Every dental practice, no matter how productive, has missed opportunities and money flying out the door. Even practices doing an amazing job meeting or exceeding production goals have room for improvement.
No one will ever reach perfection in any aspect of their practice. If your vision is to become a highly productive practice, then you’ll need a highly productive team to support your practice vision.
Whether you’re struggling to stay in business or firing on all cylinders and looking to increase your bottom line, these three tactics can do amazing things for your practice.
Review charts before each patient comes in.
Whether you keep them online or in a file cabinet, every patient’s chart should be well documented. Most dentists keep documents for patients to deal with logistical concerns when they arise. But these documents can actually lead to increased productivity just by being reviewed daily.
Every day, before a patient comes in, have a team member review their chart. Have them look at health histories, x-rays, any unscheduled pending treatment, and more. Have this information top-of-mind for when the patient comes in. That will make sure any issues or procedures that need to be addressed will get done. With more gets done, revenue and profits go up and your patients will get the care they need.
Take intraoral photos and discuss issues with patients.
You know the old saying: “A picture is worth a thousand words.”
Have your assistant show your patients the dental issues that need to be resolved—such as cracked teeth, or leaking fillings—and explain to the patient what's going on in their mouth.
Something as simple as having a visual to go along with the case presentation can make you thousands of dollars month after month. Taking intraoral photos of all of your patients ensures you can see—and show patients—everything that needs to be done to ensure optimal oral health.
If you need help training your team to discuss issues in ways that resonate with patients, these three strategies can help you improve case acceptance. If your team members get trained to discuss issues well, patients will be much more inclined to say yes to your treatment plan.
Help patients visualize a better life.
Your patients want treatment for a reason. They have a vision of what it can mean for them and their personal lives. Make sure your team members discuss how their oral health issues are impacting each patient’s life.
Perhaps someone is coming in for teeth whitening because they have work or school photos coming up. Someone else might want dental implants because they’re sick of not being able to eat their favorite type of food or smile confidently. The list goes on.
If your team member can determine what is motivating your patient to get treatment, it will be much easier to present your treatment plan in the right context. In that case, present your treatment plan in such a way that it makes clear to your patient that getting treatment will help them achieve something they desire. That type of presentation will make the patient equate the cost of treatment as an investment in the outcome they want, instead of as a payment for a dental procedure. With an investor’s mindset, they will be much more likely to move forward with treatment.
What are your team members doing to make your practice more productive?
There are many strategies your team members can use to help make your practice more productive. At Delivering WOW, we’re determined to help you develop those strategies to get the results you deserve.
If you want more help with getting your team members to help make your practice more productive, join the Delivering WOW Platinum Coaching Program where you can access top training and coaching from experts in all facets of running a high-growth dental practice.