10 Questions Successful Dentists Ask Before Hiring A Lead Generator...
BY: Matt Dykstra
Every successful Dentistry Practice NEEDS Customers.

If you are just starting and do not have a system in pace you may be looking to hire a company to help you find these customers.

Having an experienced marketer help you with Lead Generation is a great step - It will allow you to focus on what you do best (Create Happy Smiles for your patients), while the marketer will work on generating leads.

But with so many marketing and lead generation companies advertising, how do you know who to partner with?

I've compiled a list of questions to ask your future Lead Generation Agency. 

1. How do they plan to attract leads? 

True marketing professionals have a streamlined and repeatable process. 

They will explain their process clearly and without marketing technical jargon. If they have confidence in their service, then transparency & your understanding should be key elements to their pitch.  

Be skeptical of any Dental Lead Generation company that doesn't, or more concerning doesn't want to, show you how they're going to generate new leads for your practice. 

Ask them to explain their approach to online dental marketing & lead generation. What do they do? How do they do it?

2. Are they selling you Fresh Leads or an Existing Leads List?

When financially possible, ALWAYS OPT FOR FRESH LEADS & CONTACT THOSE LEADS IMMEDIATELY. 

Fresh Leads are most likely to still be in the “purchasing” phase of their search cycle. They are less likely to be fatigued by countless other Dental practices contacting them. And therefore most likely to be open to considering your practice.  

Generally speaking… Fresh Leads will have a much HIGHER Sales to Lead return. But they may cost more. 

3. Will you share my Fresh Leads with other dentists?

There is nothing wrong with competition, it fuels our economy. However, if you are just one of several dentists in your area receiving the same fresh sales leads at the same time, consider working with a different Dental Lead Generation company.

Potential dental patients can quickly become tired and irritated from multiple practices pitching to them at the same time. They rapidly gain the feeling of being “sold to a list.”

Bottom line… Even if they don’t choose your competition, why pay to make your job any harder than it has to be already.

4. Can they help upsell to my existing clients?

Successful marketing goes way beyond the lead generation phase.  

The best lead generation agencies know how to help you increase your current customer’s lifetime value as well. They know it's easier to sell to an existing patient than a new one and in your interest to do so.  

If they can’t help you upsell, you are leaving money on the table.


ARE YOU ASKING THE RIGHT QUESTIONS?
  
5. Can you help improve our local SEO & Reputation Management?

Today’s dental patient does far more online research then they did even just five years ago. Thus SEO and Reputation management should be viewed as key strategies in long-term lead generation campaigns. 

If your practices appears in the top search results and has great reviews, you will attract additional leads that otherwise would have been lost.  

Make sure any Dental Lead Generation company you choose to work with understands this and helps your practice be front and center of search. 

6. Will we receive regular reports? If so, how often?

Since lead generation works best as part of your long term strategy, you need to be confident that your investment is worthwhile and providing results. 

Ask for a sample report so you know what to expect. Make sure you clearly understand the metrics and the cost associated with these. 

The frequency of reports can vary between agencies & specific contracts but make sure you know how often you can expect to receive reports and what will be reported.  

7. Will you work with us long term or are you offering a discount price one-time list?

As with many things, if the price seems to good to be true… it probably is.

Quality lead generation is not cheap, but it is focused on results and high return on investment. 

Successful agencies understand that to keep you as a customer they must deliver results. 

Discounted one-time list providers tend to focus more on their own monthly sales volume. They attract customers with low price and may not delivery quality.
 
8. Do you guarantee your work?

Lead generation is 8 parts science & 2 part art. An agency needs time to get to know your practice and fine tune their steps to optimize their work. There is a learning and testing period.

That said, if an agency offers X number of leads a month - there should be a guarantee. Higher quality lead generation agencies will always under promise & aim to over deliver. 

Before signing off with a lead generation agency, make sure you discuss expectations on both sides of the table. 

9. How important is a quick follow-up to leads?

In the end, it doesn’t matter how many leads you receive if you never follow-up with them.  

A good lead generation firm will proactively ask you how your practice is setup to handle leads after they initially contact you.  

If you cannot follow up quickly, they will either turn down your business or work with you to ensure you can.  

Firms that do not, may not have your best interest at heart.

10. Will they test your follow-up process at no extra charge?

As I mentioned above, immediate follow-ups on leads is critical to your success.  

High quality lead generation firms will provide random, often monthly, spot checks into their standard process and provide you with their results. This can help you fine tune your own process and increase your ROI.

ALWAYS  ask for this to be included in any contract you sign for Lead Generation.  


ARE YOU ASKING THE RIGHT QUESTIONS?

Author: Matt Dykstra

FOUNDER of HealthySMILES.com | 
CEO, Tredigital | Fmr Microsoft Employee/Consultant | Social Media Thought Leader | Globe-trotting Speaker | Author | 
Find out if 30 In 30 is Right For Your Dental Practice!