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.
Advice for the Doctor – Follow up personally with patients after treatment. Show patients how much you care about them. The evening after treatment (other than fillings or other simple procedures), call them at home to ask how they’re doing, remind them about what to expect during recovery and answer any questions. If patients don’t answer the call, be sure to leave a message making it clear that the practice cares.
Additional Resource: Read an excerpt from Dr. Levin’s book, “Essential Scripts For Patient Communication,” by clicking here.
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.
Educate all patients about the advantages of implant treatment. Even patients with a full set of teeth can help your practice increase implant production. If they’re informed about the benefits of implants… and that your office offers this outstanding option… they can refer their edentulous friends and family members to you.
Additional Resource: Watch Dr. Levin’s video, “The Implant Treatment Coordinator (ITC)” by clicking here.
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.
Offer outside financing as a payment option. Whenever patients need to pay a significant amount out of pocket for treatment, offer to put them in touch with a reputable finance company. While there is a small fee to provide patient financing, some patients won’t be able to afford treatment otherwise.
Additional Resource: Read an excerpt from Dr. Levin’s book, “100 Ways to Increase Your Practice Profitability,” by clicking here.
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.
Showcase the hygienist as a professional. Patients are more likely to value their hygiene appointment if they have been informed about the hygienist’s professional credentials. In conversations with patients, emphasize the education, training, certification and licensing your hygienist has acquired.
Additional Resource: Watch Dr. Levin’s video, “The New Hygiene Appointment” by clicking here.
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.