- Getting the right people on the bus
- Practices have to change to grow
- Training team members
Most dentists speak to patients- one at a time. But speaking to many people at the same time who are interested about a particular dental benefit can leverage your efforts and get you results faster. One way of doing that is through the power of open houses if you know how to make this work.
I’m sharing the main areas we teach our top level dental practices to do before the year is over to set them up for a successful year the following year in this short video. Get a pen ready so you can take some notes.
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:
I don’t think I can count how many times I have received this question in some form or another from fellow dentists so I definitely thought this is something I should share with you:
“Ginger can you just talk to one of my employees and get them to do what they need to do?”
I have many thoughts about that, especially after many years in private practice myself. Although, while it isn’t my job to talk to your employees, it is definitely something that needs to be addressed. So I have 3 strategies to get your team members on board to perform better.
The first (and very important) step is looking to see if they are truly the right person for that job. Not everyone is a right fit for everything and sometimes no amount of training or “talking to” can change that. You can never make employee do what they don’t want to do. And this is nothing personal, it’s just a fact of life.
When my private clients are looking to expand their team I have a several stages we send the new prospective employees through. We look at subjective and objective things to run an analysis on them. It helps the employer make a better informed decision before investing in someone new.
In the video I explain the next 2 steps on how you can make sure you have done everything you can to ensure a quality employee’s success. Because it all comes down to your patients. And you can’t provide them with the best quality care if you don’t have the highest caliber team you can possibly have. Which sometimes means just letting someone go.
So take a few minutes to watch the video and see if you need to invest in your team to take them from good to great, or just let them go. But I assure you, if you apply these 3 steps with the right quality employee you will succeed every time.
In this video, you’ll learn about: