Workshop: Zu niedrige Preise für Dental-Implantate?

0:00Well, thanks for this opportunity. >> Um, a little bit background about me. I'm a dentist. Uh, I've owned my practice for 15 years and I focus on dental implants. All right. And um the primary uh patient inflow method has been Google Ads for the past 8 years. Uh, I'd say about half of my patients come from internal referrals through friends and family and then the other half come from uh Google Ads. That company that I've been with for 8 years has had the same landing page for 8 years.

0:35And has not gotten any feedback from us about lead quality or anything. And past year I would say >> Don't you wish you had him as a customer? Like I love this guy. >> [laughter] >> Lead quality has gone down, you know, it's just fallen down the shits. So, last year I decided, you know, this is a really important part of my business. Great. >> I want to just take ownership of this. So, I partnered up with these people who I was introduced to and say, "Hey, you cracked the Google Ads algorithm. I'm going to work on the the coaching and lead nurturing and value building aspect of it." So, we and that didn't work out.

1:12This company didn't know what they were doing. So, it all went to [ __ ] So, anyways, now I'm working with another company trying to build um the funnel, the landing page and whatnot. Have not made any content, but I have all that set up to start doing that. Uh, so I wanted to um build content specifically for the funnel. So, when people click on the ad, they have a video of me and you know, social proof, all that kind of stuff. But I also want to build uh or create content uh just for general like social presence and and also value building. Um, so should I focus primarily on the Google Ads first and lean on that and then start working on the general content?

1:53Yeah. Second question I have for you is I've been doing what you had said that everyone does, which is survey the market for what the price is, charge a little bit less [laughter] and offer ton more value. So, the ton more value that I'm offering is a lot of additional procedures that go along with the service that I'm providing. That's how create predictability in long term. And I want to lean in on that it is a differentiating factor because a lot of the competition is newer, newer chains, newer doctors. They don't have the track history and I have a lot of patients that I've treated 10, 12, 15 years ago that I want to sort of highlight. And so, in that regard, should I continue charging or advertising the price that I am advertising and just highlight the more value that I'm getting to get more more revenue coming in first and then try to raise my price or you know, love feedback on how to position myself in this new funnel, this new website.

2:51>> way of doing that would be just raise your price. Okay. >> I mean, I've I've told my father this for the entirety of my life and he's still never listened to me. So, you know, maybe maybe it'll work for you. He's like, "I booked out for 9 years." And I'm like, "Yeah, what if you just doubled your price? You could work the same amount you currently do every day and just make twice as much money." Uh, and so, unless you have a demand issue or a conversion like do you have a conversion issue right now? Like when you get people in, do they not buy? Um, so I don't really have a sales process, a sales system. It's all just me.

3:24>> Well, you do have a sales process, you just haven't documented it. >> Right. But I just, you know, I just talk to them, let them know, "Hey, this is what your situation is and this is how I would handle it." >> you if I recorded you and I played 50 of those side by side, second by second, you'd be like, "Oh, this is the part where I make the same amount of jokes about this thing and then I ask them why they're here and then I say, 'What have you thought about before? Why now? Why why is this to help you out?' Okay, got it. Okay, has there been anything else?

3:50No. Want me to tell you about this thing? I think you might be a good fit. Here's what you can expect. Great. Do you have any questions for me? Blah, blah, blah." And so, you probably do have a process, you just don't write it down. Now, [laughter] after, you know, reading your books and listening to everything, now we're we're working on creating a system and then educating the team on it so they can carry the baton. So, um that's where I am and uh you know, um raising the price, I certainly can justify it just because, like I said, I have You should also do it even if you couldn't justify it. Yeah. Just raise it anyways.

4:23Cuz you felt like it, cuz it's Tuesday, cuz who cares? You raise it cuz you want to. It's America and you can choose to charge what you want and they can choose to say no and you can choose to say this is all I what I what I pay for what I what I charge. >> [sighs] >> And so, like as like I just in terms of the idea of like I have to do this because to do this, it's like you can just do it. Like we just bought a company a year ago and I mean, I tell this story cuz I like breaking the belief. And so, we bought it, we did this massive analysis and I was just like I had the whole leadership team and they're like, "So, what's the big how are we going to like grow the hell out of this company?" I was like I think I'm just going to double the price.

5:01And they're like, "What else are we going to do?" I was like, "I think that's it. I think it's all I'm going to do." And they're like, "But what about all these other things?" I was like, "I I don't think that's I think we're just going to do that." And so, we did that and the sales team was like, "So, do we need to retrain the sales team?" I was like, "No, no." I was like, "You're going to say the same thing and then at the very end, when you say the price," I was like, "instead of saying this number, you say this number." That's it. And then we did that and um it took me nine calls with the founder, nine. Uh, and he didn't agree.

5:30And so, we settled on 50% increase. So, we increased the price by 50%. And close rates went up. Oh, [ __ ] Cuz they were mispriced. And so, we sold a higher percentage of people at 50% more money and if you do more times more, it's way more cuz all that goes to the bottom line. And so, uh that's the beautiful thing with price increases is that it's all profit. >> [laughter] >> One of my favorite ways to make more profit, just charge more. So, um TLDR, yes, I think you should charge more and in terms of uh the ad stuff, uh you're either going to have to learn this yourself, which feels unlikely, uh or you're going to have to keep doing this trial and error thing. Well, I am learning it myself. I actually have uh started the courses and gotten into Google Ads and Facebook Ads. It's again, it's not something I'm going to do myself, but I can't delegate until I have full in-depth knowledge, which is kind of how I built the rest of the business. I like it. We have uh the lab side also on site, so it's vertically integrated. We just need to just crank that engine of of Once you get that going, the ultimate version of business is that you start buying other practices. Right. Cuz then you can install your systems on top, your reputation, etc. And then like that's when things get a lot more interesting.

6:43So, if you've hit a revenue ceiling or your entire business relies on you to grow, then I'd love to invite you out to our headquarters here in Vegas to learn how we scale. It's a my team spends 2 days with you to identify the thing that's holding your business back. And so, if that sounds interesting, click book a call and if you're a fit, we'd love to potentially see you out here in Vegas.