Advice for the Marketing Coordinator – Segment your referring dentists. Divide referrers into four groups––A, B, C and D doctors:
- A doctors are the top third of referrers – responsible for 40% to 70% of production
- B’s are the middle third – 20% to 30% of production
- C’s are the bottom third – 1% to 10% of production
- D’s are non-referring dentists
This information will help you decide how to better market to each group, including specific strategies and frequency of interactions.
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