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Theft = Termination – Even in Dentistry
On a recent post I mentioned ‘hour padding’ – and received a number of emails from dentists around this issue. This has to be one of the most common examples of employer abuse in dentistry. Few practices use time-clocks because…
Continue Reading »If They Don’t Accept Treatment – Who Do We Blame?
I dropped in to a colleague’s office recently because the doctor had requested some assistance on a challenging case. His reception area had 2 people waiting, and the receptionist was intent on her screen with pursed lips and a scowl…
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Dental Advertising Brings Me The Wrong Kind of Patients!
Nonsense. That is the only word to describe this statement.
We have been told this a number of times, and in each case the practice failed to appreciate one simple fact. Patients accept continued and higher value treatment based solely upon how you make them feel. Of course demographics enter into it, but all too frequently it is easier to generalize about patients not valuing their oral health than it is to identify and correct your problem.
Example: we recently did some lead generation marketing for a practice in a Canadian city that just happens to have a population that is 70% ethnic. These are financially comfortable individuals who were not born here. Language is sometimes a challenge, but there are fine multilingual team members out there. Our efforts yielded approx. 100 new patients over a two month period which is terrific in a very competitive market. The number of patients returning for additional treatment was apparently well below the dentist’s expectation. He told us flat out that he didn’t want to encourage ethnic patients (even though he has multilingual ethnic team members), and wanted more big cases who would order a mouth full of veneers.
This is so patently unrealistic. The breakdown as to why someone visits a dentist is pretty static. A full 45% of those calling a practice have a perceived problem they need fixed. It might be a cavity, broken tooth, toothache, or missing tooth. The next 44% are calling because they want a check up and a hygiene appointment. The two are synonymous – to the layperson a checkup includes hygiene. Of course it is more likely to be a multi-year interval instead of a 6 month interval. We are humans, after all. The next 9% of folks calling your practice may have ortho issues, TMJ issues, implant concerns, etc. The last 2% are actually seeking something in the ‘cosmetic dentistry’ arena. How lucky do you think our example practice has to be to draw in patients who meet his ‘ethnic’ subset, have a big budget, and want to drop tens of thousands of dollars on a makeover? He better buy lottery tickets.
This point was driven home in another example. The demographic around the office can only be called ‘melting pot’. There were pockets of residents from literally all over the world. English is certainly a minority language. Call this the ‘old dentist and the young dentist’ story. The senior practice owner had been there for decades, and was and is a dental machine. Of course his chairs are full. The associate was green as grass – and some patients were not pleased leaving the dentist they trusted and loved to be worked on by the associate. They felt displaced. This is everyday stuff. We ran a campaign involving a new patient special. It worked relatively well, and patients booked at a healthy rate. One patient returned with a problem a month later while the associate was off, and ended up in the principal dentist’s chair. When he opened up the chart he was shocked to see nothing but name and address. Apparently, his associate had been ‘window qualifying’ the patients, and not doing any sort of a treatment plan on the majority of them. After all – they weren’t coming back anyway – right?
Well – the senior practitioner insisted on taking the next 10 ‘new patient special’ appointments himself. He treated them exactly as he did every other patient. He carefully examined their mouths, and had his assistant chart everything he found. Miraculously, the majority of these patients returned and are now patients of record. Equally miraculously, the majority of the prior group of patients were ‘in the front door and out the back door’ – exactly as the associate knew they would be. Same patients – so what is wrong with this picture?
Dental patients are consumers. We vote with our feet depending on how you make us feel. If we believe you care – we recognize this fact. You must earn our future business. We have many dental options at our disposal, and your practice better not operate like it is a monopoly. You must not estimate the new worth of your patients based on their clothing, or worse yet their country of origin. Your team has a sales task to perform from the moment a prospective patient telephones your office.
You have a duty as a business owner to ensure everyone has the appropriate non-clinical sales training. It is highly unlikely you will be able to accomplish this on your own. The majority of issues we face with any client practice are staff/team issues much more so than patient issues. Any amount of dental advertising and marketing will fall on deaf ears within your practice if you are not set up for success.
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