Jeff Langmaid breaks down why paid ads alone don't convert to revenue. Most leads need 2 to 10 paid ads to land one patient, with only 50% of appointments showing up and 50-75% accepting care. The real money is in follow-up: email and calls after the initial ad.
About 50% (typical).
About 50–75%.
Often 2, 4, 6, 8, 10 leads or more (multiple leads per new patient).
Email marketing helps you get more out of your paid ads. So if you're spending money on paid ads, there's a ton of conversion points. There is how many people those ads were shown to, how many people clicked to fill out the form or to call your practice, how many people actually showed to that appointment? About 50% show rate, typically. And then how many people said yes to care, which could be 50 to 75%. So basically, when you acquire a lead via paid advertising, a lead does not equal cash in your pocket, even though the ad companies would like to position it that way. A lead is a lead. It might take 2, 4, 6, 8, 10 leads or more to actually equal a new patient in your practice. So how do you get the most out of those dollars spent? You get the most out of those dollars spent by ensuring that you have a follow up campaign. There's a saying that 99% of the sale is in the follow up. It's 100% true. If you're doing no follow up other than a few phone calls for your leads that you're paying for, you're just missing massive opportunity. It's cr.
