The full-arch business course returned in May – this time accessible from anywhere.
BioHorizons was once again proud to support the Full Arch Advantage conference, this time held in a virtual format on May 10, 2024. Previously held over the course of two days in San Diego, California, the May 10 event focused on the most essential topics to deliver a one-day program accessible from anywhere in the world.
To start off the event, SMC National CEO Gary Bird discussed how 40.99 million Americans used dentures in 2020. This statistic reveals a huge opportunity for dental implant placers. A solid marketing plan is essential to bring patients into the practices dentists have built with education and training.
Bird explained how to build a strong foundation for a dental practice’s marketing strategy. It’s important to think of the ideal patient for a practice, which he termed the business’ “avatar.” We then saw firsthand how AI can be used to target this avatar.
What makes you unique?
Next, SMC’s Mark Pineda explained the importance of establishing a Unique Value Proposition, or UVP. He shared valuable insights on how practices can best determine their UVP.
Two reasons why it’s important to think through a UVP are:
- The market – Demand for full arch is growing and the market has lots of competitors.
- Full-arch treatment is a high-ticket item.
Top 10 reasons full-arch marketing fails
1. Focusing on slam dunk leads and not getting enough volume
2. Relying on a single marketing channel
3. Charging for a consultation
4. Not having enough available slots to see enough consults
5. Not having the right content/media that allows you to stand out in a competitive market and build trust with patients who are expected to spend $20k or more
6. Ads and landing pages focus on the process of implant treatment instead of the outcome
7. Not responding to your leads fast enough
8. Not using the proper full-arch scripting to influence leads to schedule and show up
9. Not having proper follow-up processes and systems in place to nurture leads
10. Scheduling leads too far out
BioHorizons Senior Director of Practice Development Lana Shoultz presented on how doctors can increase their clinical confidence through the hands-on and live patient demonstration experiences gained by attending a TeethXpress full-arch implant course.
“The latest advancements in full-arch, immediate-load protocols are taught at TeethXpress courses by experienced instructors at venues around the U.S.,” said Shoultz. “Attendees choose from several different curricula to increase their knowledge and clinical skills so they can stand out from the competition. Patients recognize clinical confidence in their providers. And full-arch clinical confidence influences case acceptance.”
How do you add marketing skills to your clinical expertise?
Implant dentists spend countless hours on education to make sure they can provide the best treatment outcomes for their patients. But without patients in the chair, the practice cannot survive.
Dr. Curry Leavitt, a TeethXpress course instructor who has performed thousands of arches, explained his digital workflow and how he complements his clinical expertise with marketing skills.
One way Dr. Leavitt sets himself apart is with guided full-arch surgery. He presented the importance of embracing the human element in full-arch dentistry. In a space where lives are transformed, doctors can celebrate their patients’ stories.
Learn more from Dr. Leavitt by attending a TeethXpress course.How do you sell full arch?
Once doctors know the techniques and attract the right patients to the practice, the next step is presenting and closing the case.
Stacy Feffer-Farley, Case/Finance Manager at New Day Smile, shared her expertise, which allows her to close more than 40 arches per month at a 75-percent close rate.
The case acceptance process is the biggest void in full-arch dentistry.
-Stacy Feffer-Farley
Feffer-Farley outlined her case acceptance process, which includes no doctors in the case closing process. “Doctors should be focused on the clinical portion of the case and remain very neutral on which option the patient chooses,” she said. “Instead, designate another staff member as the one who presents the cost and focuses on closing the deal.”
Feffer-Farley went on to share that in the sales presentation, one must have the ability to connect with and understand people. The person responsible for closing the sale must have this skill.
Now what?
At the end of the day, participants brought their questions live to Bird and Feffer-Farley. Lots of questions filtered through about UVPs, financing programs, marketing costs and more. The discussion provided attendees with the opportunity to candidly discuss their interests in these important full-arch dentistry business and marketing topics.
Are you ready to take your full-arch business to the next level? We’re planning more events like this, so sign up for updates and stay informed when opportunities are added.
Looking for more clinical full-arch education? Learn more here.
