Advice for the Marketing Coordinator – Track the number of new patient calls. Referral marketing is designed to make your phone ring. Once that occurs, it is the team’s responsibility to motivate …
Advice for the Surgical Specialist – Give your staff clear expectations.
Advice for the Surgical Specialist – Give your staff clear expectations. To perform well, team members need to know what they are supposed to accomplish. Providing staff accurate job descriptions …
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Be aware of the daily production target.
Be aware of the daily production target. One of the keys to growing surgical production is to monitor actual performance against your goals. Start with an annual production goal and then break it down …
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Don’t wait until the last minute to get assignments done.
Don’t wait until the last minute to get assignments done. It’s always better to work ahead of schedule. Making steady, incremental progress on tasks is preferable to rushing around at the last minute …
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Script all interactions with patients.
Script all interactions with patients. What to say and how to say it are crucial elements of successful patient relationships. Scripting helps the doctor and the team communicate accurate information …
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Follow up with all surgical patients who don’t say, “Yes.”
Follow up with all surgical patients who don’t say, “Yes.” In the new dental economy, more patients will be hesitant to accept treatment—even need-based treatment—at your practice. Unless there is a …
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Advice for the Marketing Coordinator – Identify new marketing opportunities for your practice.
Advice for the Marketing Coordinator – Identify new marketing opportunities for your practice. What strategies has the practice used successfully in the last few years? Which ones need to be replaced? …
Advice for the Surgical Specialist – Create a practice vision.
Advice for the Surgical Specialist – Create a practice vision. Where do you see the practice in three years? Do you want to have an office that generates $1 million, $1.25 million or more? Do you want …
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Set a good example for your co-workers.
Set a good example for your co-workers. In any work environment, having a positive attitude matters, but it takes on even more importance in the smaller confines of a surgical practice. If you come to …
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Evaluate your facility from a patient perspective.
Evaluate your facility from a patient perspective. Your office is a reflection of the care you provide. If the front desk area is dusty or if the reception area is dark and dingy, your patients will …
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Enforce scheduling policies.
Enforce scheduling policies. When patients call to cancel at the last minute, use a script to suggest that they rethink cancelling the appointment. Let callers know that the time has been reserved for …
Scripting Tip: Don’t say “You’ll have to ask someone else” to patients.
Scripting Tip: Don’t say “You’ll have to ask someone else” to patients. You may not know the answers to patients’ questions, but take responsibility for getting the answers they need. Rather than …
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