Case Study: How To Market Dental Implants

Chock Full of Dental Implant Marketing Ideas

how to market dental implants

We Explore a Case Study in How To Market Dental Implants

Here’s a quick summary of our experience to-date with the challenge of how to market dental implants.  Growing a dental practice, oral surgery clinic, or cosmetic dentistry business by offering dental implants can be very attractive on paper because the margins are still very strong and demand is high from our aging population that wants to look better, feel more confident, and improve oral health.

We’re sharing some of our best ideas for marketing dental implants.  If you’d like to schedule time with our experts to discuss your own situation, make a free, no-obligation appointment now.

Know Your Market & Goals

Some physicians prefer to focus only on whole-mouth implants, which have a higher average sale per patient and tend to maximize both revenue and profit, while others perform a mix of single and partial implants.  Know what you want do and don’t want to do, and set goals.

We have a client who works across the full spectrum of implants, and markets implants of all types.  Another performs all implants, but focuses the marketing almost exclusively on full-mouth implants only.  We’ll discuss our best dental implant advertising ideas for both strategies here.


Understand Your Economics

Depending on which implants you sell and how you approach this service, you’ll be generating revenue per patient (RPP) between $1,500 and $20,000.  And our experience is that gross margins tend to run between 40-60%.

Knowing the economics of your specific practice allows you to build an ROI model to evaluate your marketing efforts.  The best dental implant marketing ideas focus on creating actionable leads you can track and know with certainty whether or not you’re making a fair return on investment.

The great news when you think about how to market dental implants is that with margins so high the risk is relatively low.

Test Plausible Ideas to See What Works Best in Your Market

Our approach to marketing anything, dental implants included, is to begin with our basic marketing formula:


We develop the most plausible strategies for how to advertise dental implants by considering who we will talk to (TARGETING), what we will say to engage and motivate those people (MESSAGING), and where and when is the best time and place to talk to them so that they can absorb the message and respond (REACH) to become actionable leads (RESULTS).

Over the past decade, we’ve developed our Bullseye Marketing Method that provides a structured way to test each plausible idea.  Over a 2-4 month period, we hone in on which ideas generate the most actionable leads and ROI.  Then you’ve got a marketing strategy you can scale until you either max out the capacity of your practice or find the point of diminishing return (exhaust potential leads).

Our Best Dental Implant Advertising Ideas

Every practice is different, so we don’t recommend any one-size-fits-all marketing strategy.  And our clients tend to have very different marketing budgets.

However, here is a short list of our 5 most successful strategies for how to market dental implants:

Search Engine Marketing.  Potential customers for implants have often been thinking about it for a while.  They often enter the most active phase of the buying cycle with a search.

Search Re-Targeting Ads.  Once people make that initial search, there is a finite window during which they’ll make a final decision about a physician.  Continuing to advertise to them for the next 30-60 days has yielded the best outcomes.

Google Performance Max Campaigns.  Similarly, Google has recently introduced a new type of advertising campaign that extends well beyond search ads to talk to potential customers who have demonstrated the intent to purchase dental implants across the entire Google platform (including YouTube).  We have found Performance Max can provide a competitive advantage, especially in situations where you’ve got lots of competitors bidding against you in search advertising; that’s very common with dental implants (because it’s so profitable).

Website Re-Marketing Ads.  When a prospective customer visits your website, but doesn’t “convert” — meaning become an actionable lead by calling, filling out a form, or booking a consultation, etc. — continuing to advertise to that patient for the next 30-60 days can often yield great benefits.  It’s no uncommon for patients to convert on their 2nd or 3rd visit to your website (far more than just that 1st visit).

Look-A-Like Audiences.  One of the most tried and true theories in marketing is that birds of a feather flock together.  That means people who are a lot like your past customers demographically, psychographically (lifestyle), and geographically will tend to be your most likely customers in the future.  We use your existing patient data to build a “universe” of most likely future patients, and then target advertising to those consumers.

Again, these are not universally successful strategies.  Every market is different, and you may find that there are tactics your competitors aren’t using that offer your best opportunity for success.  For example, it is very common to see heavy competition in search advertising for dental implants.  If you zig while everyone else is zagging, you can grab your unfair share of the market more affordably.


We’re Here to Help

Need help with how to market dental implants?

Yes.  The marketing function has become more complex.  Growing a practice with dental implants can be extremely profitable with the right mix of time, money, and expertise.

Clients appreciate that we focus entirely on marketing and lead generation so they can focus on delivering the best outcomes for patients.  And since everything we do tracks ROI, you never have to guess if it’s working or not.

We’ll invest in you long before you invest in us.  Schedule an initial consultation today.  We’ll learn about your practice and your growth goals.  Then we’ll organize the best dental implant marketing ideas for your specific practice and show you a plan, all free to you with no further obligation.

Not ready for that yet?  Keep in touch by subscribing to our local marketing e-mail newsletter to read more articles like this one.

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After 3 decades as a professional marketer, serial entrepreneur and business consultant Steven Ludwig shares his best practices for small business marketing for owners, managers, and marketers with limited time, money, and expertise. Steven started his professional marketing career in broadcasting in the early ‘90s in Chicago after attending Valparaiso University. After a brief stint at an advertising agency specializing in entertainment and sports marketing where he worked with radio and television stations, movie theatre companies, record labels, musicians, and professional sports teams, he moved to Nashville to form The Marketing Group with his long-time business partner, Jim Wood. Having worked with some of the largest brands in the world, in 2010 he returned to local marketing primarily out of an interest and excitement for working with small business owners to build stronger companies. That desire comes out of early days in radio, where he worked closely with everything from car dealerships to restaurants, insurance and real estate agents, banks, home services companies, and specialty retailers of all kinds. Over the past decade, he has been on the bleeding edge of digital marketing technology, constantly seeking to understand complex strategies employed by giant corporations and then translate those capabilities into tactics small businesses can execute at a local level. Today, in addition to other business ventures with his wife and other long-time business partners, he still lives outside Nashville in Franklin, Tennessee and currently serves as Executive Chairman of EmpowerLocal, a digital marketing company building a nationwide network of digital, hyperlocal news and lifestyle publishers to provide efficient advertising opportunities for local, regional, and national brands.


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