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Tag Archive for: dental marketing

What Monsters Lurk in Your Practice?

What Monsters Lurk in Your Practice?

What if Halloween happened every day? Ooh, that’s a scary thought. Can you imagine putting up with the crazy, over-the-top costumes, the ghouls and goblins, the gruesome humor and the candy giveaways year-round? Sounds like a dentist’s worst nightmare, especially that last part.

Unfortunately, for some practices, Halloween is a daily occurrence. Every day, the dentist and team grapple with monsters that threaten the sustainability of the practice.

Are you battling any of following creatures in your office1.

1. Frankenstein Systems

Cobbled together from putrid processes, moldering methods and rotting rituals, these cadaverous creations lumber through the practice, smashing morale, destroying momentum and undermining progress every step of the way. Their long-time presence will scare away even the most loyal team members and patients.

2. Inefficiency Vampires

They suck the energy right out of the practice, draining away precious resources that could be better spent growing production. They sneak into the practice almost invisibly and can exist for years before their presence is detected. Their persuasive powers are legendary. Many team members and doctors fall under their spell and defend their nefarious actions by saying, “But what we’ve always done it this way.” The longer they exist in a practice, the stronger their power grows!

3. Zombie Customer Service

Everybody is so well-rehearsed that they’re just going through the motions, mechanically mouthing memorized word-morsels. Plug Patient A into Script B and get Result C. Wash, rinse and repeat! Patients want to have genuine interactions––not simulated experiences––with their oral healthcare provider.

Conclusion

These monsters have plagued dental practices from time immemorial. Taking them on and rooting them out of your practice takes foresight, courage and persistence. But once you drive them out of your practice, you can’t imagine why you put up with them so long.

 


Additional Resources

Check out Dr. Levin’s popular e-book 31 Biggest Mistakes that Dentists Make. Save 25% with code TOD25.

Watch the video “Systems Implementation.

 

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Brand It: Don’t Be “Just Another” Practice

Brand It: Don’t Be “Just Another” Practice

Every dental practice is unique and should be able to identify a number of distinctive selling points. The following list can help you get started:

  • Doctor and Staff (schools attended, family, interests, charitable activities, etc.)
  • Location (easy to reach, free parking, near major shopping areas, etc.)
  • Environment (furnishings, refreshments, wi-fi, reading materials, etc.)
  • Technology/Services (the best, the latest, the fastest, etc.)
  • Financial (insurance accepted, financing options, free services)
  • Praise from other patients (testimonials)
  • Educational (home care instructions, advice on dental issues, etc.)
  • Scheduling (special hours, staying on schedule, etc.)

It makes sense to involve the whole team in identifying possible differentiators and then selecting those which are likely to be most appealing.

Getting the Word Out

Once your practice has determined what sets it apart from others, come up with a marketing plan that will effectively communicate your differentiators. The strategies you choose will depend, in part, on your differentiators. For example, to promote your practice’s engagement in the community, attend local health fairs and other events, submit dental health articles to local papers and websites, etc.

Many differentiators relate to customer service. Patients who experience them first-hand can then be encouraged to refer family members, friends, neighbors, fellow workers and others to your practice. This kind of word-of-mouth advertising could prove to be the most effective element in your marketing plan.

 


Additional Resources

Read “Turn Your Facebook Page into a New Patient Generator.

Learn more about Levin Group’s marketing consulting program.

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Do More With What You Have… Or Lose More of What You Got

Do More With What You Have… Or Lose More of What You Got

Every business has assets and liabilities.

But if you’re not maximizing your assets, that’s a liability.

And in today’s competitive market, you can’t afford to turn strength into weakness. But that’s what many practices are unintentionally doing.

The #1 mismanaged asset in a dental practice is the patient base. Time and time again, when we analyze practices, we find that they have…

  • Hundreds of inactive patients due to lack of follow-up
  • Scores of overdue patients who haven’t been scheduled
  • Dozens of patients with unfinished treatment
  • Countless one-and-done patients who were never contacted after their initial appointment

Not Enough Patients… or Not Reaching Out Enough?

Practices typically spend thousands of dollars trying to attract new patients, yet most offices devote little time to rescheduling overdue and inactive patients. Just as your financial coordinator should regularly contact patients who owe the practice money, the scheduling coordinator should designate at least one hour a week to bringing unscheduled and inactive patients back into the practice. If you have a backlog of “idle” patients, then you’ll need to devote significant resources to play catch-up.

Many of these patients will come back… if you contact them and use influential scripting to remind them that regular appointments are critical for maintaining optimal oral health and identifying minor issues before they become major problems.

Conclusion

New patients matter, but so do the patients already “on the books.”  Put procedures in place to reschedule patients who cancel and to reactivate patients who haven’t been in the office in 12–18 months. By bringing these patients back, you’ll have a fuller hygiene schedule and an infusion of new revenue.


Additional Resource

Need a systems checkup? Find out how a Practice Performance Analysis can pinpoint whatever’s limiting your growth. To learn more, click here.

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