Case Background
Dr. Howard Liebman has practiced dentistry since 1959. For his first 32 years in practice, his sole source for adding new patients was word-of-mouth referrals. These referrals came from long-time patients, pharmacies and businesses in the area.
By 1991, Dr. Liebman was operating out of a 6-story building in an area of Chicago that is readily accessible to the neighborhood and to those taking public transportation. His office, however, had no external signage to attract the new patients he was looking for. Dr. Liebman knew it was time to invest in marketing and, after researching the many dental marketing tools available, he decided to apply for membership with
1-800-DENTIST .
Case Treatment
Dr. Liebman acquired his first 1-800-DENTIST membership that same year and quickly discovered how to make the program work successfully and profitably for his practice. The key was open communication with 1-800-DENTIST’s member services department. He and his staff took advantage of the myriad tools and training offered to him and got many new callers as a result; moreover, they learned how to convert these callers into patients of record.
Post Op
Almost immediately, the office experienced increased return on investment (ROI). Dr. Liebman now averages 150 fee-for-service patient referrals per year from 1-800-DENTIST. Equally astounding, these new patients create an estimated 125 secondary referrals per year.
Today, Liebman also has a second 1-800-DENTIST membership and enjoys an ROI that is 3-4 times greater than he experienced previous to 1991. Is Dr. Liebman glad, then, that he made this choice? If the enthusiasm of his wife and office manager, Donna, is any indication, the answer is a resounding “yes:” She reports that the practice will remain a member of the 1-800-DENTIST program until the day the doctor retires.
Dr. Liebman Fast Facts
- Joined in 1991, added 2nd membership in 2003
- Experienced an average of 3-4 times ROI
- Averages 150 fee-for-service patient referrals per year from 1-800-DENTIST
- Primary 1-800-DENTIST referrals result in an estimated 125 secondary referrals per year
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