Make it easier for patients to pay. Substantial fees not covered by insurance pose a formidable obstacle for many patients. To overcome this barrier to case acceptance, offer a range of payment options… a discount for full payment upfront, acceptance of credit cards, 50–50 payment plan, and outside financing.
Additional Resource: Watch Dr. Levin’s video, “New Rules – Make Credit Card Use Easy” by clicking here.
Do you work one day a week for no production and profit? A study by the Levin Group Data Center shows that practices that are experiencing a new level of scheduling problems and breakdown are most likely not following strict scheduling policies. Practices tend to go through ups and downs in regard to following policies because they begin to make exceptions for certain situations and the exceptions tend to grow. When you start to experience a scheduling breakdown, review your scheduling policies and encourage everyone to follow them to the letter.
Management Monday: Check out Dr. Levin’s whitepaper, “Dentist as CEO – Effective Scheduling & Practice Growth,” by clicking here.
Get the best price on anything the practice buys. There may have been a time when you didn’t have to worry about controlling expenses, but those days are gone for most practices. Get in the habit of shopping for lower-cost options. Periodically check with different vendors to see if you can get the supplies you need for less. Before committing to a major expenditure, get competitive bids from different sources.
Friday Freebie: Watch Dr. Levin’s video, “Total Overhead Control – Why Is My Overhead Too High?” by clicking here.
Advice for scheduling – Review unaccepted treatment plans. Many patients say they need more time to think about proposed treatment. To increase practice production, discuss unaccepted treatment with patients during each hygiene visit. By reviewing their case, you will persuade many to say “yes” to recommended treatment.
Additional Resource: Read a FREE excerpt from Dr. Levin’s book, “Power Cell Scheduling,” by clicking here.
Advice for the Dentist – Come to terms with the need to “sell” dentistry. As a dental professional, you may well feel uncomfortable with the idea of promoting your services. However, as a business owner seeking to grow in a tough economy, you must attract and retain more patients and motivate them to accept beneficial treatment. With the right systems and techniques, you and your staff can accomplish this while maintaining your professional standards.
Whitepaper Wednesday: Check out Dr. Levin’s whitepaper, “The Power of Internal Marketing,” by clicking here.
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 are anxiously awaiting a message. Patients should only see caring, upbeat professionalism from you and all team members. Deal with personal issues outside of the office.
Additional Resource: Watch Dr. Levin’s video, “Don’t Take Yourself So Seriously” by clicking here.
KIP Spotlight: Average Production per New Patient. In order to increase the average production per new patient you can do three things. First, make sure the new patient phone call has high value. Second, the doctor should work to build a positive relationship with every new patient by learning about them personally. Third, focus on excellent case presentation skills and follow-up consults as needed.
Management Monday: Check out Dr. Levin’s whitepaper, “The 3-Step Method For Accelerated Production Growth,” by clicking here.
Plan for emergencies. Every dental practice has emergencies that can ruin the practice schedule for the day. The good news is that you can plan for them. Set up an emergency scheduling policy to determine if it is an emergency that needs to be seen immediately, that day, or within the next few days.
Friday Freebie: Watch Dr. Levin’s video, “New Rules – Simplify The System” by clicking here.
Create better interoffice communication. Any patient who is referred for interdisciplinary care should trigger a conversation between the two offices. All too often, written communication goes unread with critical patient information overlooked, such as predisposition to care, personality type, dental background, etc…. all of which can compromise patient care. Better communication can prevent such possibilities.
Additional Resource: Read a FREE excerpt from Dr. Levin’s book, “What Dentists Can Learn from Top CEOs,” by clicking here.
Advice for the Dentist – Set clear expectations. To perform well, team members need to know what they are supposed to accomplish. Providing staff accurate job descriptions helps them fully understand what they will be held accountable for. If specific tasks need to be completed on a certain day, the dentist should convey that information to staff members during the morning meeting.
Whitepaper Wednesday: Check out Dr. Levin’s whitepaper, “A New Method of Evaluating Dental Staff,” by clicking here.