How Much Information Does Your Prospect Need Before Saying YES

How Much Information Does Your Prospect Need Before Saying YES

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by Dr. Ginger Bratzel  [How Much Information Does Your Prospect Need Before Saying YES]  I'm answering questions that came from our loyal watchers and I'm covering... "How much information should you give prospects to get them to the point where they want to say “YES” to working with you as a client, customer, or patient?"   That’s tricky. Because too little and you don’t even get them to the point where they would consider it because they don’t understand how it will change their lives and business. And too much and they don’t become overwhelmed.  And when people are overwhelmed, they choose nothing. As with the case of Goldilocks, it has to be ‘just right.’  What does that mean?  Well, that point is different for each person and each…
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Role of Influence in Case Acceptance

Blog Articles-Weekly Training, Side-Bar Video, Video Resources
 Dr. Ginger Bratzel talks about getting patients that are already interested to take the next step with you.     Impacting people and persuading people is different than manipulation, understanding the difference in marketing is important. You only want to market to people that are interested in what benefits your services can bring to their lives. Most people already have the motivation; your job is to help the people that are already interested to take action, the next step.  People are more concerned about the “how” you are going to help them, so we just need to help them get over the hurdle and focusing on the results. Buying behaviors are based more on emotions than logic, and knowing this, we can help patients over their fixations by taking care…
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Increasing Your Phone Conversion

Increasing Your Phone Conversion

Blog Articles-Weekly Training, Side-Bar Video, Video Resources
There are steps to creating a patient for life, it isn't one giant leap for them. 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…
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Grow Your Practice By Serving The Underserved

Grow Your Practice By Serving The Underserved

Blog Articles-Weekly Training, Side-Bar Video, Video Resources
There are masses of markets that no one is catering to right now.  You are missing your big opportunity to thrive by not focusing on them.    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…
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