Advice for the Dentist – Evaluate mid-year progress. Is your practice on target to reach its annual goals for production, new patients, elective treatment and case acceptance? Do you know what’s working well and where improvements need to be made? For areas that are under-performing, implement countermeasures within the next two weeks.
Free Progress Report: Download the Practice Performance Matrix™ to measure your progress in the 9 Areas of Practice Expertise. Click here to download.
Advice for the Dentist – Respond decisively to conflict. Staff conflict creates stress and can destroy efficiency, so deal with it quickly. Rather than taking sides, focus on resolving differences… and make it clear that there will be serious consequences for anyone perpetuating conflict.
Summer Seminars: Dr. Levin delivers his new seminar, “The Mid-Career Plateau: How to Avoid It, Overcome It, Get Out of It” in Boston on July 14 and Charleston on July 28. Click here for more details.
Project confidence and professionalism. Whatever your role in the practice, your manner will affect the mood for everyone there, including patients. A dental practice is a relatively small space, so it’s important to set aside personal issues and focus on cooperation and patient care.
Don’t take current patients for granted. The focus on attracting new patients can sometimes cause practices to under-appreciate existing patients. Always go out of your way to value the patients who have been with the office for years. Continue giving them multiple reasons to stay with the practice.
Better Systems, Better Practice: Interested in increasing efficiency and reducing stress? Learn more about our management consulting program by clicking here.
If you answer the first call from potential patients, establish rapport. When prospective patients call, make them feel that calling your practice was an excellent idea. This means that, in addition to gathering information about the patient, you must also provide information to the patient, which includes reassuring facts about the quality of the doctor, team and practice.
Advice for the Hygienist – Think of yourself as the primary relationship builder. Typically, the hygienist has more one-to-one contact with patients than anyone else on the practice team. Take advantage of this opportunity to build patient loyalty. In addition to educating patients about hygiene and overall practice services, you can build an informal “database” of personal information— about patients’ special interests, children, vacations, etc.—that will help create rapport and show that you really do care about them.
Management Monday: Give your systems a makeover with the GP Platinum Library. This 16-volume set will help you take your practice to the next level. Find out more by clicking here.
Advice for the Dentist – Dispense oral health products. It’s not about making money. It’s about demonstrating to your patients that you want them to achieve better oral health. In-office dispensing of dental products is an effective way to improve at-home care and build stronger relationships with patients.
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Turn esthetic patients into “practice ambassadors.” Give these patients certificates that will entitle their friends and neighbors to a free cosmetic examination, including radiographs, at no cost. Cosmetic patients who are satisfied with their treatment are often glad to tell others about your practice.
Present ideal treatment to every patient. Appropriate treatment should always be presented. Let patients know all the options available for improving their oral health as well as their smiles. This approach enables patients to decide what is best for them.
New Article: Check out “Get Ready for the Second Half of the Year” by clicking here.
Emphasize the use of patient insurance benefits. Many patients are confused about their insurance plans. They don’t necessarily understand what is or isn’t covered. Consequently, they may put off dental care. Each practice should review patient records to determine:
- Which patients have incomplete treatment (Is it insurance-related?)
- Which patients have put off treatment due to a lack of insurance
- Which patients have unused benefits for the year
Then, provide the necessary guidance to help patients maximize their benefits.