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Tour De Dentistry
As Lance Armstrong bombed on the Tour de France, he said the following:
“Sometimes you’re the hammer, sometimes the nail. Today I was the nail.”
In practice management – leadership, or the lack thereof, makes the difference between the dentist being…
Word Most Missing In Dentistry : Follow-Up
Every profession has their axe to grind, and dental consultants are absolutely no different. When we gather with our peers, the discussion always gets around to the biggest difficulty we have in performing our jobs – getting our clients to…
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For a Heavy Gal, You Don’t Sweat Much!
OK – before you hit your keyboard to tell me what a sexist remark this is – let me make a point. This was the punchline in an old television show called the ‘Andy Griffith Show’ about inappropriate compliments. A little red headed kid named Ronnie Howard was the child star, and the comment was attributed to ‘Guber’ the Mechanic. Ring any bells? It’s not meant to be serious, but it is an example of how to get your face slapped – and justifiably hard too! What if your front desk team was saying the dental equivalent to your prospective patients?
Yesterday, our team made a follow-up visit to a high end practice we have worked with previously. The practitioner is one of the best, and everything is top drawer in this facility. We did run our Prosales Dental Team Sales Training Program for his team about 3 years ago, and got everyone on board with the correct scripting to ensure optimum patient communication and education. Most of the existing team are still working in this practice, and use our program daily for patient communication.
The receptionist is the exception. She was not part of the training, and yesterday had this exchange with a prospective patient. The prospect was a new patient – a middle aged male lawyer. As part of her personal Dale Carnegie approach using ‘How To Win Friends and Influence People’ techniques, she informed him of the following:
a) You have to pay up front.
b) The cost is higher because you need X-Rays. Yours are 2 years old and we need new ones.
c) If you have insurance you should know we charge 20% more than fee guide.
When the patient said this was all new to him, she harangued him with the fact that he ‘knew this’ because she had told him all this on the telephone!
He did the only sensible thing, and walked out – canceling the appointment. She won the argument in her mind, and lost the war. Her conclusion was that he wasn’t going to book anyway. Why else do you suppose he was on the 5th floor of an office building – perhaps he was a tourist?
We spent several hours with the dentist, who absolutely understands that building a practice is all about relationships, and little about your clinical ability. He has better hands than almost anyone, a gorgeous practice, and happy and loyal patients. His work may cost more, but in my opinion he is worth every penny. I have witnessed him going the extra mile for patients many times, and have sat in his op myself.
How could a gifted dentist have a situation like this on the front desk? He just got busy, like every other dentist, and only by fluke was in a situation to overhear this exchange. Of course we are going to correct it – but how many other patients might she have chased away in the interim? You cannot just ‘tell’ a new team member they have to speak in a specific manner. If there is no understanding around why they are using certain phrases and pieces of information it has no foundation. Learning by rote doesn’t work.
She doesn’t know better, and as she has never been adequately trained she believed she was protecting the practice by behaving like the financial shrew on the front desk. She insulted an affluent prospective patient by using the worst possible choice of verbiage and sent him packing! What a shame.
Do not assume because someone ‘has experience’ that you don’t have to monitor their productivity in your practice. You cannot delegate that task to their prior employer. If this sounds like it could possibly happen in your office, get help from a professional consultant. It will be the least expensive solution for you – hands down.
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