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Dental Credit – Has the World Gone Crazy?
I was speaking to a couple the other day at the marina – showing off their new speedboat. I estimate it cost a minimum of 25 grand – and it was shorter than my car. Plus – it has a…
Continue Reading »Days Are Gone When Dental Patients Just Lined Up At Your Door
The definition of external marketing is anything that lets a prospective new patient know who you are, and where you are. Dentists in busier market areas pine for the days when all they had to do was unlock their door…
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Forget Dentistry – Concentrate on Team Manners Instead
I just returned from a grueling road trip visiting clients across the country. We did one dental charity event that was very well received, but that was fully expected because it was properly planned. All too often – practices don’t think through the motivation behind doing anything ‘marketing’ in the practice. If you are going to do something – ensure it can be measured. Without that it is an aimless exercise in passing time. Every single thing you do must be measured and accountable, hence you gain the appropriate recognition from either the general public or your patient base. Is it possible to do it mostly right and still waste your time and money? It is not only possible, but probable.
We had a dentist ‘copy’ our marketing event. Presumably the intention was to save him some money rather than hire us to host his event. It was a dismal humiliating failure. Of course, his consensus was that the ‘marketing’ didn’t work. What didn’t work was his lack of appropriate planning. We do as much CE annually as most dentists. Our world, our tools, and our systems change monthly. It is amusing that someone with a DDS behind their name automatically knows enough about our world to fly by the seat of his pants in our world. It’s not dissimilar to placing an implant in the completely wrong place in a patient because you didn’t know better. The end result is that you just waste your time and money – not unlike the patient with the implant mistake whose occlusion is all wrong. But – both are strategic errors that are unnecessary.
We seem to be facing a landslide of HR problems this month. Perhaps the ‘back to school’ season changed more practices this year than others, but we are busy trying to replace team members on all fronts. We have one client with none of these problems on the front end, and I tried to analyze it while I worked with them this week. The receptionist is a young woman – not more than 22 years old. She is cute, presentable, but above all – she has the best manners I have seen in a long time. I would love to meet her family, because she has clearly been brought up correctly. Her telephone manners are perfect, and every patient who leaves the clinic truly believes this young woman absolutely cares about them. Their ratio of bringing back emergency patients as patients of record is much higher than the norm, and I give this lady full credit.
Patients – even those who are ill-mannered and perhaps rude – do appreciate good manners. They may not articulate it, but the feeling of being appreciated goes a very long way. They don’t have a clue about your dentistry, so the precision of your margins does nothing to keep them coming back. Back to basics. Take a reading of the manners expressed at all levels of your patient experience. If you are cooking with gas – determine who is responsible. If you are not – determine who is responsible!
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