Who is your real customer? Most specialty practices forget that referring doctors are their primary customers. …
Ask for commitment.
Ask for commitment. Whenever you present a case, you should ask for commitment by using a simple question such as “Mrs. Jones, would you like to have this done?“ …
No tolerance for bad moods.
No tolerance for bad moods. Have a practice policy the bad news moods are simply not allowed. …
Advice for getting in to the Top 25%: Create a playbook.
Advice for getting in to the Top 25%: Create a playbook. If you want to build a practice that performs in the top 25% you need a playbook. Map out each of your systems and decide which one to …
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Check your schedule.
Check your schedule. If your schedule is not mathematically constructed to achieve the daily production goal, then it’s unlikely that the practice will achieve the annual production goal. …
Don’t interrupt.
Don’t interrupt. If a parent or patient is talking, even if you know the answer, let them finish. This is how people become comfortable. …
Advice for increasing your referrals: Have the right number of strategies.
Advice for increasing your referrals: Have the right number of strategies. Be sure your referral marketing program has at least 15 to 20 referral marketing strategies functioning together at all …
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Tell every patient that you care.
Tell every patient that you care. Make a simple statement such as: “Mrs. Jones, Becky’s procedure went extremely well, and I am delighted because we really care about her.” This will create positive …
Meet the front desk staff.
Meet the front desk staff. Representatives from the specialty practice should periodically go out and say hello to the front desk staff of referring offices. Bring them some food or flowers, but keep …
Don’t boil the ocean.
Don’t boil the ocean. When you start a referral marketing program, gradually ease your way into building to the 15 or 20 strategies necessary to truly increase referrals and maintain specialty …
Be open and positive with referring offices.
Be open and positive with referring offices. The front desk person in the referring office does not want more headaches. When they contact your practice, make it a priority to make their job easier …
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Do you know your most important number?
Do you know your most important number? Revenue is the most important key performance indicator or statistic indicating practice performance. Track it on a regular basis. …
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