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When Was The Last Time You Wore Your Tuxedo?
We sat in on a seminar recently with a very respected senior prosthodontist. This gentleman is retired from active dentistry, but still lectures all over the globe. Aside from being a stellar clinician, he is wise and entertaining.
In this particular…
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)…
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How much does it cost, Doc?
How often have you heard this question? Does it still strike fear in your heart, or do you simply launch into your practiced, rehearsed strategy for dealing with it effectively? I’m not going to get into how to do that – in his venue you have heard me preach systemization time and again. Without it any practice is doomed to repeat the same mistakes and cover the same lost ground crossing their fingers hoping for ‘better’ patients!
This day I’ll cover how often it is asked of me. Many dentists who consult with us have a set idea of what they want to accomplish. It usually boils down to ‘higher case values with less chair time’ or a rendition thereof. ‘I’ve got all of that other stuff covered – just show my front desk girl how to close more cases.’ Get me a quick fix – so we can sell more dentistry now. And, how much will it cost?
The dental equivalent is a patient calling on the telephone, saying they think they need a couple of crowns (in the front), and maybe a veneer on a bad front tooth. Before they come in, they want your best price so they can shop that all over town with any village idiot silly enough to quote prices over the telephone. This will be the sole determining factor as to where they go for their treatment. Do you want this patient? I didn’t think so.
We have now a total of 30 separate strategies we may or may not implement into a single practice. Most dentists adopt perhaps a half dozen only. Done properly, they may have all the business they can ever handle. One fine dentist had 1100 active charts when we met him in 2004 and still engages our company for lead generation. He also contracts us for special events which have garnered him nationwide television coverage. Presently his active chart list tops 5,000 – and his associate earns significantly more than the president of the USA. He had not engaged us for team sales training (but it is booked for the fall), nor have we employed 25 other strategies with them. Of the 5 programs he has signed, 3 have been home runs. One was a draw. One was a complete bust. Different demographics produce different results. The program that didn’t work produces 100 new patients per month for another client 750 miles away (yeah – some of our clients, like me, still think in miles).
The last thing this doctor asks me is ‘how much’? Do you think for one moment we would recommend any program that wouldn’t work in our best estimation? We have earned his trust with results. He is a good businessman to boot. Non producing employees are shown the door without reservation. His CE hours likely exceed 150 in a poor year. His production has easily tripled with the same single associate in 6 years.
A prospective client (with 6 years behind his DDS) tells me he wants to interview our successful clients to see if our programs are worth his while. Not only do our very successful doctors not have time to ‘hold hands’ – the new prospect doesn’t even know the questions to ask! The senior client told me straight – ‘Don’t give my name to anyone who wants someone else to make up their mind for them’. The young prospective client believes he is in control of his 5 year plan because he is working on his mission statement. He still wants the magic pill, and is quizzing me on the ‘cost’ of every program. He is just like the patient with the crowns on the phone. They know not what they speak. Plus, he hasn’t any idea of the real problems in his practice. We picked it up within 20 minutes during our first (and perhaps only) visit. Mind you – we have looked ‘under the hood’ of perhaps 1,000 dental practices. Maybe that’s why I cannot quote what it will cost to ‘fix’ everything in your practice (sight unseen) in a 2 line email.
I don’t mind it when someone asks what something costs, nor should you. I just scratch my head when someone proves in spades they have no clue about ROI – just face value dollar amounts. Ever have patients like that?
Drop us a line – bryce@prosales.tv – if you have any questions on this or any other post on this site!
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