Make eye contact. Looking away from people while speaking is a behavior that can make you look uninterested. Excellent eye contact is critical, because dentistry requires a high level of patient …
Advice for the Dentist – Work on case presentation skills.
Advice for the Dentist – Work on case presentation skills. It takes time for even the most experienced dentists to master case presentation skills. Case presentation has to be learned, practiced and …
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Gather referral information from new patients.
Gather referral information from new patients. When new patients contact the practice, find out who referred them and include this information in the patients’ records. To start building a strong …
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Offer a wide range of payment options to every patient.
Offer a wide range of payment options to every patient. Don’t perform “wallet biopsies.” Many of your patients will accept cosmetic and other elective services… if you make it more affordable and …
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Advice for the Dentist – Use “best models” to improve practice operations.
Advice for the Dentist – Use “best models” to improve practice operations. Best models are based on how highly successful practices achieve their goals. These models are essentially blueprints for the …
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Leave personal problems at home.
Leave personal problems at home. Patients should never be able to tell that your day didn’t start off so well because you got caught in traffic… or see anything in your behavior to suggest that you …
Use scripts to add value to conversations.
Use scripts to add value to conversations. Include power words and benefit statements in scripts to create more value during patient interactions. Power words—like great, terrific, wonderful and …
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Advice for the Hygienist – Become a trusted treatment advisor.
Advice for the Hygienist – Become a trusted treatment advisor. Patients often form friendships with members of the hygiene team. By talking to patients about the benefits of various treatment …
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Conduct procedural time studies.
Conduct procedural time studies. If your practice hasn’t clocked how long various dental procedures take in the last couple of years, it’s time to check again. Incorrect scheduling can lead to large …
Advice for the Dentist – Present ideal treatment.
Advice for the Dentist – Present ideal treatment. Rather than making assumptions about what treatment patients will accept, provide the information they need—including your recommendations—to make the …
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Be a team player.
Be a team player. “There’s no ‘I’ in team,” the old saying goes, and it’s true. Excelling at your job requires strong interpersonal skills, which include being courteous, supportive and helpful to …
Ask for testimonials.
Ask for testimonials. Encourage patients to send emails and letters to your office with their feedback and to post comments on social media and review sites. Positive statements from patients build …
