Marketing Matters

New patients are essential to not only the growth of a practice but also to the maintenance of a practice. Because it is impossible to keep every single patient in the practice forever, new patients become critical to maintaining (or growing) the size of the patient base as well as the productivity of the practice. In this episode, Dr. Kuba and Bethany discuss the various types of marketing and the importance of having a well-rounded marketing plan. Bethany warns listeners not to put all of their marketing dollars into one basket. A diverse and strategic plan is key! 

Previous Episodes Worth Revisiting: 

 Low Cost Marketing Strategies 

Branding in Dentistry – What it Takes to Stand Out 

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Transcript

good morning Is anyone ready for some marketing Well if so then today's

0:06

episode is for you Now I want to give you a heads up that Dr Kuba and I dive

0:12

pretty deeply into marketing conversations today So we've got about 30 minutes of jam-packed marketing tips

0:20

and thoughts for you But also we have more marketing tips in the second half

0:27

of this conversation which will be made available to you through our

0:33

subscription So click in the show notes on subscription and you're going to get a whole second portion of tips In

0:41

addition to a second episode or a bonus episode on marketing we also have a our

0:48

level two members level two and level three get access to our digest which is

0:53

going to be packed full of lots of tips but we are going to have um a good

0:59

section of marketing tips as well So I want to let you know that this is the

1:05

time to jump in and join and get some real practical tips and suggestions for

1:11

your practice to help you grow and gain new patients So enjoy today's episode

1:16

Enjoy those tips But if you want more subscribe today

1:22

Hey lady I've got um something that I thought was um good to the the article

1:29

that I wrote for the April Digest Um I'm just kind of in a funk And again

1:37

funk meaning like suddenly April like when why how um are we here already Yeah

1:44

And I think I you know just family stuff has taken over like I missed a lot of

1:50

time in the office in the month of February because my mom had some health issues So I just had this overwhelming

1:55

feeling of being behind like in March kind of going where where am I How do I reassess How do I get back on track Um

2:02

and so you and I spent quite a bit of time talking about that So that's why I chose that as my article topic for the

2:08

digest Um and so one other thing that I think has entered my mind has been and

2:14

it's not I think the reason I don't talk about this a lot is because I find it to be relatively uh one boring and two

2:21

somewhat tedious because you're going back and looking at tracking and I think that's just not my

2:30

strong suit I'm again going "Oh well I think this should be a fun marketing idea or I think this should yield good

2:37

results." But then like actually going back and tracking it and tracking the ROI I'm like "No no I I don't know Never

2:44

mind I'm just going to move on." Right On that note yeah on that note I'm going to go back and get distracted by something else

2:51

because I don't want to look at this Um and even down to funny enough like my

2:56

associate and I back when we were talking about if he were to partner in how would we split you know office roles

3:04

and things like that And he was like well yeah you'd have to teach me the marketing And my thought was what does

3:10

that mean Like I don't even know what I would teach you Um so I I guess to me

3:17

like in my mind going oh yeah you know like teaching you how to use the laser for hard tissue dentistry okay this is

3:22

what you do This is what you look for This is how you do it Like step-wise but marketing I'm like I don't know Like

3:29

that kind of panicked me when he said that cuz I'm like I don't know how what I would teach you that And I and I almost felt kind of dumb like going I

3:36

mean I've had a practice for a while and I don't have a strategy for marketing Like maybe I do have one but I haven't

3:41

thought about it in a while because I think it's such a boring topic to go back and Right And and he being the very

3:48

uh opposite of going no I would track and I would want to know and me going but I

3:54

don't So I think I wanted to talk about that here because I think that does um I

4:02

personally need help with this at this point for me to go okay yes I'm an April I'm trying to dig myself out of the

4:07

deficit I perceive myself to be in which I think you reassured me I'm not because

4:13

you've helped keep me on track but maybe personally mentally I've been distracted

4:18

but the office is still on track Yeah But then the next thought is okay but if we still are you know at the last

4:24

podcast we talked about new patient numbers and getting patients in the in

4:30

the uh chair but do we have enough appointment times for those chairs to be

4:35

open to put a patient in And then that ties in with well what's our marketing to make sure that we're getting our

4:40

patients through the door I even sent something the other day which I don't know why this randomly occurred to me I

4:45

don't know if you saw the email yet or not cuz you were traveling but it's in your inbox where I asked "Are we still

4:52

boosting two Facebook posts a month?" And the response I was expecting was

4:58

"Yep." The response I got was "I don't know how to do that Can somebody show me

5:03

how?" And I'm like "Oh God." So when you recommended that like six months ago four months ago and I thought it was

5:10

being done Yeah So um can we talk about marketing Yes And you know it's funny as

5:17

you were um teeing this up teeing this up Yes I remembered something that I

5:24

think you probably remember too but back in the day you and I met I remember standing in

5:32

your break room because your office manager at the time felt like marketing was of utmost

5:39

importance for your young young practice And she had reached out to me I don't know how she got my information but she

5:45

had reached out to me I had met with her and had presented a marketing proposal

5:51

to uh you and well to her So I was talking to her You popped in in the way

5:57

that you do into the break room and I remember you kind of like Yeah yeah yeah

6:02

And then ah you know and and kind of walked off and we did not start working together at that time It was not until a

6:10

couple years later that there was a bunch of team issues happening that you had reached

6:16

back out related to team issues And so that's when we started working together I have no memory of this whatsoever

6:23

Uh-huh So my initial because what your office manager wanted was marketing So my proposal was just on marketing And

6:30

you were like "Who needs that?" personalities Yeah who needs to know

6:36

those Marketing pitch posh Yeah flyer Who is this lady Come on Ann What were

6:41

you thinking But then two years later when there's team issues is like okay that's more pertinent So it does go to

6:48

show that marketing has never been your favorite um topic I'm glad I'm consistent with myself

6:54

Marketing it's a young practice Who needs marketing Isn't that with like these college students I'm going to I'm

7:00

going to major in marketing Okay off you go I I don't know what you're doing over there but All right Well the rest of us

7:07

you know reality Well we you know you either needed to be an accountant a lawyer a doctor Yeah Marketing Yeah Let

7:14

me go to my dad with I'm going to go major in marketing Slap across my face the other way So I think I think that's

7:20

where my marketing pitch podge comes from because I'm just like what Who cares about that Um but it is absolutely

7:28

critical to a practice And so it is absolutely critical to a practice I will I will come around full circle and say

7:34

yes got to have it But I'm still relative clueless about all the nitty-gritty Like I still don't like it

7:40

But well and I would say some of the most common questions that I hear from

7:45

either clients or just as I you know watch social media interactions it's how

7:51

many new patients do you need It's like the most common question that I get because I think there's a lot of

7:57

misinformation about how many new patients a practice is supposed to have So I guess to me that again brings in my

8:03

going such a stupid question What the hell does that mean You need as many as you can get Like you always need new

8:10

patients Like why why are we what do you mean how many That's like asking how many uh I don't know how much oxygen do

8:17

I need You need a lot Live and breathe There's no cap on this Get as much as

8:23

you can Like I don't understand the question The more oxygen equals the better Yeah What What are you asking Why Why are you asking this question What's

8:29

the real question I don't understand what that means Yes How many new patients do I need Yes Yes Go get them

8:36

What What I don't understand the question But there is actually a lot of wrong

8:42

answers to how many new patient It's not as many as you can get And it's also

8:48

don't aim for the lowest amount So there's and I won't bore our listeners

8:53

with all I won't bore you Thank you I need to wait for the rest of this podcast Um but there is a mathematical

9:01

equation that I think is really helpful Oh god math I know So if can we change

9:07

the topic Never mind Can we talk about planes here Let me pull up my most

9:13

recent negative review Let's talk about that Which we need to do that So to me if it's an existing practice

9:21

you need as many new patients as you are losing patients So I

9:28

just did this math at a team meeting that I was at because I was again like I love to do running numbers trying to

9:34

figure out where we needed to tweak and make some changes And this particular practice has always had a hard time

9:40

making enough space for new patients in their hygiene schedule And I am at war with that team You know

9:49

when I am there I'm going and I'm creating these blocks and I'm like we've got to quit consuming these blocks with

9:55

regular recall patients I'm telling you I'm seeing the writing on the wall and we have got to see new patients And the

10:02

reason the writing on the wall that I speak to is hey for the last four months

10:09

we've lost approximately 30 patients And you're like what do you mean you've lost 30 patients I mean there were 30

10:16

patients that were due in that particular month that we never saw and are not currently scheduled Therefore we

10:24

have quote unquote lost 30 patients So the question becomes do we want to

10:30

maintain our patient base or do we want to grow our patient base or do we want

10:36

to decline our patient base So if we've lost 30 patients and that's not just a

10:41

once in a blue moon thing like for the last 4 months we've lost 30 patients well then it stands to reason that if we

10:48

want to maintain our current practice level we have to have 30 new patients to

10:54

replace those If we want to grow our patient base we have to have over 30

10:59

patients You figure out how much Are we okay with declining the practice Well

11:04

then you might set it at 20 new patients and you will most certainly over the course of a year decline in your

11:11

practice So that to me is the easiest math which that is so simple and smart

11:19

and yet the thought for any of us to go what do you mean I lost a patient You

11:24

know what I mean That's such a personal defensive kind of like what do you mean like what where else would my patient go

11:30

Why what did I do that they're not wanting to come back here Did I their insurance sweet Sally Was she not very

11:36

sweet that day Did you know was it the associate It must have been the associate not me right So all of those

11:42

things but I don't think any of us wakes up going how many I wonder how many patients I lost last month Like that's

11:47

just nothing that we I think inherently think about or want to think about right

11:53

So probably the only time we're thinking about that is when there problem Well I guess when there's a problem or when

12:00

we're supposed to go set at the end of the year and you make yourself look at that and thank goodness you look at that

12:06

for us every month But I will tell you just even you saying it now going you know how many patients did you lose and

12:12

I'm like what are you talking about Yeah Oh god Yes Yes You're right And then that's where the overdue recre comes in

12:20

and so it it can mushroom cloud very quickly But I think that alone just that simple question when was the last time

12:26

you asked yourself "How many patients have I lost?" Yeah Um I don't know Do I need to put that in my planner every

12:32

month to ask myself that I'm going to say no because you're doing it But I think for my colleagues Yeah Yeah It's

12:39

important to me It's the litmus test for how much marketing we need to be doing

12:45

quite honestly Um and that's different per practice I mean I just mentioned 30

12:51

new patients at the I mean 30 uh patients lost at the practice I was at In some practices that could be a very

12:58

small number It might be we saw all but three patients that were due Fantastic That means your new patient number if

13:05

you're wanting to maintain or grow the practice can be relatively small But for other practices gosh we get a lot of

13:14

patients in and they are not good about keeping their appointments and we're having to do a ton of marketing to kind

13:20

of keep up with that So it to me is the first question that you ask How many patients am I losing on a consistent

13:27

basis If it's different per month you can average it out Over the last four months what was my average My average

13:33

was 22 22 patients that didn't come back in for their appointment Okay we le we at least have our baseline number of new

13:40

patients that we So the people that are going to go well can you work the overdue list Mhm So that's one way to

13:46

try to get those patients back in Yep But does the assumption need to be that they may not come back in And so then

13:52

that affects your new patient number or So obviously step one anytime I'm working with a practice step one would

13:58

be how can we take the number of lost patients down If it's 30 how can we

14:04

bring that down to 20 So that's kind of step one I've never worked with a practice that

14:10

wasn't losing some amount of patience Attrition is very normal in a practice We have patients unfortunately that die

14:18

We have patients that move away We are con insurance changes It it is

14:24

constantly we're losing or the associate ruins ruined it Yeah Something something

14:31

went wrong So attrition is normal We have to for a practice to maintain

14:37

they're almost always going to have to have new patients on some that may only be five a month but they're going to

14:43

have to have new patients to replace the ones that are lost If we don't have new patients at some point the practice begins to decline and or die Um

14:50

sometimes that's a quick death sometimes that's a slow death Um so all that to say new patients are critical Know your

14:58

numbers first and foremost And then once you know your numbers you know how aggressive you need to be with marketing

15:04

If you're fighting for you know 30 new patients a month um let me say this

15:10

before I get into marketing strategies It does depend on the specialty as well

15:17

So general practices general dental practices often need slightly less new

15:22

patients than a pedo practice for example because a pedo practice your

15:27

attrition rate is much higher than a general practice because a general practice can keep patients for their

15:33

lifetime They're 99 and they're still seeing the general practice You as a

15:39

pediatric practice are going to lose all patients at some point So you are having

15:44

to get a much higher new patient number than the general practice The same thing

15:49

goes for ortho We keep ortho for ortho patients for a relatively short period of time and so we're always needing new

15:57

patients in ortho Any of the other specialties depend on new patients Endo

16:04

paro oral surgery they aren't keeping those patients for the long haul The

16:10

only practice that really can retain new patients for a long time is general some

16:16

perio can keep patients for a long period of time So that should also kind

16:23

of be sprinkled in here um to know that if you're a general practice you can often temper your new patients down Um

16:31

so once you know your numbers let's say that you're aiming for 30 new patients a month 30 new patients a month in most

16:38

practices is going to be a maintaining number It's not going to be a growth

16:44

number The only exception is general A lot of general practices if they're

16:49

seeing 20 to 30 new patients a month they're in a maintaining mode For all others that's normally not going to be

16:55

enough to to satisfy the needs of the practice So we're normally aiming higher

17:00

than that But let's say you're going for a modest 20 to 30 uh new patients per month Then you have to decide on a path

17:09

that's going to get you that particular number There is no one size fit all in

17:14

marketing Like we cannot throw all of our eggs into one basket and assume that that's going to serve us for the long

17:21

haul I just that strategy makes me so nervous So a lot of times we're going for the easy button We're like "Oh we're

17:27

just going to do mailers and boom that's going to get us all the new patients that we need." That is very risky

17:34

because the second those mailers stop working for you is the second then that you have a new patient problem and now

17:40

you're having to rebuild a whole strategy So it should always be a multiaceted approach to marketing such

17:47

as such as say I can see a question developing there So so I'm I'm just going to tell you right from when I

17:53

started the practice in my mind the mailers were everything right Because I was like that that obviously like my

17:59

mailers are going to go out and the phones are going to start ringing That did not happen Um so it to me it

18:08

was very and and they were very expensive Yep Um and so you know even in

18:14

that then there was I still remember the company that I worked with was a very well-known company in Dallas and kind of

18:21

the go-to guy that you go for and so we met and he was very um thorough and like

18:27

really had so whatever uh design he gave me I hated because in my mind I was like

18:33

well it doesn't highlight this and it does this and it does that Now who am I right Like from But I really didn't like

18:40

it and I was like "Oh it doesn't it doesn't represent me." So then I requested changes on it And when zero

18:47

phone calls came after that 5,000 mailer 10,000 mailer for $5,000 that I didn't

18:53

have I was like "Well shoot Is that did I botch this Should I have just shut up

18:59

and listen to the advice of the person and not put my own spin on this acting

19:04

like I was some marketing guru and whatever So so I guess that's where it can get really complicated because then

19:10

you're like well did I pick the wrong zip codes Did I pick the wrong quantity Did I pick the wrong time of year Was my

19:16

design not good Should I have gone with a glossier uh product Should I have picked Like the the number of rabbit

19:24

holes you could go down with just that topic alone This is why I was like I don't like marketing Too many variables

19:30

I don't I don't know This is like giving me a headache right now And unpredictable in some ways Yes But then

19:36

I'm like well obviously mailers work for a lot of people So at what point do I can I give

19:44

up after just one set of mailers But I don't have the money for three or four more like I I don't that was one that

19:51

was really overwhelming for me Yeah And and it is it's a huge investment So

19:57

often times when we are putting all of our eggs in one basket the reason that we're putting all of our eggs in one

20:03

basket is because it's so expensive We're like that is the marketing budget I've got no more money for anything else

20:09

beyond that And to me that's where we can't do that If that's taking all of

20:14

your marketing money then you need to come up with a different way to utilize

20:19

that money Now I still get the question do mailers work They still work but to

20:26

your point there's a lot of variables that you need to really pay close attention to and you need to commit to

20:34

it for a longer period of time You can't do it once and expect to see results

20:40

Marketing is built on repetition So they've got to see that postcard two or three sometimes four times before

20:46

they're even making a phone call So postcards or some kind of mailer is one

20:52

version of marketing It is normally one of the more expensive versions of marketing And then we go in that whole

20:59

category of expensive visibility Magazine you know ads or

21:05

articles billboards um are you know something that you can look into Um I've

21:11

had clients do movie theater ads where their you know ad is up in the movie theater Um we think about visibility of

21:19

sponsorships like I'm sponsoring this sports team and our billboard is going to be in the inzone or on the fence line

21:26

or whatever Um there's uh school folders that um you can sponsor a spot on the

21:33

school folder that the take-home folder and then our logos there uh car tags you

21:39

know school car tags where you hang up the tag to get to retrieve your kid and on the back side of it is your logo

21:46

There's so many visibility options out there Now the way that I always think of

21:54

visibility is it's a high dollar You're spending for high dollar low return

22:00

Doesn't mean it's not worth it That visibility is often really really really important But you got to have you got to

22:07

temper your expectations on what you're going to get out of that And I think that for me was a hard one for me to

22:14

wrap my brain around especially as a newer office cuz you're like "Oh my god like I spent so much on this." Um and

22:21

then like even forget the cost Like even everything you just said if I I mean I'm overwhelmed at just thinking about that

22:27

Like where do I go Which movie theater should I go to Which time slot should I pick Who's creating the ad for that If

22:34

I'm doing a school tag thing like do I do a full the school folder Like I

22:40

believe schools somehow reached out to me But if I didn't if I didn't have that

22:47

then how am I figuring out what school needs a folder Like I would have been thinking going "What are you talking about school folder?" I get it cuz I

22:54

have kids and my kids come home with the folder that I look at and so I'm like "Ah that's what you're talking about."

23:00

Um or the yearbook ad Well the problem with that is does the parent look at the

23:06

yearbook right Not really Like at least for me I don't really look at my kids's yearbook now I might glance through it

23:12

once and the kids want to show me their picture and friends and like whatever but as far as visibility I just spent I

23:17

don't know 800 bucks on that yearbook ad but who's looking at that Right Right

23:23

And so even or even like the high school will say "Do you want to advertise here?" And I'm like "Well no that's not

23:28

the patient group I want I want the elementary school kids." But you know parents are there and so are the kids

23:34

But then who who do I find for the local elementary school or the local football team Like do I need to go out and find

23:40

them Do they come find me Does our patient come and ask Like that's how it's worked for us Ultimately it's a

23:47

patient that's like "Hey do you want to be a booster sponsor here?" And so I think this is again where marketing can

23:53

get super tedious and super now you know back to again what you just said a little bit ago the visibility and the

24:00

number of times you see something Having to be patient for that is not my strong suit Yeah And being able to track that

24:08

is very difficult too So you know back to again where somebody will say "Well I found you on Google." Okay Was it really

24:14

Google or was it that you saw the school folder my logo stuck out in your mind

24:20

and then you drove by and then that stuck out in your mind and then you went to the you know local college or excuse

24:28

me local football game and you saw my thing and so all of those were just in the back of your mind You saw these

24:34

things Oh wait now my kid is complaining of a toothache Oh yeah that I just

24:41

search for who's around me or who's on my insurance plan Oh yeah I've seen that

24:46

Yeah And they attribute it to Google Y then forget it I'm putting all my money in Google and I'm not doing any of the

24:52

other visibility things that there is they they didn't just Google

25:00

you I think it's the that familiarity of having that um which again makes it very tricky and makes it very hard to track

25:07

in my opinion Now there there are a lot of ways you can track these things Uh for us it's one of the biggest things we

25:14

we it is a culture in our practice You must figure out who the referral source is Yeah you must That is not one that we

25:22

let go It's as important as putting down your allergies and putting down your pediatrician Like you know I need your

25:28

social security and I need to know who referred you Yeah Um but it's still an

25:33

inexact science if you will because when we go and pull those reports of where people listed they referred I have to

25:39

take with a grain of salt that it was Google Yeah Yeah I think that is hitting

25:44

the nail on the head Number one we can't usually quantify the visibility category

25:51

and that drives us crazy because it's our most expensive category and we want proof that it's actually working But to

25:58

me if you've got a diverse marketing plan and you're tracking new patient

26:04

numbers as long as your new patient numbers are growing whatever you're doing is working And then we get real

26:12

smart about it and we're like "Oh but when I look at the reports and the and you know sweet Sally at the front I told her you she's got a track." But then

26:18

there's nothing that says the you know school the school baseball team Okay So

26:24

we're dropping that which again we do need to reevaluate it I'm not saying I'm not saying that once you set a plan you

26:29

just have to do it But be careful because if we remove something super visible because nobody mentioned it as

26:36

their referral source then we may see new patients dip Even if it's just by a

26:41

few a month you're like "Oh new patients are down No big deal." But three new

26:47

patients a month over the course of a year that's 36 new patients that you lost that particular year So you've got

26:53

to be careful with what you tinker around with Just because they don't say the school football program doesn't mean

27:00

that that wasn't an important part of their decision-making when they got to Google and saw your logo that they've

27:06

seen before So all of that visibility we're paying a premium for it but it is

27:12

an important part of marketing that we're going to have to invest in one way or the other And be ready

27:18

for the unknowns not to bother you Um I

27:23

think a couple of other uh I'm going to just kind of you know rein me back in when I need to

27:28

be but two other things that occur to me One is um I love you know to me what I

27:35

love about social media and Google is that it's quote free Now is it No or

27:41

like if you're paying for Google ads which I think we all do and that can rack up pretty quickly but I do think

27:47

that is a good ROI at least based on the preliminary superficial I should say data of patients putting Google Yep Um

27:54

and so I think something to be said for Google ads I think uh Facebook like

28:01

again I don't personally social media I never have I've never been on Facebook myself I've never done Instagram like

28:07

whatever but to have a key team member in the office that is very savvy with

28:13

that So I pay her to do it but it's to me a a great ROI She she can tell you

28:21

what patients respond to she can tell you Um and so she so honestly like

28:26

little things little stupid things but like um at Dollar Tree I saw some uh

28:32

bunny eyeglasses and I grabbed them because I'm like I can already see myself and my associate posing with

28:38

these looking silly that now I'm going to turn around and post on social media

28:44

around Easter time And I think patients love seeing that Yeah Um so all those

28:49

little things or I talked about this quite a bit in the I think October or November digest in the article I had

28:56

where we went to the state fair and I pose it It happens It just so happens

29:01

that it's my personality to pose in stupid pictures Like I I just think those goofy pictures are funny to me

29:08

personally Um but that's where I turned to my associate and I was like "Yes

29:13

coming to the state fair is about team building It's a relatively low cost and good bang

29:21

for my buck because my team enjoys this Yeah But it's also a marketing opportunity Patients love seeing that

29:28

we're enjoying the things that they would enjoy And so I'm like you've got

29:34

to start looking at it from that lens Cuz he had not too long before had said something about marketing whatever And

29:39

I'm like I don't know And that's where I was like we're not just putting around through the state fair I'm actively

29:44

looking for things that are going to make good posts and good pictures Um or things like oh the fair food of you know

29:52

the winner of 25 2025 was the bacon coated with butter fried and whatever

29:59

right We liked it Did you How many patients have tried this Like that could be post that hey we're posing with this

30:06

How many patients did that And it's a way to engage patients Yeah Or at least give them something interesting to think

30:12

about talk about I didn't know that that was at the state fair right Hey do you know about this How did you know about it I don't know My Dennis Facebook page

30:18

Dennis Facebook page Yeah they they were at the fair and they talked about this right So you're generating buzz Yeah For

30:23

both my associate and I we are both introverts We neither one of us does social media So I think for him he was

30:30

like "Oh." Because I could just see if I didn't attend and I'm like "Y'all go."

30:36

He's not going to be the one to take pictures the majority of the team and if that team member that is assigned to do

30:42

that who it's her natural wheelhouse she loves doing stuff like that So if I send somebody to a conference or somewhere

30:49

and their brain doesn't work that way we have missed that quote free opportunity to capitalize on something that by

30:56

simply putting it on Facebook that I think today's day and age people are much more savvy with all of these things

31:03

But it still takes time and strategizing and thinking about these things which in our busy dayto-day we don't stop and

31:09

think about Right Right Yeah I think the social media component of it is a new

31:15

category of visibility that is pivotal It's like we've got our paid visibility

31:22

that we've always you know talked about that's more historical The social media

31:27

visibility is paramount Every practice needs to have some of that visibility So

31:32

then the question of you said don't put all your eggs in one basket and for me

31:38

social media is relatively cost effective and um relatively easy to do Thoughts on

31:46

putting a lot of eggs in that basket Would you still say we need the visibility dollars spent as well

31:52

Potentially It depends on the amount of followers that we have on social media

31:57

the amount of patients that are engaging with us on social media it can in some

32:02

cases replace the original the OG visibility category of print and things

32:08

like that Uh but if we're just developing that social media presence then we may need a temporary replacement

32:15

to that So I think for me I thought you were going to say no you can't replace it And I would have agreed with you on

32:21

that in the sense of like the patients I'm trying to attract are parents So it

32:27

is a younger demographic and they are much more involved in social media and all that but that still means they've

32:34

got to follow us know about us Um and I would imagine the amount of inundation

32:40

you get on social media like to make it that you see our

32:45

stuff that is a prayer I think and a wish and a hope And so I do think you

32:52

need to balance that with other things as well To me the visibility is one

32:57

category We have to balance whether that's the OG visibility of print media

33:03

or the new visibility of social media It's just

33:10

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