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Dental Billing Company Pulls The Plug On Bad Marketing

Ryan DeLettre, Davy Clay, and Josh Smith founded Dental ClaimSupport to solve an all too common problem: Dental offices spend too much time on insurance and paperwork, pulling resources away from patient care. They knew they had a great product and a winning business plan. They just needed to figure out how they could scale.

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Type Of Business Company Type Type of Service
Healthcare B2B Cyber Security
 
Client Success Story - Kevin Booth, Westcor

Dental ClaimSupport's Journey

There’s been a long-running joke around the Dental ClaimSupport office: Each month, somehow, they manage to have an even better month than the one before it.

Every month sets a new record, a new benchmark they don’t think they’re ever going to be able to top. Then, one month later, they do it again. With each fresh page of the calendar they think, We can’t possibly top what we did last month.

After all, it was our best month since we started the business. And sure enough, the streak keeps going. Month after month. Somehow, the team manages to set the bar just a little bit higher. What’s helped them reach these heights? If you were to ask any of the three co-founders, they’d say the same thing without any hesitation: They Ask, You Answer.

A business that helps dentists prioritize care

Ryan DeLettre, Davy Clay, and Josh Smith founded Dental ClaimSupport to solve an all too common problem: Dental offices spend too much time on insurance and paperwork, pulling resources away from patient care.

The three friends developed a platform that could take the headaches out of dental office management, saving hundreds of hours of busywork each month.

They knew they had a great product and a winning business plan. They just needed to figure out how they could scale.

Pulling the plug on bad marketing

For a long time, Dental ClaimSupport was like a lot of businesses out there. Each month, they’d pay handsomely for Facebook ads and Google Search ads to try to attract the attention of their ideal customers.

“We put a lot of money each month into Facebook and Google ads,” remembers Davy, the CMO. The results were minimal, and the leads they did get only trickled in for as long as the team kept paying. If they didn’t pay, the ad would disappear, taking the results with it.

They knew this approach wasn’t delivering the success they were looking for, but they weren’t sure what else to do.

The power of accountability

At first, the team tried to implement They Ask, You Answer on their own, but success was slow to come.

“We put a lot of money each month into Facebook and Google ads,” remembers Davy, the CMO. The results were minimal, and the leads they did get only trickled in for as long as the team kept paying. If they didn’t pay, the ad would disappear, taking the results with it.

They knew this approach wasn’t delivering the success they were looking for, but they weren’t sure what else to do.

"One thing I would want to tell business owners about ITS is that if you're hesitant, like I was, about either switching from your current provider or switching from your internal staff,I can assure you the transition was smooth and you're going to be pleased with the results."

Kevin Booth, President & CEO | WestCor Companies

Customer

Building trust with clients

At the core of They Ask, You Answer is a simple premise: People buy from businesses they trust. To build that trust with buyers, the Dental ClaimSupport team committed itself to educating its buyers with honest, transparent content. “They Ask, You Answer has been very beneficial with building relationships with clients,” says Stephenie Neville, operations manager.

The education content the team is producing means prospects enter the sales process more qualified than ever before. They already know the Dental ClaimSupport team members from articles and videos on the website, and they move more smoothly through the sales process because many of their questions have already been answered.

Today, Dental ClaimSupport’s website is full of educational content that answers buyers’ questions. If site visitors want to know about pricing, they can find it. If they want to know how different tiers compare, they can find it.

All that information keeps good-fit prospects moving forward: Every question answered is one less obstacle standing in the way of a purchase. At the same time, these resources help weed out bad-fit prospects too. If someone knows upfront that Dental ClaimSupport is not the right choice for them, they’re less likely to enter the sales process or become an unhappy customer.

‘We’ve all learned the better way to do marketing’

Sales and marketing are in lockstep, and the only complaint anyone seems to have is that they wish they started They Ask, You Answer sooner. And they give this advice to anyone who will listen. They’ve seen firsthand how the framework — combined with IMPACT’s guidance — delivers amazing results. You just have to go all-in and trust the process.

“The biggest takeaway,” says Josh, “is that any business can use it. Any business can flourish by adopting They Ask, You Answer.”

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