Maximizing practice revenue: Know your market!

Michael Scherer, DMD, MS, FACP
Michael Scherer, DMD, MS, FACP

The baby-boom shift is occurring, and it is making a huge impact. Scientific research has shown that the number of edentulous patients is disproportionately higher in patients above the age of 65,1 and many patients above 65 are highly motivated to improve their health and quality of life.

Implant overdentures are a proven treatment to improve quality of life for edentulous patients, and clinical evidence has shown that even when cost was a factor, patients still would resoundingly recommend the treatment again.2 It is simple to see the writing on the wall for your clinical practice; implant overdentures are a way to increase revenue and improve patient’s lives!

Does your market know about you?
Ask yourself, “When is the last time I bought something on Amazon or went to a new restaurant without looking at an online review?” Google, Yahoo, Facebook, Yelp, Angie’s List, and Healthgrades® — just to name a few — are online sites for reviews, but there are many others. Do you capitalize on them by having 5-star and glowing reviews? If the answer is anything other than YES!, you should be revising your marketing efforts; and considering online reviews cost very little in comparison to other marketing dollars, it’s important to consider this marketing strategy.

The baby-boom generation has substantial buying power and frequently tells others about both in-person and online experiences. They are avid word-of-mouth advertisers and are willing to tell the world about how you’ve improved their lives! Start smart, and solicit your best patients, your raving fans, for positive 5-star reviews on Google and Yelp.

Make sure you have a compelling website full of patient testimonials to back up your growing reputation. Most importantly, offer excellent service and treatment that is compelling to the baby-boomer population.

Narrow diameter overdenture implants: my secret to revenue growth
I used to turn away patients on a regular basis, but I didn’t know I was doing it. I thought I was offering them what they wanted. You know what I mean — “the best.” Then I recognized that “the best” wasn’t always a fixed bridge or eight implants and porcelain. I realized that I had options that nobody else could offer, and I keep those treatment options at a fee that many people could afford.

I love doing full arch implant dentistry — from implant overdentures to All-on-4 to 6-8 implants and screw-retained metal ceramic restorations. What I found was that I used to turn away patients who either couldn’t come up with $25,000-$50,000 for dental treatment or those who had adequate financial resources but didn’t want to go through extensive bone augmentation procedures. While we are implantologists and a group of clinicians who enjoy complex surgical procedures, many of our patients want a solution that is simple, less invasive, and can be performed immediately.

Narrow diameter implants, such as the Zest Anchors’ LOCATOR® Overdenture Implant (LODI) and the SATURNO® Narrow Diameter Implant System (SNDI) are long-term, permanent implant options that I provide for my patients who want a solution that’s simple and just plain works. I have been using narrow diameter implants from Zest for over 2 years with an implant success rate of close to 98%. I have found tremendous growth of implant overdenture therapy in my practice; in fact, it has resulted in a year-over-year increase in revenue of over 30%!

Because of the fantastic results with narrow diameter implants, my patients tell others about what great treatment we provide, both in-person and online. As a result, I give narrow diameter implants a 5-star review!

  1. Polzer I, Schimmel M, Müller F, Biffar R. Edentulism as part of the general health problems of elderly adults. Int Dent J. 2010;60(3):143-55.
  2. Awad MA, Rashid F, Feine JS. The effect of mandibular 2-implant overdentures on oral health-related quality of life: an international multicentre study. Clin Oral Implants Res. 2014;25(1):46-51.

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