- Sales Scripts and Closing
- Role of influence in case acceptance
- Helping patients take the next step
As I always say, I enjoy all the emails and calls I get from dentists all across the country. It helps me to tailor my content to make sure I am answering the questions directly from the front lines of dentistry.
This topic sparked from an email I received from a dentist that I thought was a really great question so I wanted to share the answer with everyone:
“Hi Ginger, my single biggest challenging aspect is the interview process to new clients on the phone and converting those calls into excited-ready-to-accept-care new patients. How do I fix this?”
So the million-dollar question is: How to get more patients converted over the phone into high quality, patients for life.
While this is a great question, it really is focused at the wrong objectives. The first step in doing this is you have to break the patient process down, and see it as a set of steps, not just one giant leap.
If you have a brand new prospect calling your office and this is their first true interaction with your office, the sole purpose (and only purpose) of the call should be setting their first appointment. The goal should not be committing them to becoming a patient for life right then and there.
Start with your marketing, whether that’s through Newspaper ads, Facebook ads, whatever… The goal of these ads should be to get them on the phone. Once you get them on the phone, the goal then becomes to get them into your office and in the chair.
At each interaction point of these stages you are planting the seed and reminding them you are a great dentist, with a great team, and a great office. You have to ‘wow’ them along each step, solidifying you are the right dentist for them.
If you take a few minutes to watch the video I give you a great analogy to help you apply this thinking. Plus, I give you exact phrasing your team needs to use on the phone to make sure the verbal volleyball always ends in your favor.
In this video, you’ll learn about:
Does it feel sometimes like the only way to grow your practice is by focused on landing bigger restorative cases or attracting more affluent patients? Let me share some insight on how you can be profitable by serving a different clientele.
Bigger cases are like the Moby Dick of dentistry. They are fewer and far between, especially right now. Dentistry is a very competitive field. And landing one big case (or two) each month isn’t going to solve all your problems in your dental practice.
There are patients everywhere who need your services. There are people out there who want to give you money but don’t know you exist because you aren’t on their radar. If you are too focused on chasing the big fish, you might be missing out on potential profitable patients.
Look at business models around you. How many businesses cater exclusively to very affluent people? Not that many as you would think. Now look how many are successful by focusing on the underserved mass market, the middle class/lower income?
Consider the Dollar Store or Wal-Mart. Both of these companies are successful and aren’t going out of business any time soon. They have identified a target audience that has money and they are catering to their needs.
Change your focus and open the door to a different clientele.
Evaluate your community. Think about who isn’t being served well now and could benefit from your services. It’s okay not to have to always do the big restorative cases and focus on bread and butter dentistry.
In this week’s video, you’ll learn:
Are your patients not committing to treatment after you’ve discussed things?
Case acceptance is something I get asked about often. Sure, patients are more hesitant to spend money, or they just aren’t like they used to be. However, there is always room for improvement.
Do you ever get up to do something and when you walk out of the room you completely forget what you were doing? It happens to everyone. It isn’t dementia. There is a psychological trigger in our brain to wipe things clean when our surroundings change. It keeps us from having too much information in our short-term memory. And when emotions and anxiety are high, this trigger is more likely to wipe information even faster.
(Think ‘fight or flight’ response. If a bear is chasing you all of a sudden, do you really need to keep that grocery list in your head anymore?)
The same thing happens with patients. When you move them from the dental chair and into the business area to discuss their treatment plan, the slate is wiped clean. It gets emotional and flight or flight type responses are set in motion.
They forgot what you just said moments before.
The key to bettering your case acceptance is linking the treatment presentation and securing the appointment right at the chair after discussing your findings. Be prepared and do the bulk of the work before they even get up. Have your front desk ready to talk to your patient (in the operatory) as soon as you have explained the treatment plan.
There is no psychological disconnection and it improves your results.
I challenge you this week to look at your case acceptance. Test it out. Try bringing your team to the patient, not vice versa.
In this week’s video you’ll learn:
Dr. Ginger Bratzel discusses how to grow your dental practice by building personal connections.
In the past few weeks, we discussed the ways to grow your practice and how to make things happen in our 6-part series “Six C’s of Growing Your Business”. And today, we are down to the last “C” in our list, and this is “CONNECTION”.
Connection is building a relationship on a deeper level-even virtually. If you connect with people in your community, they feel understood. You become familiar to them. And you will increase your know/like/ trust factor.
We live in a relationship based economy now and building connections is very important in growing your dental practice. Businesses that embrace this philosophy tend to grow quicker.
In this video, we cover the importance of the following in achieving your dental practice success.
Watch the video for the full details on how to grow your dental practice by having personal connections.
Are you a dentist who wants to get all the patients you need, maybe we should talk?
I invite you to contact me right now at Results@GingerBratzel.com to schedule a complimentary ‘get acquainted meeting’ over the phone with me to see what opportunities are available right now in your practice to make patient attraction and practice growth a priority.
If you want more patients, you need to send me that email!
I wish you nothing but success,