Buying dental marketing: a guide to choosing an agency, consultant or in-house marketer
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Choosing a dental marketing agency, or deciding how to choose a dental marketer at all, comes down to a few questions most proposals skip: what exactly you're buying, who does the work, how it will be measured, and whether you can leave with everything you paid for. This guide answers each one from the buyer's side.
I sell marketing to practices myself, so read this with that in mind. I have tried to write the guide I would want if I were the one signing the contract, including the parts that don't favour my own model.
What you are actually buying
Most dental marketing is sold as activity: a number of blog posts, a set of keywords tracked, a monthly ads management fee, a social calendar. Activity is easy to count and easy to report. It isn't what a practice needs.
What you actually need is a steady flow of the right patients for the treatments you want to grow, and a way to prove which spend produced them. For high-value treatment such as implants, full-arch or Invisalign, that flow depends on several things working together: search visibility while patients research, paid ads that reach them while they compare, a site that answers their questions, and a front desk that handles the enquiry well.
So the thing to buy is a system, measured against booked and completed treatment. A lead is an enquiry: a form, a call, an online booking request or a message. It isn't a patient. A vendor that reports cost per lead is telling you how cheaply they produced form fills. The more useful number is what each booked consultation cost, because it follows the enquiry into your diary.
| What you are often sold | What you actually need |
|---|---|
| A number of articles a month | Pages that answer the questions patients ask at each stage, planned as a whole |
| Keyword rankings | Visibility for the searches that lead to booked treatment |
| Clicks and impressions | Booked, attended and completed treatment, traced to its source |
| Cost per lead | Cost per booked consultation and per treatment start |
| A monthly report | A live view you can check against your own appointment book |
If a term in a proposal is unfamiliar, look it up in the dental marketing glossary before you sign anything.
Agency, consultant or in-house
There are four common ways to buy marketing. None is right for every practice.
| Model | Suits | Watch for |
|---|---|---|
| Agency | Groups and practices that need several specialists at once, or high content volume | Account manager layers, junior staff doing the work, channel silos |
| Consultant | Practices that want one accountable owner and senior attention | Capacity limits and continuity if the consultant is unavailable |
| Freelancer | A single, well-defined job such as a site build or an ads account | Nobody joins their work to the rest of your marketing |
| In-house marketer | Larger practices and groups with steady, varied work | Salary and management cost, and the breadth one person can cover |
When a consultant is the wrong choice: if you run a group with many sites, need a large volume of content every week, or want a big team on call for many channels at once, an agency or in-house team will usually suit you better. The same is true if you want someone on site every week. I would rather say that here than find out six months into an engagement.
When a consultant tends to fit: a principal-owned practice that has been through fragmented vendors, wants one person answerable for the result, and cares more about measured outcomes than volume.
The longer comparison, including how continuity risk is handled, is on consultant or agency.
What it should cost
Two numbers get blurred together in most quotes: the fee you pay the vendor, and the ad spend you pay Google or Meta. Keep them apart. A quote that bundles them hides both the real fee and how much of your money actually reaches the platform.
The common fee models are a monthly retainer, a setup fee for research and builds, a management fee charged as a percentage of ad spend, and fixed packages. Percentage-of-spend pricing deserves care: it pays the vendor more when you spend more, whether or not the extra spend works.
When you line up quotes, break each one into the same parts:
| Part of the price | What to ask |
|---|---|
| Setup fee | What does it buy that I keep: research, a page plan, a tracking build? |
| Monthly fee | What work is included each month, and who does it? |
| Ad spend | Is it included or on top, and who pays the platform? |
| Extras | Are content, design, landing pages or reporting charged separately? |
| Term | What is the minimum term, the notice period, and any exit fee? |
Two quotes with the same headline figure can buy very different things. One may include research and a tracking build; the other may be ads management alone, with nothing you keep when it ends.
Published price pages from UK dental marketing vendors, and what drives the differences, are covered in how much dental marketing costs. That page sticks to vendors' own published prices, dated, rather than invented averages.
The separate question of how much your practice should spend in total is answered by working backwards from your treatment targets and chair capacity, not by a percentage of turnover. That method is set out in setting a marketing budget from treatment targets.
What you must own
Every marketing account should be owned by the practice, with the vendor given access. That includes your Google Ads account, Google Business Profile, domain name, website hosting, Google Analytics property, Google Tag Manager container and Meta business assets.
The difference between owning an account and being given access to it matters most on the day you leave. If the agency created your ad account under its own login, your conversion history and campaign data may stay with it. If the domain is registered to the agency, your website address isn't legally yours.
This is the most important instruction in this guide: check today. It takes an afternoon. The asset-by-asset list, with the exact check for each platform, is on what your practice should own.
How to judge a proposal
A good proposal answers seven things clearly: what research the plan is built on, who will do the work, how results will be measured, what you own at the end, the contract terms, what it promises and how compliance is checked. A weak one leads with packages and promises.
| Look at | Good sign | Warning sign |
|---|---|---|
| Research | Based on your catchment, competitors and searches | A template with your practice name dropped in |
| Who does the work | Named people, with their roles | "Our specialists", with nobody named |
| Measurement | Booked and completed treatment, with a plan to connect your booking system | Leads, clicks and rankings only |
| Ownership | Everything in your name, with access for the vendor | Accounts created and held by the vendor |
| Contract | Clear notice period, no penalty for leaving with your assets | Long lock-in, exit fees, assets retained |
| Promises | Commitment to the work and reporting you can check | Promised rankings, promised lead numbers |
| Compliance | Copy checked against GDC guidance and the CAP Code | "We handle compliance", with no process described |
Red flags
Some warning signs are serious enough to end the conversation. None of them proves a vendor is dishonest. Each one means you would be taking a risk you don't need to take.
| Red flag | Why it matters |
|---|---|
| Promised first-page rankings or a promised number of leads | Nobody controls Google or Meta. A promise like this is either untrue or measured on something meaningless |
| The vendor will create the ad account or profile "for you" in their name | You lose the history and the reviews when you leave |
| Reports built on leads, clicks and rankings, with no plan to reach your booking data | You will never know which spend produced patients |
| Leads sold to you from the vendor's own ads and landing pages | The same enquiry can be sold to more than one practice, and you own nothing when you stop |
| A long minimum term with automatic renewal and exit fees | You carry all the risk if it does not work |
| No named person responsible for your account | Nobody is accountable when results dip |
| Pressure to decide quickly, or a discount that expires this week | A good vendor wants you to check them properly |
| Before-and-after images and superlatives in their own sample ads | A vendor careless with the rules for its own ads will be careless with yours |
| Unsourced statistics about what "practices typically see" | If their evidence is invented, their reporting may be too |
Figures such as a typical return or an average cost per patient are sometimes quoted with no source at all. Ask where any number in a proposal comes from. A good vendor can tell you, or will say it's their estimate.
Reviews of dental marketing agencies are worth reading, but read them for specifics. Look for reviews that mention measured outcomes, how problems were handled, and whether the practice kept its accounts. Generic praise tells you little. Ask to speak to a current client and an ex-client if you can.
"Best dental marketing agency in the UK" lists are often published by agencies ranking themselves. Treat them as advertising. The better test is how a vendor answers pointed questions. A list of the questions to ask, each with what a good answer and a red-flag answer sound like, is on questions to ask before hiring a dental marketer.
If you want to see how I would answer them, what an engagement includes and how I work set it out.
How to leave
Leaving a vendor goes wrong when access isn't secured before notice is given. The safe order is: confirm what you own, get owner or admin access to every account, export your data and history, then give notice, then remove the old vendor's access.
Websites need particular care, because a rebuild or a move to new hosting can lose rankings if old addresses are not redirected. When a vendor won't hand over, most platforms have a recovery route, though some are slow.
The full process, platform by platform, with a printable exit checklist, is on leaving a marketing agency without losing anything.
If you have read this far and want a view on your current set-up, email me about your practice at Fayez@imfayez.com. Looking costs you nothing: I review your site, ads and local results from the outside and send back what I find. You can also read about the work I do for practices first.
In this section
- How much does dental marketing cost in the UK?
How much dental marketing costs in the UK: published vendor prices, pricing models compared, setup versus retainer, and why ad spend must be kept separate.
- Dental marketing consultant vs agency
Dental marketing consultant vs agency vs in-house: where each one wins, the real risks of a consultant, how continuity is handled, and a quick way to decide.
- What your practice should own
Who owns your Google Ads account, your agency or your practice? An asset-by-asset ownership table, the exact check for each, and admin versus owner access.
- Leaving your marketing agency without losing anything
Leaving a dental marketing agency: what to secure before notice, account by account, how to keep your data, the website, and what to do if they won't hand over.
- Questions to ask before hiring a dental marketer
Questions to ask a dental marketing agency or consultant, each with what a good answer and a red-flag answer sound like. Use it to audit any proposal.
- How much should a dental practice spend on marketing?
How much a dental practice should spend on marketing, worked out backwards from treatment targets and chair capacity instead of a percentage of revenue.
Talk to me about your practice
Send me your website address, the area your patients come from and the treatments you want more of. The first look is free, and I reply personally.
Fayez@imfayez.comWhatsApp: @imfayez1Read how I work