Smart growth through internal marketing

1. Lighthouse Productions LLC Referral Marketing for Dentists Smart growth through internal marketing

2. Patients will talk positively about your dental office for three primary reasons. 1. When they like you and or like your work. 2. It also just feels good to talk about any remarkable experience. 3. When They feel like they are part of your team, an insider. Word of mouth is the source of viral marketing

3. Why Engage in a strong word of mouth marketing campaign? 5,000 female patients in the 30 to 60 year age group, and in household incomes of 75,000 and up Answered this question>>> When deciding on a dental office what do you rely on as your source??? Yellow pages (2%) Friend (Word of Mouth) (83.5%) Internet (12.5%) Direct mail (1.5%)- TV or Radio (0.5) 83.5% of qualified patients surveyed say they strictly rely on word of mouth when choosing a healthcare professional

4. Internal Vs ExternalMarketing • Internal • The top market research companies agree that a recommendation from a friend is ten times more effective than traditional paid advertisements. • It does not fall into the noise category like external marketing does. • Works with any demographic in any location. • A referred new patient has more trust in you and will judge you less. • More cost effective as you are utilizing existing resources. • Higher retention and higher percentage of case acceptance. • External • Advertising has become a source of interruption and noise, people want to see and hear a real life perspective. • The average active adult is a constant target of advertising, seeing and or hearing 3000 advertisements a day. • People are more inclined to judge/test you when they come in through external advertising means. • More expensive than internal and yields a lower ROI. • Higher attrition potential and lower percentage of case acceptance.

5. Apply Systematic Engagement TM, the method we use that will transition your staff into an effective marketing team

6. The Seven Keys Motivation Message Rewards Referral Gift Cards Patient Experience Creativity Consistency The 7 keys build relationships and increase word of mouth activity

7. Motivation Key 1 • What really motivates you to get more new patients? • What motivates your team? • What motivates your patients to send their friends and family to you? • Having a clear understanding of why you want more new patients seems obvious, getting very specific on this point is highly recommended.

8. Your Message Key 2 • A proven message that will give your internal marketing program a fresh look. • It needs to be remarkably simple & easy to remember. • It should have a high appeal rating with a call to action factor. • The purpose of a great message is to motivate your patients to talk with their friends and family about you.

9. Make rewards interesting and appropriate. Reward your players. Show gratitude, its right and its powerful. Create the perfect system that will bring your team together on the project. Key 3 Rewards When you take care of your team they will take care of you. create a point system where everyone wins Players: Staff/Patients/New Patients

10. Key-4 Lighthouse has done all the work this is a result oriented turn key program Teach your staff and patients how to play the Referral Gift Card

11. Patient Experience Engage your team and new patients will gravitate to you in greater volume! You will learn every detail of the referral gift card game. This is a very easy process that integrates very well with the daily flow of a dental office. Key-5 With Lighthouse your team will be relaxed and at home with referral marketing, Lighthouse gave us the guidance we really needed (Diane Off Mgr at Appel Orthodontics) Systematic Engagement TM

12. Creativity Key-6 • Keep your referral game fresh with new gift cards each season of the year. • Make it fun, interesting for you team. (Engage) • If you are remarkable patients will remark about you, if you are boring they will be snoring. • The newness factor is important when attracting the attention of your audience. • Your internal marketing program will have unlimited potential by using the Lighthouse concept.

13. Consistency Key-7 Lighthouse has made referral marketing easy and very rewarding for our entire team. Janis, Off Mgr for John Cherry DMD • With Lighthouse your referral marketing action steps are easy to track. • Over-all we want to keep the process lighthearted and effective. • Be consistent and appropriate. • Keep playing the game and win.

14. Net result; more people saying “I was referred to you” The Lighthouse Referral Marketing program is the best marketing investment we have ever made. The process is truly amazing, we are very well pleased. (Thomas J. Price DDS)

15. Getting started is easy! Jeff and Natalie Simms Managing Partners Lighthouse Productions LLC 727-562-9571 (Direct) • Step 1. Contact us for a free consult and price quote, sign up and receive a substantial rapid action discount. Programs start at 4,500. • Step 2. Schedule your internal marketing transition visit or webinar, depending on the package you purchased. • Step 3. Referral Gift Card style and layout choices, finishing design, proofing , the printed & shipped UPS to you. • Step 3. Through our system you will learn exactly how to circulate your new Referral Gift Cards, track and watch your referral numbers take off. • Step 4. Work closely with your Lighthouse marketing team to accomplish your goals. Contact us direct