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28 Dental Growth Machine: Transform Your Practice by Attracting High-Value Patients Who Pay, Stay, and Refer WorkbookDental Data Protocol WorkbookHow to find and collect diamonds in your database.STEP 1: CONNECT YOUR PRACTICE MANAGEMENT SYSTEM TO MARKETING AUTOMATIONWhether you use Dental Intel Eaglesoft or Dentrix, you will need to connect your practice management system to a dashboard tool. I recommend Dental Intel. Dental Intel software has a tool called Patient Finder that allows you to run custom searches on your actual patient data (active and inactive) and create segmented lists based on criteria selected by you or your marketing agency trained in Dental Intel. Here is an example report:Active patients who have been seen in your practice within the last two years, age 50 + , who have unscheduled treatment of more than $2,000 with treatment code IMPLANT will give you a list of your implant diamond patients already in your database.Here are some additional reports you can run from your practice management system:%u2022 Inactive patients%u2022 Active patients%u2022 Patients over 50 with an email address%u2022 Patients over 50 without an email address%u2022 Patients with Blue Cross Blue Shield PPO as their medical insurance provider%u2022 Patients without insurance (so we can market your in-office dental care plan to them)%u2022 Patients with no-recall (so we can run reactivation campaigns)STEP 2: GATHER YOUR DATA SO YOU KNOW EXACTLY WHAT%u2019S HAPPENING TO YOUR LEADSWhat are you doing to schedule appointments?%u2022 What happens when an incoming call comes into your office? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 What happens when someone fills out a form? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 What happens to leads generated by social media? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 Do you run referral contests? What happens to that data? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________3 | Dental Data Protocol: Find and Collect Your Diamonds 29%u2022 Do you get referrals from other general practice centers? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 Do you get referrals from physicians? _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 Do you do any event marketing? Where do you house all the leads?_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 What about appointment no-show patients who book appointments and do not show up? These no-shows are your inactive patients who meet your criteria. _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 Who are your inactive patients with Blue Cross Blue Shield for their medical insurance?_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 What about appointment no-sales?_______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________%u2022 How about active and inactive patients with missing teeth who took a case presentation but did not buy? You can get this from your practice management, system reports or by using Dental Intel%u2019s Patient Finder. _______________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________STEP 3: GET A DATABOX ACCOUNTYou can buy your own at databox.com and set up your own dashboard. The purpose of your Databox dashboard will be to track activities from five data points:%u2022 Google My Business for Google Local Listing%u2022 Google Analytics for Organic Search Volume%u2022 Google Ads for Google Pay Per Click Campaigns%u2022 Facebook Pages for your organic activities on social media%u2022 Facebook Ads for your Facebook paid advertising campaigns12 | Dental Growth Machine Companion Workbook