Educate all patients about the advantages of implant treatment. Even patients with a full set of teeth can help your practice increase implant production. If they’re informed about the benefits of implants… and that your office offers this outstanding option… they can refer their edentulous friends and family members to you.
Advice for the Dentist – Set clear expectations. To perform well, team members need to know what they are supposed to accomplish. Providing staff accurate job descriptions helps them fully understand what they will be held accountable for. If specific tasks need to be completed on a certain day, the dentist should convey that information to staff members during the morning meeting.
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Advice for the Hygienist: Inform patients about what you’re doing. Counteract the idea that a hygiene visit is “just a cleaning” by identifying the many steps you go through during a routine hygiene appointment. Better still, explain what each procedure accomplishes and why it’s important for maintaining oral health. The more value you build, the easier it will be to keep patients on a regular hygiene schedule.
Schedule patients for treatment within seven days. When patients accept treatment, it’s important to give them an appointment within a week. The longer they have to wait, the more time they’ll have to change their mind, so start treatment while they’re still highly motivated.
Answer calls by the third ring. Whenever the phone rings, it may be a prospective new patient. Regardless of how busy the practice may be, pick up the call quickly and be prepared… with scripting… to make an excellent first impression, build value, and get the relationship off to a great start.
Advice for the Marketing Coordinator – Become the dental education resource in your community. By creating educational marketing strategies, you’ll not only display your practice’s expertise but also show that you care about the oral health of everyone in the community. The goodwill generated will bring in new patients.
Advice for the Dentist – Focus more on elective procedures. For more pronounced growth and less reliance on compensation from insurance providers, pay special attention to elective treatments. Set a target of making cosmetic and other elective services account for at least 30% of total production.
Do your part to make delegation work. Everyone on the practice team needs to understand the value of delegation and help make it work. The objective is to give responsibility for virtually all administrative duties to staff members. This enables the dentist to focus on doctor-only activities… increasing practice productivity.
Advice for the Marketing Coordinator – Diversify. Don’t rely on just a few strategies throughout the year. A greater variety of strategies—implemented consistently throughout the year—will appeal to a wider audience, generating more word-of-mouth referrals and, ultimately, bringing in more new patients.
Take advantage of in-office and offsite training opportunities. Whether it’s a lunch-and-learn, a dental conference, tradeshow or seminar, make the most of training opportunities when they occur. Anything you can do to develop your skills or learn new ones should be seriously considered.
Tuesday Training: Watch Dr. Levin’s video “Interpersonal Communication – Get Along with Everyone” by clicking here.