Dentists -What does a dentist sell? _____________________________________________________________________ -Who do they sell to (target groups)? _____________________________________________________________________ -What factors would they care about when

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Dentists-What does a dentist sell?______________
__________________________________________________
_____-Who do they sell to (target
groups)?_________________________________________
____________________________-What factors would
they care about when deciding which dentist to
choose?__________________________________________
___________________________

• Call Opening Questions
• How soon can you normally see a new patient
  (same-day for emergencies, or within a few days
  non-emergency, week, or longer)?
• Do you accept most forms of insurance?
• Do you offer any types of cutting edge technology
  or services, such as Laser Dentistry, Digital
  Imaging or Digital X-Rays, Intra-Oral Cameras,
  Mercury Free Fillings, etc.?
• Do you offer any type of fast Teeth-Whitening (or
  bleaching) systems?
• Do you offer all other types of cosmetic services
  such as, porcelain caps and veneers?
• Do you offer Pediatric Dentistry (children) and
  if so, what age do you start?
• Do you offer any other types of Dental services
  such as, Endodontic (root canal therapy),
  Periodontal (gum disease), Prosthodontic
  (dentures, crowns, and bridges), orthodontics
  (braces), or Oral Maxillofacial Surgery?
• Any modern amenities such as, head phones for
  music or TV (to drown out the sound)?
• Do you offer sedative services for people who are
  uneasy at dentists offices?
• Are you board certified?
• Do you offer references or testimonials?
• Do your potential clients care about some of
  these points-if so, could we discuss in more
  detail?

• Notes
• __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  __________________________________________________
  ___________________________________________

• Confidential Property of Mike Centorani/Matchcraft
  , Inc. 2009

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DentistsNeeds Analysis Questions

• What are your most profitable/desirable types of
  patients? (possible headline)
• __________________________________________________
  _______________________________
• What of your patients do these represent?
  What would you like it to be?
• _____________________________________
  _______________________________________
• What other types of patients do you handle?
  Would you like more of any of these type of
  patients? (headings)
• __________________________________________________
  _______________________________________________
  
• How many dentists/technicians do you have?
  How many patients do they see a day (avg)?
• _____________________________________
  _______________________________________
• How many more patients (on average) could they
  see a day? (capacity)
• __________________________________________________
  ________________________________
• I know there is probably a pretty wide range, but
  what is the average worth for one patient visit?
  (ROI)
• __________________________________________________
  ________________________________
• WHY is your dental practice the best choice for
  someone or a family? (subheadline)
• __________________________________________________
  ________________________________
• Have your dentists/technicians gone through any
  type of board certifications or specialized
  training? Are they professional and
  courteous?
• __________________________________________________
  ________________________________
• How far would you someone be willing to travel to
  visit your practice? (other directories/reach)
• __________________________________________________
  ________________________________
• What other ways do you try to promote your
  practice now? (continuity of ad messages)