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5 questions every dental practice owner should know. It’s November. You’re looking at the numbers, thinking about next year, and deciding where to invest in your practice. New technology? CE and team development? And, of course, marketing. Here’s a question for you: Is your marketing budget based on what you want to achieve, or simply on what you spent last year? For many businesses, budgeting starts with last year’s expenses, a few adjustments, and a little wishful thinking. But marketing deserves a different approach. It’s an investment in the future of your practice or dental group, and the right decisions can influence everything from new patient flow and production to the long-term value of your business. So, before you lock in your 2027 budget, let’s look at five questions that can help you spend smarter. What did your practice actually produce in 2026? Not how many people clicked an ad. Not how many visitors landed on your website. How many new patients did you attract? What were they worth to your practice? What did you spend to acquire them? These numbers matter. Start by reviewing your new patient performance over the past 12 months. Look at new patients, production, new-patient value, net/gain or loss on your active base, and marketing investment. Consider the timing, too. Some campaigns generate immediate inquiries, while others continue influencing patient decisions months after the initial investment. Smart move: Evaluate marketing performance over a meaningful period and not just a single month. A campaign that initially looks expensive may be delivering excellent returns over time. Are you budgeting for growth or just replacing lost patients? Here’s something that can sneak up on even a busy dental practice: patient attrition. Patients move, change insurance, postpone treatment, or simply disappear from your schedule. And every year, your practice needs new patients just to replace those who leave. Consider a dental practice with 1,700 active patients and an annual attrition rate of 20%. That’s 340 patients lost each year. If the practice attracts 500 new patients annually, its potential net gain is just 160 patients, assuming all 500 become active and no other changes occur. That’s an important distinction when you’re setting growth goals. Attracting new patients is essential, but understanding how many you’re keeping is what helps you determine whether your practice is actually growing. Smart move: Know your active patient count, know how many are actually scheduled to return, measure your actual attrition (not just those patients who are manually marked as inactive in the system, which most practices don’t do), and establish a realistic growth goal. Then build your marketing budget around that objective. Are you reaching the right patients? More patients sound great. But what about more of the patients who are the best fit for your practice? Perhaps you’re expanding implant services, adding clear aligner treatments, or hoping to attract more families. Maybe your community has changed over the past five years, and your marketing hasn’t kept pace. Your market has a story to tell. Household demographics, age groups, buyer personas, buying behaviors, local competition, and search and geographic patterns can help you identify where your greatest opportunities lie. Combine that intelligence with your own patient data, including where patients live and the value (by area) that they represent to your practice, and your marketing decisions become much more informed – and targeted. Smart move: Don’t assume the patients you want are the same patients your current marketing is reaching. By truly understanding your market, your marketing choices can do a better job for you. Is your budget balanced between attracting, converting, and keeping patients? Here’s where marketing budgets can get interesting. It’s easy to focus on attracting new patients. Direct mail, Google Ads, SEO, social media, and a beautiful website all have important roles to play. But what happens after someone discovers your practice? Does your website build confidence? Are your reviews compelling? Does your team answer the phone and convert inquiries into appointments? Are you staying connected to existing patients outside of transactional communication and encouraging them to return and refer? A successful dental marketing strategy addresses all phases of the modern patient journey: Awareness & Attraction: Reaching prospective patients through the right combination of direct mail and digital marketing. Research & Conversion: Turning interest into appointments with a strong website, excellent reviews, and effective phone handling. Retention & Advocacy: Having a great in-office experience, staying connected with existing patients, encouraging treatment acceptance and continuing care, and strengthening relationships. You don’t need separate budgets – you need a strategy that recognizes how these activities all work together. Smart move: Look for opportunities to improve awareness, conversion, and retention, recognizing that what builds awareness and loyalty with existing patients can also build trust, encourage referrals, and help convert new patients. 5. What deserves more investment in 2027? Now comes the fun part. Deciding what you’re going to do. What did you do last year that contributed to new-patient activity? Where are your highest-value new patients coming from? Which marketing activities produced measurable results? Are there underserved neighborhoods, growing areas, or treatment opportunities you haven’t explored? Then ask the tougher questions. Are you continuing with something because it feels like a hassle to change? Are you cutting something because you can’t see immediate results? Did you hit and miss with some campaigns? Did you include strong offers and reasons to respond to your marketing campaigns, or did you block those and opt for a soft offer? Are you spreading your budget too thin or across too many channels relative to your real growth goals? The goal isn’t to chase every new marketing opportunity. It’s about investing with purpose, measuring what happens, and making adjustments based on real performance. Smart move: identify your strongest opportunities, establish clear objectives, and give each marketing investment the right effort to do its job. Your 2027 marketing plan starts with better questions. As dental marketing experts , we can tell you there’s no magic percentage of production that every dental practice should spend on marketing. A growing startup, an established practice with strong patient reviews, and a multi-location group have very different needs. Your budget should reflect your business goals, market opportunities, competition, and the performance of your existing marketing. And here’s the best part: you don’t have to figure it out all alone. At Patient NEWS , we’ve spent more than 30 years helping dental practices make smarter marketing decisions. Our strategic growth consultations bring together market demographics, competitive intelligence, patient acquisition opportunities, and a review of your current marketing and patient trends to help identify where your practice has room to grow. Ready to make your 2027 marketing dollars work harder? SCHEDULE YOUR STRATEGIC GROWTH SESSION Let’s look at your market, your opportunities, and what smarter growth could look like for your practice.

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Color, reviews, AI search, and patient trust. What 2027’s trends mean for your dental practice’s marketing from the team at Patient NEWS.