Continue to build value for treatment. During any follow-up conversations or appointments, remind patients of the benefits of the recommended procedure as well as the benefits of not delaying …

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Keep your performance targets in mind. All staff members can contribute to the success of the practice by knowing and tracking targets that relate to their jobs. From front desk personnel keeping 98% …

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Schedule the next hygiene visit during checkout. Working together, hygienists and front desk coordinators should use value-building scripts to persuade patients that regularly scheduled hygiene visits …

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Advice for the Dentist – Motivate staff every day. Whether you realize it or not, staff members take their cues from you. You owe it to them and the practice to motivate the team to do exceptionally …

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Make treatment more affordable. Practices can dramatically increase case acceptance by providing a wide array of payment options, including patient financing from a reputable company. Team members …

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Advice for the Hygienist – Use support materials. Provide patients with brochures and fact sheets to reinforce treatment they have discussed with the dentist. By giving patients marketing materials …

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Treat each patient as an individual. Personalize every case presentation. Learn one or two new things about each patient during every visit and document that information in his or her record. The …

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Advice for the Dentist – Consistently share information. Some dentists fail to communicate regularly with their team about the practice’s vision, daily targets and yearly goals. Keeping team members …

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Do the little extras. For example, if you see a piece of trash on the floor in the reception area, don’t ignore it. Pick it up and throw it away. While that specific activity may not be in your job …

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Advice for the Marketing Coordinator – Use targets to improve marketing performance. Rather than saying you want to get more referrals, use a specific target such as generating referrals from 40–60% …

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Look beyond immediate patient needs. Many of your patients would expect you to alert them to dental problems they may have in the future. Rather than focusing only on more urgent, need-based, …

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Advice for the Hygienist – Revisit unaccepted treatment with patients. During hygiene visits, it’s natural for you to comment on what you observe, talk about services that could come into play, and …

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