? There are always more options out there when creating and designing your start up, just be creative!LINKS FOR THIS EPISODE:SLEEK Smile Studio's InstagramSLEEK Smile Studio FacebookPaola's PinterestFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 4 is in the house! First off.. thank you so much to everyone for the wonderful and positive feedback y'all have been giving us! In this episode we discuss many crucial points and we peel back a little more and uncover just how important it is to trademark your business name and how much it truly cost! It's not cheap, I'll just spoil that for you right now.We also discuss how it is very healthy to step outside of the start-up world and delve yourself into a hobby that really doesn't have an end goal. Yeah.. sure... goals are very important to have but that shouldn't be everything! You need to give your mind some rest and let it wander, let it create! We discuss why this is important and what Paola is doing in order to make this happen. And we also talk about how Paola's kids (especially the little one) can be brutally honest!All this and so much more is in this episode so listen in and participate!3 Main Ideas Why is Paola learning to play the Ukulele? What is the most important and necessary thing to do when trademarking your office's name? The struggles with HVAC and the construction work.LINKS FOR THIS EPISODE:Paola's PinterestSLEEK Smile Studio FacebookStudio 8e8 (the amazing people who are making Paola's website)Dental Sales Secrets (Dr. Stevens course that Paola took)Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

What has Ashely been up to? It's been about 3 months since we last received an update on Dr. Ashley Joves and her dental practice, SMILE & CO.!Well get ready to hear everything that has been happening with SMILE & CO, her team, and what has been happening in her personal life as well. Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you.... Local Med's New Feature!Go check out what Local Med! They are really changing the game when it comes to making online appointments. And use our link (or click on the image above) to receive 10% OFF!10% OFF LOCAL MED NOW3 Main Ideas Make sure you do you DUE DILIGENCE! Please be friends with all your neighbors (store owners) in your shopping strip. Get a fantastic lawyer!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]We're back at it again with episode 3 of The Making of SLEEK Smile Studio! In this episode we discuss many things but most importantly we dive into the topic on really creating a brand that you want and that oozes your personality and what you want to be known in the community as.We also talk about where Paola is getting most of her ideas for interior design and designing the look and feel of her office. Also, we discuss how to better yourself at presenting treatment or just talking about pricing and payment in general to a patient. So many times, we may find this to be very tough or tricky for us so we outsource it immediately or we don't even dabble or touch it. Also, listen where the progress is going with SLEEK and see what struggle Paola had to face this week. So sit back and relax (unless you're driving... if you are listening and driving ... pay equal attention to both the road and this episode) and enjoy!3 Main Ideas Where Paola is getting most of her design ideas. How Paola's budget is getting reeeeally tight! How dentists can improve their case acceptance.LINKS FOR THIS EPISODE:Paola's PinterestSLEEK Smile Studio FacebookStudio 8e8 (the amazing people who are making Paola's website)Dental Sales Secrets (Dr. Stevens course that Paola took)Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Welcome back to episode 2 of The Making of Sleek Smile Studio! In this episode Dr. Paola discusses just how important design is! We get into the pricing and how she decided who to go with when it came to her contractor and design crew!We also talk about how Dr. Paola has been taking it super easy and vacationing everywhere! Just kidding, she did take a vacation to remind herself that family time is crucial time, which is a good thing! In the start-up process it can be so hectic that we forget sometimes, why we started doing all of this in the first place.3 Main Ideas Why giving your best (even when doing temp crowns) is always important! What type of chairs did Paola go with? How much is everything starting to cost?Find Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Host Megan Powers welcomes Michael Arias on this mid-month(ish) show! Episode 12 brings us a quick lesson on Ground Marketing, and the success Michael has had with it and his clients. As Michael reminded us on this show, there is "riches in the niches." His niche is Dental Marketing. Michael is "The Dental Marketer" and he has a podcast by the same name -- The Dental Marketer. He’s worked with several dentists, dental groups, dental consultants, and agencies. He loves educating anyone who is interested on how to market their dental practice. I was a guest on his podcast, and it hit me -- I bet our listeners would love to learn about Ground Marketing, which is the type of marketing his team teaches. Check out this quick 30-minute show! Other ways to find Michael: Twitter Instagram If you'd like to see the video recording of the show, here you go - Episode 12 Video.   We are “Making a Marketer”... in all ways. Check Ep.12 out -- and if you’re so inclined, we would love for you to subscribe, rate, & review us on iTunes -- https://bit.ly/mamITuneNEW. Get each ep. when it drops! ::: Show sponsor: Powers of Marketing -- your communication should be strategic and POWERful! :::

[powerpress]Welcome to the very first episode of The Making of SLEEK SMILE STUDIO! Dr. Paola Bukovcan is SUPER excited to peel back the layers of this onion we call the "start-up process" and be open with all you! So as always, get ready to hear Dr. Bukovcan's process in real time and PLEASE... feel free to be as nosey and "into her business" as you want! Ask questions, give feedback, and always give any advice as well.3 Main Ideas How Dr. Paola Bukovcan started Let's get to know Dr. Bukovcan on a personal level! Dr. Bukovcan's vision for SLEEK and where she is with her start-upFind Out MoreThank you for listening to The Making of Sleek Smile Studio on The Dental Marketer Podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Paola's remarkable dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at paola.bukovcan@gmail.com. Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Welcome to The Making of SLEEK SMILE STUDIO!!!!Sit back and get ready to hear to Michael (me) document Dr. Paola Bukovcan's dental start-up practice.Also listen to why her story is unique from most start-up dental practices!SLEEK SMILE STUDIO'S LINKS:Sleek Smile Studio's FacebookSleek Smile Studio's InstagramTHE DENTAL MARKETER LINKS:FACEBOOKTWITTERINSTAGRAM (you can talk to me more 1 on 1 here)Are you getting my E-Newsletter?... No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join The Dental Marketer Family (TDM Community) here

The Dental Marketer himself, Michael Arias, talks with Sandy Pardue and Dana Salisbury from the Delivering Wow seminar in Jamaica. Listen up for great practice tips, inspiration, and get to know Michael! For more information on how Michael can help you, check out thedentalmarketer.site to see how you can get GROUNDED! 

[powerpress]Episode 27 is an episode you want to hear, especially if you are having hygiene trouble! Actually all of our episodes are ones you should want to hear!We had the wonderful privilege to pick Rachel Teel Wall's magnificent brain and boy did it reveal a lot!Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you.... Local Med's New Feature!Go check out what Local Med! They are really changing the game when it comes to making online appointments. And use our link (or click on the image above) to receive 10% OFF!10% OFF LOCAL MED NOW3 Main Ideas How to hand off a hygiene patient to the doctor properly. Scripts on what hygiene should say to add necessary treatment. What has Rachel seen work very well and work not so well.ResourcesGuys.... we really wanted to give a huge thanks to Rachel and her company Inspired Hygiene! They are really making things happen! From creating clear and improving protocols and systems to making sure hygiene profits are NOT slipping through the fingers. Inspired Hygiene is something you definitely should check out! Click the image below to get:The 10 essentials to Elevating Your Hygiene Services, Systems, & Profits It's yours today, ABSOLUTELY FREEFind Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 26 is here and Ashley has a MAAAAAJOR ANNOUNCEMENT!!!After you hear the major announcement you'll also get to hear our experience at Voices of Dentistry and our thoughts, what is happening in our lives, and maybe a tad bit about dentistry here and there! Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you.... Gina Dorfmam's Product: YAPIGo check out what Yapi is all about and how it is improving dental practices all over the world!3 Main Ideas What has been going on with Ashley lately? What is our feedback and opinion on Voices of Dentistry? What is going to happen to The Making of SMILE & Co.ResourcesVoice of Dentistry!! This event was pure awesomeness! If you are thinking to sign-up and go in 2019... stop... don't EVEN think... just go do it! Go sign-up! ASAP! Click the picture below or this link and it will direct you to their website ... now all you have to do is SIGN UP for next year!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Episode 25 is LIVE! and .... we recorded ANOTHER (insert DJ KHALED quote "another one" here) episode LIVE from Voices of Dentistry. We interviewed the millennial dentist himself: Sully Sullivan! Listen to as we ask how much he is paying for his marketing services, whats working for him and whats not, why is everyone obsessed with him shaving his head, his struggles, and more! SO if you're planning to relax in a bubble bathtub for a while or planning to sit on the toilet for about 45 minutes.... tune in! And after... leave a review on iTunes (only if it's 5 stars)!Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you....Dr. Sully Sullivan's Podcast: The Millennial Dentist PodcastGo have a beer while you're listening to The Millennial Dentist Podcast! They are hilarious, entertaining, knowledgeable, and so much more!3 Main Ideas What should your hygienist REALLY be doing. What is Dr. Sullivan doing for Reviews, Social Media, and SEO. Why it's so important to WRITE GOALS (and pretty much everything) down! And what Dr. Sullivan & Dr. Joves are struggling with in their practice right nowResourcesVoice of Dentistry!! This event was pure awesomeness! If you are thinking to sign-up and go in 2019... stop... don't EVEN think... just go do it! Go sign-up! ASAP! Click the picture below or this link and it will direct you to their website ... now all you have to do is SIGN UP for next year!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 24 is LIVE! and .... we recorded this episode LIVE from Voices of Dentistry. This isn't no ordinary episode (come to think of it none of these episodes are ordinary) BUT here we have 2 remarkable guests... Dr. Anissa Holmes & Dr. Drew Byrnes!! Listen to us in Voices of Dentistry discussing struggles, when to hire an extra person to delegate your marketing to, what we have been up to, and more! SO get excited and tune in, prepare to learn A LOT, laugh, and leave a review on iTunes (only if it's 5 stars)!Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you....Dr. Drew Byrnes Podcast: The Fee For Service Dentist Podcast Go listen as soon as you can to the latest episodes of the FFS Podcast! He has amazing tips, knowledge, and more... (if you're a FFS practice then yeah... this podcast... is especially for you).3 Main Ideas Dr. Anissa Holmes continues to drop life-changing knowledge (I swear she is going to change more than just dentistry in this world!) How Dr. Drew Byrnes is making it happen in his practice! And also how Ashley is making it happen. The struggles that Dr. Holmes, Dr. Byrnes, Dr. Joves are going through right now in their practice.ResourcesVoice of Dentistry!! This event was pure awesomeness! If you are thinking to sign-up and go in 2019... stop... don't EVEN think... just go do it! Go sign-up! ASAP! Click the picture below or this link and it will direct you to their website ... now all you have to do is SIGN UP for next year!Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

On today's episode, we sat down with the Dental Marketer Michael Arias! During the show, we discussed how he got involved in the marketing side of dentistry, what are the big pitfalls that people run into when trying to market their brand, what his strategies are when it comes to ground marketing, why ground marketing is so important, and how you can turn around your marketing and increase patient flow at your office. This was an awesome episode with a ton of content you can take back to your office today! Email us any questions or comments you may have about the episode!    Resources for Michael Arias: Dental Marketer Website The Dental Marketer Podcast on iTunes   Resources for Life and Dentistry:  CLICK HERE to register for the 2nd annual Life and Dentistry Conference! Life and Dentistry Official Website Facebook Instagram Twitter Life and Dentistry Youtube Channel Email us any questions you have to lifeanddentistry@gmail.com  Thank you all so much for listening and supporting what we love to do! We hope you all get just as much out of this as we do! We couldn't do this without you all!  Enjoy!

[powerpress]Episode 23 is here! In this episode we tend to talk a little longer but there is a reason for that because... it's a END OF THE YEAR RECAP!Listen to what Ashley's highlights of 2017 and what her best, worst, and pending strategies are! We also talk about our goals for 2018 and what are lans are with our amazing Facebook group and our podcast are! SO tune in, prepare to learn, laugh, and leave a review on iTunes (if it's 5 stars)!Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you....our Facebook Group: The Making of a Dental Start-UpGo be a part of our family! We will welcome you with open arms and free imaginary burritos with wings (or vegan wings).3 Main Ideas Best Strategies were Social Media, Ground Marketing for grand opening, being a part of the Chamber of Commerce Worst Strategies... were.... hiring the wrong person. Don't collect an email list of 400 leads and NOT call them!ResourcesI'll just leave this right here... (click the image below to get Local Med in your office!!!!!)Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

[powerpress]Episode 22 WOOT WOOT! Get ready to hear all about our weekend shenanigans, dentistry, and... AND... we have a wonderful guest with us........... Dr. TYLER BRADY! A.K.A. the Gif Guy! (confetti falls). This episode is a special episode because we have our very first guest from our Facebook Group: The Making of a Dental Start-Up. Tyler was everywhere this past week and literally does so much and has a huge heart!He shares with us his start-up process. Tyler hasn't opened his doors yet and his dental practice is still in construction but will be opening early 2018! But what is really interesting is how he was FIRED right when he was starting up his dental practice! Listen to his experience and how he got through it! Also, hear what he is up to and how he is going to change the world! (trust me he will!)Also, support US by checking out our supporters: Local Med!SHAREThis week we wanted to share with you....our Facebook Group: The Making of a Dental Start-UpGo be a part of our family! We will welcome you with open arms and free imaginary burritos with wings (or vegan wings).3 Main Ideas Give back.... ALWAYS How Tyler plans to do do a FFS Dental Practice. The best (most affordable) place to get your march for give-a-ways.ResourcesI'll just leave this right here... (click the image below to get Local Med in your office!!!!!)Find Out MoreThank you for listening to The Making of Smile & Co. podcast. If you enjoyed it, please share with anyone you think will gain value from the show by clicking on one of the sharing tabs above.Also, please consider leaving an honest review on iTunes. It helps other listeners find the show, and I would be forever grateful.Questions or comments? Feel free to contact me here.Follow me on Instagram or Facebook and improve your dental practice every day!Have you subscribed? Don't miss a single episode!Subscribe: iTunes | Android | Email | RSS | MoreListen to podcasts and learn more about The Dental Marketer on the website.Remember that Ashley's revolutionary dental practice is being built in real time. Follow her incredible journey and message her through Facebook or Instagram to say hi or to ask questions about her experience. Email her at drashley@smileandcompany.com.Want your questions to be answered on the podcast?Join The Making of a Dental Startup Facebook Group to ask us absolutely any questions! Join the group, interact and ask your questions here! See you in The Making of a Dental Startup Facebook Group.Are you part of The Ground Marketing Community: No?... why?!? I only give you amazing tactics on Ground Marketing that you can implement in your dental office!Join the Ground Marketing Family here

Key Points at a Glance Michael Arias, Host of The Dental Marketer Pod Cast Show, in conversation with Naren Arulrajah Expert in ground marketing Ground marketing is person to person contact Go to your favorite places (like a coffee shop) and speak to someone who always helps you and offer something for free to the […] The post Top Places for a Dental Practice to do Ground Marketing | Michael Arias appeared first on Growing Dentist Podcast Show.

Michael absolutely loves educating anyone who is interested in learning how to market their dental practice and every single day he is working, marketing, and learning.   He is constantly building different strategies, unique campaigns, creating new patient flow pipelines, networking, creating amazing content, coaching, and attracting new patients through Ground Marketing every single day, and he LOVES IT!    He mainly always uses the tactics in “guerrilla marketing” or Ground Marketing and now he coaches, trains, and teaches employees and team members on how to do the exact same so that their dental practice can be the community’s primary dental practice and also, so that new patients continue to come in.   www.thedentalmarketer.site

Happy New Year SYDP fans! I hope the first few days of 2017 have gotten off to a great start! I’m honored to have you be a part of the SYDP community. Now look, if you’re like me, you’re probably feeling super excited at all the things you’re going to accomplish in 2017. You’re finally gonna start going to the gym. You’re finally going to hit that monthly revenue goal. You’re finally gonna hire your 1st, 2nd, or even 5th employee. Maybe you even dare to dream of having a vacation. Having goals and being excited are a good thing. But as I say time and time again on the show, you have to execute. You have to do the hard work. Too often, we look for the easy fix. The “everything done for us” solution for all our needs. And give up when our motivation fades or we don’t see the instant results. Be honest.. How often does that work? Probably never. Which is why I’m super excited to share my conversation with Michael Arias to kick off the new year. Michael is the founder of The Dental Marketer Site and host of the Dental Marketer Podcast where he teaches how to take your practice to the next level through actionable ground marketing strategies. In the episode you’ll notice, Michael is truly a “go getter” in every sense of the word and I don’t think the word “excuse” exists in his vocabulary. If you like today’s show, you’ll love Michael’s quick quiz that will tell you exactly how many patients your practice should be attracting and what to do to get there. Get that here. Here are a few things you'll discover in today's episode How “Marketing Pipelines” Can Transform Your Practice And How To Get Started Why Throwing A Local Event For Your Community Should Be A Priority in 2017 5 Boots On The Ground Marketing Strategies That Actually Work How Targeting Local Businesses Can Be A Great Marketing Method The Importance of Authenticity When Marketing Your Practice 3 Current Marketing Trends You Should Be Trying Why Specific Incentives Are So Powerful For Your Practice. The No Excuses Way To Get More Patients In The Door Why You Need To Outsource Your Marketing And Sales How To Get Comfortable With Rejection Free Episode Bonus: It’s clear from our conversation, Michael makes things happen, and I promise if you take action on today’s episode you’ll definitely see results. If you enjoyed today’s episode, you absolutely don’t want to miss the awesome bonus Michael has put together for SYDP listeners. He’s shared his short “How Many Patients Should My Practice Be Attracting” quiz, which will help you get crystal clear on how to get the most from your practice. Just answering the questions alone, will be incredibly helpful in building out your 2017 marketing strategy. Click here to access that now. Quotes: “Work smarter.. Not harder.” - Michael Arias “People love the idea.. But execution often lacks.” - Michael Arias “Doing Business Without Advertising Is Like Winking At  A Girl In the Dark” - Michael Arias “Bits of dentistry can be taught… but you can’t teach a good personality.” - Michael Arias Resources: The Dental Marketer Podcast The Dental Marketer Site The Dental Marketer Twitter  Support The Show: Without you, Ambitious Dentists, this should wouldn’t exist. If you enjoyed today’s episode, please go here to give the show an honest rating and review in iTunes. This allows me to evolve the show as it goes on, and also helps spread the word to other podcast listeners since iTunes promotes shows with active engagement.