Advice for the Doctor – Provide a professional development plan for each team member. Create a multi-year CE plan for each team member, based on the individual’s current skills and goals, as well as on practice needs. Consisting of CE courses, workshops and other educational resources, the plan should be reviewed with the individual annually and modified as needed.
Friday Freebie: Watch Dr. Levin’s video, “Continuing Education – Get The Most Out Of Seminars” by clicking here.
Referral Marketing Strategy Tip: Stay motivated. Have you lost some of your referral marketing motivation? When life gets overwhelming and busy, many specialists slack off on communicating with referring doctors. To get back on track, make a game out of it. Create a scoring system based on the type of contact you have with referring doctors. We assign scores of five, four, three, two, and one to each activity depending on whether it’s time spent together in-person (a five!) or an email or text message(a one or two). Set numeric goals for your different levels of referring doctors (i.e. earning a monthly contact score of 30 with an “A” referrer) to keep you motivated.
Would you like more referrals?
Then start a Dental Business Study Club for your practice.
Dental Business Study Clubs is THE NEWEST, MOST EFFECTIVE REFERRAL MARKETING STRATEGY AVAILABLE TODAY, and the one thing you can do to guarantee a successful specialty practice. To learn more about how you can ramp up your referral marketing and create strong, long-term relationships with your referring GPs visit www.dbsclubs.com or call 833-327-2582.
Training should include scripting based on step-by-step documentation. When a practice has documented, step-by-step systems and a team that’s trained on those systems with scripting, doctors can focus on what matters most— providing exceptional patient care. This kind of training positions the practice for continual growth and greater success.
Whitepaper Wednesday: Check out Dr. Levin’s whitepaper, “The 9 Areas of Expertise: Scripting,” by clicking here.
Referral Marketing Strategy Tip: Make things easy for referrers. Specialty practices with five-star customer service get the most attention from referring doctors. Why? They offer problem-free relationships. Referring doctors never have to worry how their patient’s visit will turn out. When you communicate that patients can expect to receive consistent five-star service, you can expect to receive consistent referrals.
Would you like more referrals?
Then start a Dental Business Study Club for your practice.
Dental Business Study Clubs is THE NEWEST, MOST EFFECTIVE REFERRAL MARKETING STRATEGY AVAILABLE TODAY, and the one thing you can do to guarantee a successful specialty practice. To learn more about how you can ramp up your referral marketing and create strong, long-term relationships with your referring GPs visit www.dbsclubs.com or call 833-327-2582.
Performance Target: Implement 15 ongoing patient marketing strategies. A consistent marketing program requires more than just a few strategies. By using 15 strategies throughout the year, you’ll have something to appeal to everyone… and maintain a level of awareness that will consistently bring in more new patients.
Management Monday: Check out Dr. Levin’s whitepaper, “The Power of Internal Marketing,” by clicking here.
Advice to Administrative Staff Members – Dress to impress. Patients come to your practice for professional services, so attire that’s too casual or sloppy will send the wrong message. Doctors and clinical staff can wear scrubs, but other staff members should rely on professional or business casual clothing to project trustworthiness.
Friday Freebie: Watch Dr. Levin’s video, “The New Patient Experience – How To Impress The New Patient” by clicking here.
Referral Marketing Strategy Tip: Spend time with top referrers. You have four types of referring doctors. A, B, C and D. A’s are your most important referring doctors and typically make up a larger percentage of referral revenue than the other three categories. Always focus first on your A’s. You should have your marketing coordinator visit their office every four weeks, and see them yourself at least every 6 to 8 weeks. When you spend quality time with A’s, their loyalty and referrals will increase.
Would you like more referrals?
Then start a Dental Business Study Club for your practice.
Dental Business Study Clubs is THE NEWEST, MOST EFFECTIVE REFERRAL MARKETING STRATEGY AVAILABLE TODAY, and the one thing you can do to guarantee a successful specialty practice. To learn more about how you can ramp up your referral marketing and create strong, long-term relationships with your referring GPs visit www.dbsclubs.com or call 833-327-2582.
For Practice Owners – Valuation Factor: The Lease. If you lease your office space, it can be a critical factor in practice valuation. A lease that expires within a year or two will reduce practice value to allow for moving expenses, unless it can be extended or renewed by the new owner. Work with your landlord to ensure that this will be possible.
Whitepaper Wednesday: Check out Dr. Levin’s whitepaper, “Dentist as CEO – Finance & Overhead Analysis,” by clicking here.
Referral Marketing Strategy Tip: Know the status of your referrals. Are your referrals growing, flat, or declining? If they are flat or declining, what are you doing to turn things around? You could implement a referral marketing program, engage a part-time or full-time marketing coordinator, get feedback from patients and staff, or hold a strategic planning session to determine where you are and what you need to do. While some of this may seem overwhelming, most of it is very practical and step-by-step driven. Awareness is where it all begins. You just need to take the first step.
Would you like more referrals?
Then start a Dental Business Study Club for your practice.
Dental Business Study Clubs is THE NEWEST, MOST EFFECTIVE REFERRAL MARKETING STRATEGY AVAILABLE TODAY, and the one thing you can do to guarantee a successful specialty practice. To learn more about how you can ramp up your referral marketing and create strong, long-term relationships with your referring GPs visit www.dbsclubs.com or call 833-327-2582.
Learn from rejection of proposed treatment. When patients decline a case, you may tend to feel badly and take it personally. Learn to do what the best salespeople do. Rejection actually motivates them to do better the next time. You need to adopt this mindset. There will be rejections, but you should learn from each one and constantly work to improve the outcome of every consult.
Management Monday: Check out Dr. Levin’s whitepaper, “How Failures Lead to Success,” by clicking here.