Advice for the Marketing Coordinator­ – Segment referring dentists. Categorize referring dentists into four groups, based on the number of referrals: A doctors are the top third of referrers – …

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Advice for the Implant Treatment Coordinator  – Educate patients about implants. Inform patients about implants and their many benefits by providing brochures, fact sheets and other materials… and by …

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Identify practice revenue centers. Analyze your practice’s financial metrics to determine which services are the most cost-effective and profitable. If there are ways to increase activity in the more …

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Learn to be more empathetic. After seeing many patients, day after day, you may sometimes have difficulty showing true concern for any problems they may have. Whether it’s a dental issue or something …

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Advice to Staff Members – Speak up in meetings. Your opinion matters. Some people have a tendency to sit back in group settings and let others do the talking. Remember, you’re part of the practice, …

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When presenting to patients who aren’t responding, ask questions to help them get started. Some patients are reluctant to ask questions or express concerns. When working with patients like this, try …

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Welcome everyone to your office warmly. Your patients will appreciate it when your front desk team and other staff members greet them as if they were friends or family rather than merely customers to …

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Learn to recognize “buying statements.” After treatment has been presented but not yet accepted, patients may unknowingly reveal their inclination to agree to treatment by making a buying statement, …

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Display pictures of family members and friends around the office. Patients will feel closer to the doctor and team members if they get glimpses into your personal lives. Family portraits, snapshots …

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Advice for the Surgical Specialist – Replace outdated computers and software. Technological innovation moves at an increasingly accelerated pace. Trying to get by with 10-year-old computers or …

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Don’t be drawn into emotional confrontations. When dealing with an unhappy patient, stay focused on the issue at hand. If the patient criticizes you personally, don’t respond in kind. Calmly restate …

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Prepare a systems operations manual. Prepare step-by-step documentation of all practice management and marketing systems. Then, in addition to using it as the basis for scripting and training on …

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