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Dentists Hire Too Fast and Fire Too Slow
Dental schools are filled chocker-block full of curriculum, leaving precious little time at the completion for the information required to actually run a successful practice. If you were opening your doors right out of school (uncommon but not unheard of)…
Continue Reading »Dental Teams and the Flat Earth Society
Today I called the advertising dept of a major daily newspaper in a large city. The voice mail said they were ‘on lunch’ and would have to get back to me later. As I was attempting to spend my client’s…
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How Is a Dental Practice Like a Bank?
This is not a ‘trick’ question. The answer is disarmingly simple.
Who is the least experienced person in a bank? The teller — of course! She (or he) is the most junior person in the building – with the job requiring the most physical contact with their target market (you)! This person sometimes bear a badge that says they are in training, but more often than not they putz through the transactions – frequently calling a more senior teller (someone who has been there at least 6 months) for assistance. They get to practice on you – both in learning that particular bank’s system or in simple communication with the waiting and often impatient public.
Will they improve? Yes – and as soon as they have mastered that task they will be whisked off to another part of the office to do ‘more important’ things. The new hire who has yet to meet you will now be the front line communication for the bank – the one spreading cheer and good will through the facility as they learn how to process US funds transactions, money orders, transfers etc. This makes me crazy. I brought it up with a senior banker, and he admitted that they promote their best people and leave the most junior and inexperienced staff with the key task of creating good will with their most important asset – you!
Fast forward to the average dental office. Who is the most junior person in most offices? It may be the new CDA, but frequently is the person answering the telephone and greeting walk in patients. She will be under the watchful eye of someone more experienced for a short while – but everyone is busy and as long as she doesn’t commit glaring errors out of the chute she will be left to her own devices relatively shortly.
Here’s the rub. As long as she is pleasant – and seems to be getting the job done – she will frequently be left to her own devices to determine exactly how she conducts her task.
Last week we were training a new team in a distant city. The practice is located in a typical 3 story medical/dental building – with at least 9 dentists practicing there. I wished to know what was being done with oral cancer screening – as that is a program we strongly endorse. Visiting each office was interesting. I asked simply if they conducted oral cancer screening – and if so – which equipment they had and what fee would be charged if I wished to have a screening? The responses were varied – from “We’re a dental office – we don’t do that here” to “I’ll have to ask the dentist but he is with a patient now”. One office out of 9 had a Velscope (after me digging deep) but she said it was broken – and she had no idea how much they charged because they didn’t use it.
Think about this – I was a potential patient asking to buy an oral cancer screening. Only one practice offered to provide this screening if I bought a new patient exam, 4 bitewings, and 2 units of hygiene for $252. This was of course if I was prepared to wait until they bought a new bulb for their Velscope in a couple of weeks. I declined. Not one receptionist asked me who I was – how I heard of them – what my name was or my contact information – and let me walk out the door. I was just another pesky potential patient ‘bothering’ them. Each person was superficially friendly and at least courteous – but nobody asked me any questions whatsoever. Nobody took the opportunity to try and convert me to becoming a patient of record in their practice. Nine out of nine struck out.
When we question these same receptionists as to the origin of their patients – the answers we get are varied and frequently incorrect. Many say they came from their website, but we check those and most cannot be found with a Seeing Eye dog and a boy scout. Many people who may have actually looked you up on the internet did so because of a referral, or perhaps a phone book listing. Don’t discount the telephone book in the internet age. Many visitors arriving on your site do so because of the initial contact in the phone directory. When you are planning your marketing for the upcoming year – wouldn’t it be valuable to know how they got to you?
There is one simple answer. Ask the patient or the caller and they will tell you. Do not take the one word answer because it is frequently incorrect. Do make an effort to identify the caller, because to do otherwise is sheer folly. Do offer them something that you can email them to assist them in their search – and obtain their email address. Mark all this information down in an organized fashion on the front desk so that when the dentist asks for it the results will be accurate. If they refuse to do so – give them the opportunity to be happier elsewhere. It is that important. If your CDA continually gave you the wrong tool during a procedure you would fire her in short order. The front desk position is more important – because if she doesn’t do her job you and the clinical team get no opportunity to do yours. Give this position the prominence it deserves in your practice – because your livelihood absolutely depends upon it.
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