Jonathan Fashbaugh shares dental marketing tips with dentists on how to remove problems in their practice that cause them to struggle in new patient growth from marketing and advertising. Slides contain licensed stock photography from Adobe Stock, photos taken by Brandi Keltner and Jonathan Fashbaugh, and an image of Donald Miller of StoryBrand.com.

1. Jonathan Fashbaugh
Removing Roadblocks to
New Patient Growth

2. This is for you if you…
• Deliver amazing results.
• Want to get more new patients.
• Struggle with unpredictable marketing and advertising.
• Might have communication and process issues hurting marketing.

3. My promise…
A. Stay focused on things you can use right now.
B. An actionable list.

4. More/Better SEO
is probably not your biggest need.
“Google indexes and ranks content, with the ultimate goal being to drive
search forward to produce results that:
•Better match searcher intent.
•Are more relevant for the users’
query.”
(Source: Marie Haynes Consulting, Analysis of the May 2022 Google
core update, June 23, 2022, https://www.mariehaynes.com/analysis-of-
the-may-2022-google-core-update/ )

5. A B

6. Your patient’s photos, reviews, and referrals
drive more prospective patientsto respond to
your advertising, act on your marketing, and more likely to say yes to treatment.
Your marketing makes you
attractive.
Your prospective patient
contacts
your o
ffi
ce.
You
schedule
the consult.
Your team executes well on the
consult,
understanding the goals of the
patient.
Your team books a new patient
exam.
You present a comprehensive
treatment plan.
You and your team
provide
excellent
service
during the treatment process
You get approval to share
their photos and success story in your marketing.
Your team
asks the patient
for a review online and referrals.
You stay in
touch
with the patient for recare but also for referral
opportunities.
The Sales/Marketing Loop Your advertising generates
visibility.
A
They say
‘Yes!’
B

7. Jonathan Fashbaugh
Who is this guy??
• Been in marketing for 20+ years
• Been married for 20+ years
• Have 8 boys
• Business owner like you for more
than 10 years
• Author
• Aspiring homesteader
• Storybrand® Certi
fi
ed Guide

9. or Rule of 7
Rule of 20
The 1st time people look at ad, t
The 2nd time, they don’t notice i
The 3rd time, they are aware tha
The 4th time, they have a
ff
ering.”

10. Visibility
Patient sees your practice
• Created by marketing and advertising.
• Boosts authority.
• Facilitates business.
• Facilitates referrals and referral sources.
• Keeps the sales and marketing loop going.

11. Roadblocks to Visibility
Patient WON’T see your practice
• Pull the plug due to unrealistic expectations.
• Not enough time to see success.
• TINY budget + Marketing ADHD = FAIL.
• Too little spread around.

13. Channels
Frequency
💩
Beau

14. Channels
Frequency
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💩
Pigs
💩
💩
💩
💩
💩
💩

15. Channels
Frequency
💩
💩
💩
💩
💩
Cats

16. When it comes to
VISIBILITY,
Be a PIG!

18. Roadblocks to Attractive Marketing
You are awesome…
• Educated (ongoing)
• You have a great o
ffi
ce and technology
• You have a wonderful team.
Lead
with these!
What you do:
• Improves quality of life!
• Works!
• is trackable and proven!

20. https://pagespeed.web.dev/
or
Google: Google Pagespeed

21. Clarity
makes your marketing more attractive.
“If you confuse, you lose.”
- Donald Miller,
Building a Story Brand

22. Roadblocks to Clarity
Patient WON’T contact your practice
• Listing all of your services on the
home page and in navigation.
• Looking for any old patient?
• Limit the kinds of requests but
repeat important calls to action
often.
Call Us
Bonus SEO Tip

24. What on your sleep
page?

26. Visibility into Contacts.
Attraction
Converts

29. of calls to dental practices go to voicemail.
23%

30. of calls that go to voicemail
will hang up BEFORE leaving a message.
63%

31. Increases New Patient Volume
Answering
The Phone
The goal of all other leads is to generate a phone call.

32. Your patient’s photos, reviews, and referrals
drive more prospective patients to respond to
your advertising, act on your marketing, and more likely to say yes to treatment.
Your marketing makes you
attractive.
Your prospective patient
contacts
your o
ffi
ce.
You
schedule
the consult.
Your team executes well on the
consult,
understanding the goals of the
patient.
Your team books a new patient
exam.
You present a comprehensive
treatment plan.
You and your team
provide
excellent
service
during the treatment process
You get approval to share
their photos and success story in your marketing.
Your team
asks the patient
for a review online and referrals.
You stay in
touch
with the patient for recare but also for referral
opportunities.
The Sales/Marketing Loop Your advertising generates
visibility.
They say
‘Yes!’

33. Find Roadblocks
by tracking data.
Track…
• Impressions
• Visitor sessions
• Leads (by type)
• Appointments (by source)
• Patients (Tx)
• Production $

34. Tracking Funnel
Track…
Visibility
Tra
ffi
c
Leads
Appts
Tx
$

35. Your Next Steps
The actionable list, I promised.
• Test website speeds using Google’s Pagespeed Insights. https://
pagespeed.web.dev/
• Review the sales/marketing loop in your practice.
• Document your tracking process. Review the data monthly.
• Go to https://www.proimpressionsgroup.com/report/ for a full report on how your
marketing is performing
• Stop by the Pro Impressions Marketing booth for a free headshot photo.
• Follow Pro Impressions Marketing on Facebook and Instagram for more dental
marketing ideas.

36. Best of all,
Dr. X
• is confident in marketing and advertising.
• has plenty of new patients every month.
• has eliminated the roadblocks in the sales / marketing loop.
• is changing and saving lives with TMD and sleep treatment.
• is confident about his office’s future.

37. • www.proimpressionsgroup.com/report/
• Follow @proimpressionsmarketing
on IG and FB
• Follow/Add me on LinkedIn.com/in/
fashbaugh
• Look for my sleep marketing article
in this fall’s DSP magazine.
Be a Visibility Pig!