How To EXPLODE Your Dental Practice Right Out of Dental School

Treatment Planning — Presenting Your Plan to Earn a New Patient

Treatment Planning — Presenting Your Plan to Earn a New Patient

How to Increase Your Income Quickly

How to Find a Good Dental Team Member

How-to-Find-A-Good-Dental-Team-Member3

How To Build a Successful Dental Practice

How-to-Build-a-Successful-Dental-Practice

How to Present a Treatment Plan the Right Way

How to Present a Treatment Plan the Right Way

3 Ways to Make Your Marketing More Impactful for Your Dental Practice

3-Ways-to-Make-Your-Marketing-More-Impactful-for-Your-Dental-Practice

As the world opens back up after the Covid-19 pandemic, the dental industry is entering unprecedented times. We’re planning a successful reopening for our dental practices. We’re crafting our marketing message to be more applicable to a post-coronavirus world. And we’re navigating new PPE requirements and putting other policies in place to protect our patients and team members.

All these additional requirements and sensitivities make it even more important to be efficient and effective with our marketing strategies. We need to maximize the efficiency and effectiveness of all of our marketing efforts. Here are three ways to get better marketing results without having to spend more time and money on your marketing.

Involve-your-patients

1. Involve your patients in your marketing.

Some of the best dental marketing campaigns are the ones that get your patients involved in spreading the word about your practice. At my practice, we like doing coloring contests, clothing drives, and thirty-day floss challenges with our patients.

Patient involved initiatives like these offer great ways to spread the word about your practice while building deeper relationships with current patients. 

To involve your patients in your marketing start by choosing a campaign that involves your patients. We’ll use a coloring contest as an example. You can give away free dental care or even gift cards to local shops for winners. Then, hang flyers around your practice so everyone who comes in can see what you are doing. Have your team members encourage patients to submit an entry to the coloring contest, too. In addition, send out emails to your patients about the contest to get patients who are not scheduled to come in involved.

As you get entries, share pictures of the entries on your Facebook page so all of your Facebook fans can see the camaraderie you have with your patients. And involve your team or Facebook fans in choosing a winner. You could even put all the entries on your Facebook page and hold a public contest where the pictures with the most likes and shares wins. That will make it so your patients share posts with their friends and family members and encourage them to interact with your Facebook content.

When we involve patients in our marketing, we create tremendous goodwill and excitement about our practice. People see our practices differently. And they spread the word to their family and friends.  And all that leads to spreading the word about your practice.

Involve-your-community

2. Get your community to market our practice for you.

It’s a lot easier than you think to get your community excited about what you’re doing in your practice. If you’re doing something like a Project Smile makeover competition or treating kids for free one Saturday, your community will likely be very excited to help you spread the word. And the fastest and easiest way to do that is to do a Facebook Live letting people know what you’re doing.

When done correctly, you can have thousands of people in your community seeing and sharing your message. Just start a Facebook live, introduce yourself, let people know what your practice is known for, and tell them what you’re up to. Then ask them to take part and spread the word. Your energy and authenticity will go a long way to ensuring they share your message with their friends and family 

After you record your Facebook Live, share the link with your patients by email and ask them to get involved, too. As they watch and share your content, your reach will continue to grow.

Provide-a-great-experience

3. Think through what great experiences you’re providing for patients in your practice.

If you’re giving patients amazing experiences your marketing can get even easier. For example, in my practice, one of our primary goals is to ensure patients leave feeling pampered. When they arrive, we give them a tour of our practice. We show them our core values. We let them know what we’re known for. We show them new technology, safety measures, and more. We also give them warm peppermint-scented towels to wash their faces and give them gourmet coffees and teas. 

Of course, we also provide top-quality dental care on top of all the benefits and amenities After all that, our patients frequently tell us how much they look forward to coming to the dentist. Imagine that! 

At the end of each appointment, we ask patients, “How was your experience today?” When they let us know it was amazing, we ask, “Would you be willing to do a quick video to share that experience? There are so many people who are afraid of going to the dentist, it just might change someone’s life.”

You might be surprised by how many people say yes. When they record a video, we can then share it on social media and to our patients by email. 

By giving amazing experiences everyone wins. Our practice becomes more enjoyable for us and our patients. And we get patients regularly recording videos encouraging people to come to our practice. While us telling people why our practice is so special is helpful, patients telling them is even more helpful

Are you struggling to market your practice?

If you’re struggling to market your practice, patient participation, community involvement, and experience enhancement might be what you need to start marketing like a boss.

If you don't want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams!

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

If there’s one thing that’s sure in a post-covid-19 world, it’s that the future of dental practice cash flow will be different. That doesn’t mean it has to be worse, just different.

So how do we position ourselves to ensure the future of our practices will be strong? One way is to be very intentional about how we open back up. We must take social distancing and PPE requirements into account when we open up.

If we plan our opening to minimize the impact of social distancing and PPE requirements on our patients and our practices, everyone benefits. Patients benefits by ensuring they get the best care as safely as possible. Our practice benefits by opening up with stronger cash flow to support our team members and operations. And we benefit by being in more control of the future of our practice.

Here are three ways to get cash flow back in your practice as fast as possible while continuing to provide incredible care for your patients.

1. Use block scheduling to maximize production.

 

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

When we operate at full capacity, it is easier for the patient and the practice to break treatment plans across multiple appointments. With limited capacity, this could cause issues to go untreated for months. It was also easier to mix less urgent care with more urgent care with so many available appointments.

With lower capacity and additional time required between patients, we will have fewer available appointments for patients. Thus, we must look through our patient population and prioritize.

That might mean prioritizing patients who need scaling and planing. These patients have infections or inflammation and have already delayed treatment. They need to be a high priority. It might also mean prioritizing perio patients. In my practice, we are also focusing on patients with more extensive treatment plans, such as crown and bridge patients.

In addition to prioritizing, we want to have conversations with patients about doing more care in one appointment because of our limited capacity. If they need to spread out the care to spread out the costs, we should be prepared to help them spread out the costs through financing even if they do all the care in one appointment.

Having your patients come in and do more per visit is going to allow them to be able to get their treatment done without gaps in time. And it’s also going to allow you to be able to have fewer patients in the practice. That will also increase cash flow because you’re going to be doing higher production and higher profitability types of procedures.

2. Minimize patients per day.

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

I’ve long been a proponent of block scheduling for your dental practice. It helps us maximize productivity by prioritizing high-value procedures. But with new PPE requirements, block scheduling also saves us money.

The more patients we see, the more PPE we need to buy. And with it being hard to get and more expensive than ever, those costs add up. Some practices are passing through the charges. We chose not to in my practice. Instead, we are minimizing the number of patients we serve as well as the number of appointments for each patient so we can minimize our PPE use.

We’re talking with our patients about how they can help us care for more people and minimize the PPE we need to serve people by maximizing their procedures per visit. With financing options available if they need to spread out costs, they understand. We’ve built amazing relationships with our patients over the years.

So we are asking our patients to help us minimize PPE use. We’ve gone from seeing twelve patients per day to six. That alone can cut your PPE expense down quite a bit. And your patients can get the care they need without having to take multiple days off of work.

Many doctors are uncomfortable having conversations about what’s going on in our practices with patients. But if you have always been there for your patients to take care of them, they’ll understand and support you.

But you can’t minimize your need for PPE without block scheduling for productivity and minimizing the both the patients per day you see and visits per patient for each patient to complete their treatment plans.

3. Set specific goals for your practice.

 

Post-Covid-19: How to Get Cash Flow Back as Fast as Possible

 

There’s an old saying in business: “What gets measured gets done.” If you open your doors without specific goals, you will never maximize cash flow and production, even with more efficient scheduling.

Setting goals and actually monitoring and tracking them gets you results as fast as possible. Some of you have been through our past marketing and practice growth challenges, where we help you implement a whiteboard system and set goals for your dental practice and get your team on board. Others are just getting started.

No matter what your history is with setting goals, setting new goals for your practice can help you get all of your team members focused on the same outcomes. Once you set your production goals, bring your team together each morning, and take a look at your progress.

If you’re falling behind on some goals, ask team members what can be done to get back on track. What can the scheduling coordinator do? What can your doctors do? Do you need to jump onto Facebook and do a Facebook Live discussing a procedure you want to promote? Do you need to bump up your marketing?

Setting goals and monitoring production is the best way to get your entire team focused. With a focused team comes production. And with production comes cash flow.

What are you doing to maximize cash flow as you reopen from the Covid-19 pandemic?

Are you block scheduling, minimizing PPE needed, and getting all of your team members working together to achieve common goals? If not, now is the time to get started.

If you don’t want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams!

 

 

 

How Dental Videos Can Grow Your Practice with Channel D

How Dental Videos Can Grow Your Practice

Waiting rooms are far from being the most exciting places in the world. However, there is a way that you can make your practice’s waiting room entertaining, educational and even (dare we say it) fun for patients.

On this exciting episode of the Delivering WOW Podcast, I’m joined by Dr. Michael Sernik, the CEO of Channel D, a company that creates fun, engaging, and customizable videos to play in your dental office reception area. Their bite-sized videos are high-quality and designed to stimulate interest in the treatments your practice provides. You can even customize videos to incorporate things like your team’s photos, names, logo, and a call to action that drives engagement and practice growth.

Channel D is so creative and unique. By showing short, fun, and informative videos to patients as they wait in your reception area, you can keep them entertained while showcasing a consistent message that educates patients on your latest treatment options. This is an incredible service that I highly recommend, especially if you want to make sure your patients come back to your practice for their next dentist appointment.

In this episode, we discuss:

  • How Channel D was founded and what they are known for
  • How dental videos can create interest in your treatments
  • How to drive patients to accept treatment by focusing on the damaging result of the existing condition
  • The importance of using videos that contain emotional triggers and humanize the dentist
  • A brief overview of the process of working with Channel D
  • Tips to get patients to pay attention to your videos
  • How dental videos for your waiting room can help improve your team’s clinical knowledge

You can sign-up for a two-month FREE trial with Channel D by heading over to their website and subscribing (no upfront fees and no commitment – you can cancel your subscription at any time).

How To Find Gaps and Growth Opportunities in Real-Time

When running a dental practice, simpler is usually better. It’s true with systems and processes. It’s true with messaging. And it’s true with growth.

And these days, with so much going on, the simpler the better. We have more than ever on our plates. So, simple strategies to improve our practices are even more valuable.

There are few simpler growth strategies for your practice than to use a budget and profit sheet organized by procedure. If you don’t track revenue by procedure in one place, now’s a great time to start. Without it, you’re missing out on a lot of opportunities to learn what’s working best and what might be falling through the cracks, all in one place.

Once you have that set up, all you need to do is follow a few simple steps to identify gaps and growth opportunities for your practice.

Identify top performances.

 

 

Take a look at the past twelve months and identify your most productive months. Start with your best overall month. What procedures contributed to that? What procedures stuck out as low? You might be surprised at the answer to both of those questions. Many practice leaders are.

Did any procedures spike in on or two months? When you identify outlier performances for procedures, think back to those months and see if you can identify what was going on with those procedures that month.

When I did this in my practice, I noticed my best months had spikes in sealants, perio, and even dentures. That’s important because many practice leaders don’t think of dentures as a top contributor. We think high revenue will come from crown and bridge or clear aligners. But we did more than $10,000 in denture production during our best month.

Set goals and take action based on what you learn.

There’s a saying in business that people “vote with their wallets.” In other words, while it’s helpful to listen to what patients say, it’s even more helpful to watch what they do.

So, if you see production it tells you your patient pool is interested in those procedures. Take that information and use it to grow your practice and serve your patients better. 

First, set big goals for those procedures. Several years ago, I hired a coach who challenged me to set bigger goals. It started with me setting goals. I was so proud of my goals. She was happy with them, too. But then she told me to double them. I was thinking too small, she explained. If you think too small, you act too small.

So I’d encourage you to set goals for those procedures that start at your best performing months. Set out to make your best month over the past year your lowest month over the next year. When you think bigger, it forces you to take bigger actions.

Once your goals are in place, identify the actions you need to take to make them happen. Identify patients who need those procedures. Get them scheduled. Talk with them about those procedures. 

Turn on some marketing relating to those procedures. Do Facebook Lives about the procedures. Email existing patients about the procedures. 

Talk with your team members about your goals, so they can be on the lookout for patients who might need those procedures. 

Update your sheet weekly and review results at least monthly.

Once you set goals and devise a plan to achieve your goal, have a team member take five minutes per week to input real-time results. It takes just a few minutes for a member of the team to take the production by procedure code report and input the numbers for each service once a week. Update your numbers each week so you have the most up-to-date numbers and can adjust as needed.

At the end of each month, review the results from the past month and adjust goals for the following month as needed. As you hit your goals, you might need to set even bigger goals for the following months.

Are you looking for gaps and identifying opportunities?

If you don’t maintain a sheet of revenue by procedure, you’re missing a big opportunity to find gaps and discover hidden growth opportunities. These simple steps can help you turn that simple information to high growth for your practice in any environment.

If you don't want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams!

 

 

 

How to Increase Hygiene Profitability with Jennifer Turner

How to Increase Hygiene Profitability with Jennifer Turner

On this episode of the podcast, I’m thrilled to be joined by Jennifer Turner, our very own Dental Hygiene Profitability Coach at Delivering WOW.

Jennifer helps dental practices drive growth with key metrics, KPI's, scorecards, and business process improvement systems. Essentially, she gives you what you need to run a successful dental practice. Jennifer has had many incredible accomplishments throughout her career, including her former role as the Editor in Chief of Preventive Dentistry Canada, developing numerous webinars and authoring articles within the dental hygiene industry.

Nowadays, Jennifer’s primary focus is helping dentists get ‘the lightbulb moment’ where they learn to believe in themselves, grow their careers and scale their dental practices.

 

How to Increase Hygiene Profitability with Jennifer Turner

 

In this episode, we discuss:

  • Who Jennifer is and what she’s accomplished throughout her career
  • Why Jennifer enjoys making dental professionals see that they are capable of achieving more
  • How Jennifer can help the hygiene department increase revenue
  • The importance of focusing on education to help scale your hygiene department

 

How to Increase Hygiene Profitability with Jennifer Turner

 

If you’d like to learn more from Jennifer and find out how you can grow, scale, and market your dental practice, consider joining the Delivering WOW Platinum Mastermind group, where Jennifer is an active coach and you’ll learn about practice growth, marketing, and so much more!

How to Craft Effective Marketing Content During the COVID-19 Pandemic

With the pandemic, there’s no denying times are different. We're all making big adjustments to be careful about Coronavirus—especially business professionals like dental practice owners. As we begin to reopen, we need to take control of our marketing efforts to make sure we get the right return on our investment over the long-term.

That means truly understanding our audience and then taking three simple steps to ensure your marketing fulfills your intended purpose. That's always the case. But it's even more important when marketing through turbulent times. Earlier, we talked about some of the mechanics of impactful marketing during a pandemic.

Today, we're going to talk about how to craft effective marketing content during the COVID-19 pandemic. As you'll see, it's as easy as three simple steps.

1. Take time to understand what your marketing campaign's ideal audience wants and needs.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Often, the dental services we promote vary. That means our audiences and messaging needs to vary as well. Now is no different. Take a moment to understand exactly who you want to reach with your marketing. Are you looking to reach emergency dental patients? Are you looking to reach current patients? Are you going to be talking to others in your community?

Once you know your audience, craft content that matches what they want to know. For the community, you might want to show your social responsibility as a dental practice and business. If you want to talk to current patients, you might want to craft content about safety and cleanliness. If you want to reach emergency patients, you might want to discuss virtual consultations, safety procedures, and readiness to serve.

 

2. Create content that directly addresses the ideal audience member's needs and desires.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Once you understand what your audience wants, create content that directly addresses it. For example, if you're creating an ad for emergency patients, you will get better results with a video describing safety measures than an image showing you wearing a mask. That's because the picture only implies you have safety measures in place. Your video will directly address all the safety measures you have in place.

This is another rule of thumb that matters regardless of the pandemic. When you’re creating any content for a marketing effort, make sure the content directly addresses what your audience wants and needs from a practice like yours.

3. Include a simple call to action.

 

How to Craft Effective Marketing Content During the COVID-19 Pandemic

Once you create the right content for the right people, add a simple call to action at the end to let your audience members know exactly what to do next. Is the next step to schedule a virtual consult? Tell them and include a link to schedule. Do you want them to call your office to make an appointment? Say so and include your phone number.

Make it as easy as possible for your audience members to take the ideal next step based on your marketing campaign and you will get much better results from your marketing.

Are you crafting impactful marketing content for your dental practice?

If you've struggled to achieve a high return on investment on your marketing, these three steps will help.

If you don't want to go at it alone, we are helping hundreds of practices during this time in our Platinum Mastermind Gold Program, and are offering special value for you and your teams! If you have been wanting to dive into Facebook Marketing though our Facebook Bootcamp Program, now is also a great time to start preparing for when you reopen!

 

Three Keys to a Strong Dental Practice Reopening

Dental practices around the world are navigating unprecedented times. Some practices have been forced to close completely. Others are open only for emergency care.

Now, practices are beginning to reopen. But reopening doesn’t mean going back to the way things were before. We have new knowledge. We have new concerns. And we have new challenges and opportunities.

If we navigate those well, we can come back stronger than ever. Here are three keys to coming back strong.

Invest in the physical safety measures for your team and patients.

 

Three Keys to a Strong Dental Practice Reopening

 

Physical health and safety is the top concern of patients and team members, and reasonably so. As practice owners, we must address the physical health and safety of everyone who comes in contact with our practices as we reopen.

Our options are limitless, too. We can make physical adjustments to our practice to promote physical distancing, such as plexiglass barriers at the front desk. We can change policies and procedures. For example, you could only allow patients in our office and doing all intake and paperwork in the operatories. You could also check the temperatures of all team members and patients. Finally, we can invest in additional safety protocols.

In my practice, I invested in three USA NanoCoat air purification systems, which utilize NASA-developed photocatalytic oxidation technology to actively purify the air and sanitize surfaces throughout indoor environments. They also destroy viruses and bacteria both in the air and on surfaces by more than 99.6%. If you’re interested in investing in the same air purification systems, use the code WOW10 to get a 10% discount. I recently interviewed their executive director, Jason Field about how their systems work in the free Delivering WOW Facebook community if you want to learn more.

Together, these adjustments help us create a safe environment for everyone who comes into contact with my practice.

Maintain consistent communication with your team members and patients.

 

Three Keys to a Strong Dental Practice Reopening

 

While we know what we’re doing to ensure our practice is a safe place, our patients and team members might not know everything we’re doing, and why.

This is important because other doctors, team members, and patients are rightfully concerned about their physical safety these days. Thus, not only is it important for us to invest in safety measures, we should also communicate what we are doing to our team members and patients.

Use every channel you have to communicate with them. Do a Facebook Live walking through the safety measures. Then, boost your video to patients and your community to spread the word.

Put a new page on your website that shares everything you’re doing to keep your practice safe. Send your patients an email or text message directing them to that page.

And make sure your team members know what you’re doing, too, so they feel safe and comfortable coming to work.

Don’t let it be a one-and-done communication, either. Communicate regularly about what you’re doing so everyone knows you take their safety seriously.

Be a leader in your community.

 

Three Keys to a Strong Dental Practice Reopening

 

I’m consistently asking myself how I can be a better leader in my community, not just in my practice. I challenge my Delivering WOW Platinum Mastermind members to do the same, too.

So, how do we be leaders in the community? We start by creating a safe environment and staying in communication with our patients and team members. In addition, we do things such as investing in the best and latest technology and top systems and processes to keep everyone safe. We research PPE. We research air quality. And we research tools and technologies to help create safe spaces.

We then share that information readily in the community. We connect with other business owners in the community and share what we found out and are doing for our businesses. This helps them make better decisions for their businesses, too.

Are you preparing for a strong dental practice reopening?

As you prepare to reopen your practice, invest in safety, communicate with your team and patients, and continue your role as a leader in your community. That will help you come back strong as you reopen your dental practice.

If you want to learn more about the purification systems I got for my practice, visit USA NanoCoat’s website and check them out. Be sure to use the code WOW10 at checkout to save 10%.

And, if you want more help improving your business, join me and thousands of other practice leaders in my free Delivering WOW Facebook community!

 

 

Protect your Practice in Difficult Times with Dental Safety Net

Protect your Practice in Difficult Times with Dental Safety Net

Have you ever worried about what would happen to your dental practice if you were unable to work?

Jordan and Bryan Brenner wanted to create a safety net for dentists so that they would be protected in their time of need. So, they co-founded Dental Safety Net, a company that connects dentists to help support each other during difficult times.

Dental Safety Net is a network of dentists and practitioners who are willing to go above and beyond for their fellow doctors. Their mission is to provide peace of mind for dentists and their families in times of need. If you have to unexpectedly stop working for whatever reason, Dental Safety Net has your back. They make sure that your business is protected as well as you and your family’s financial well-being.

In this episode of Delivering WOW, I talk to Jordan and Bryan Brenner about their company and how they can help dentists when life takes an unexpected turn.

 

Protect your Practice in Difficult Times with Dental Safety Net

 

In this episode, we discuss:

  • How Bryan and Jordan launched Dental Safety Net
  • What Dental Safety Net is and how they can help give dentists peace of mind
  • The power of forming groups of dentists to support each other
  • What it’s like to be a member of Dental Safety Net
  • How Dental Safety Net has helped real dentists in difficult times
  • How to become a member of Dental Safety Net

 

Protect your Practice in Difficult Times with Dental Safety Net

 

To learn more about Dental Safety Net, you can visit their website or give them a call (206) 880-0513.

 

Watch a short video from the episode below:

3 Ways to Create Recurring Revenue for Your Practice

With all that's going on with the pandemic, many practices have been forced to close or stay open only for emergency care. Times are tough. There's no doubt about that. But we will recover. As we do, there's plenty of work we can do behind-the-scenes to prepare our practices for the future.

That means putting the right preparations in place to make your practice stronger than ever once things start coming back. Your practice can grow again. And it will grow again if you build growth into your recovery plan. One of the best ways to build growth into the day-to-day operations of your practice is to offer services that generate repeat visits and recurring revenue. Here are three ways you can promote recurring revenue in your practice.

Offer and regularly promote teeth whitening.

 

3 Ways to Create Recurring Revenue for Your Practice

 

People aren’t always coming to our dental practice to receive treatment. They're not always coming in to improve their dental health. Often, they’re coming to make their smile shine brighter. And while many practices offer teeth whitening, many still do not. Of those that do, many leave a lot of opportunity on the table by not promoting it consistently. If you fall into either one of those categories, now might be the time to start offering or promoting your teeth whitening.

Teeth whitening is easy to do.  It's nice and quick and can create a great source of recurring revenue for your practice. It might be a low-ticket offer, but it can bring in a high volume of patients. And it can add additional revenue opportunities from existing patients who might have no idea how easy it can be to leave your office with a bright white smile.

Teeth whitening services can be very helpful in growing many parts of your practice, too. You could offer a deal for a first-whitening. Or you could offer it as a free add-on service for high-value procedures.

But teeth whitening is also just a great add-on service you and your team can offer all patients who come through the door. They will leave feeling better about themselves while you enjoy being able to grow your practice and earn recurring revenue from future whitening sessions.

Conduct oral cancer screenings.

 

3 Ways to Create Recurring Revenue for Your Practice

 

Preventative care in dentistry takes many forms. Hygienists can find periodontal disease before it progresses. They can offer treatment methods to preserve a patient's gum health and subsequently preserve their heart health. Dentists can extract teeth in order to avoid crowding as well as the pain and dental issues that will result from the crowding. 

All of those things can lead to health problems down the line, which helps patients in many ways. But we can also help patients while growing our practices and adding recurring revenue to our practices by conducting regular oral cancer screenings. 

Offering oral cancer screenings won’t only help save lives, but it’ll help you create recurring revenue for your practice. Patients often readily agree to screenings and both you and your patients sleep easier knowing you're helping them catch issues early.

Create a dental membership program.

 

3 Ways to Create Recurring Revenue for Your Practice

 

Offering membership plans for your dental practice is a great way to better serve your patients while simultaneously generate recurring revenue for your practice.

Dental membership programs give patients an alternative to insurance, which often gets in the way of dental care instead of helping patients get better dental care. Frequently, the complications of dental insurance causes many patients to pay more out-of-pocket than they should. Many times, patients choose to forego treatment they need for financial reasons.

With dental membership programs, you can offer patients more choice and freedom with their care while simultaneously generating regular monthly income for your practice. This will be especially important for patients who lose their insurance and need an alternative way to get the care they need.

What options have you implemented in your practice to unlock recurring revenue?

There are many ways to strengthen a dental practice. You can invest in leading your dental team well. You can invest in Facebook marketing for your dental practice. And you can build dental marketing funnels. The list goes on. But some of my favorite ways to strengthen a dental practice are the ones that simultaneously help patients improve their health while generating recurring revenue from your practice. These three strategies can help you do both of those things in your practice. What are you doing to unlock recurring revenue?

And, if you want more help improving your business, join me and thousands of other practice leaders in my free Delivering WOW Facebook community!

 

3 Ways to Work on Your Business When Times Are Slow

When times are slow, understanding what to do to work on your business can be challenging. But when you find the right opportunities, you can create momentum to help you come back stronger than ever.

Three of the most important parts of our businesses we can strengthen during slow times are our practice vision, branding, and systems. Together, they define where we are going, the relationships we build to get us there, and the methods we will use to achieve our vision. Here’s how to improve each of those areas when times are tough.

1. Refine your vision.

 

3 Ways to Work on Your Business When Times Are Slow

 

If you don’t have a practice vision, it’s tough to make strategic decisions. That’s why it’s so important to have a practice vision. It guides you in making decisions that lead you closer to your vision. Slow times are prime opportunities to revisit and refine your vision.

Refining your vision can be as simple as asking yourself questions about where you want to go in your business or personal life. How many days do you want to work every week? What roles do you see as being most important in your practice? What do you want to be able to delegate to others? Would you rather focus on the business side of things and be a practice owner or would you like to have somebody else manage the business side of things so you can just do dentistry? What type of practice culture do you want? What do you want patients to feel when they walk in the door?

Write down your answers to these questions and start thinking about any changes you need to make to build a practice consistent with your vision.

2. Work on your branding.

 

3 Ways to Work on Your Business When Times Are Slow

 

What do you want patients and people in your community to say about your practice when you are not around? It doesn’t matter how nice your website is or how pretty your logo is, your brand is determined by your reputation among your patients and the community. If they think your practice is high quality and spa-like, that’s the brand you have. If they think your practice is behind the times, that’s the brand you have.

Take a look at how your practice is presenting itself to your patients and the community. What do you think those messages are causing people to say about your practice? Does it match what you want them to be saying? If so, great! Lean into that and think of ways to do even more when things pick up. If not, what do you need to change?

3. Improve your systems.

 

3 Ways to Work on Your Business When Times Are Slow

 

Your operations are a sum of the systems you have in place. Do your systems make your business run like a high-quality engine? Do your patients get a consistently WOW experience at your practice? Are your team members consistently performing? If consistency is a problem in your practice, better systems are your solutions.

For example, you can use this time to train your front desk team members to answer the phone masterfully. Make sure your team is on the same page so things stay organized even when things get crazy by having morning huddles every day. Systems can improve every area of our practices.

What are you doing to work on your business right now?

While the pandemic might make things feel hectic right now, this slow time offers a great opportunity to work on our businesses even if we can’t work in them in the moment. Eventually, this time will pass and we’ll all be back in the swing of things. Taking time to work behind the scenes will make our practices stronger than ever once everything turns around.

If you want more help improving your business, joining me and thousands of other practice leaders in my free Delivering WOW Facebook community!

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

Reopening a dental practice post COVID-19 is a welcome event. But while opening the doors is a welcome event, it's not as simple as opening the doors and getting back to normal.

We have new guidance to follow. We have new demands from our government, team members, and even patients. Expectations of our practices have never been greater. Our patients need to be confident that they are safe in our offices. Our team members need to as well. Thus, we must take very deliberate steps to ensure our practices are a safe, welcoming place for everyone.

We've been monitoring the best and latest information for you to help you successfully reopen your practice. Here are key steps to minimize health risks when reopening your practice post COVID-19.

Prepare Your Dental Practice for New Oversight and Regulations

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

Regulations and oversights used to move slowly. COVID-19 changed that. In a matter of days, we were told to cancel elective dental procedures. That forced many dental practices to close completely. Others were open only for emergency visits.

As we reopen, consider whether you want to perform emergency procedures or even virtual consultations should COVID-19 flare up again. Put a plan in place should regulations return over the summer months or even next fall or winter. Will you perform emergency procedures? Will you conduct virtual consults? If so, how? Who will handle those? Will you promote that your office is open for emergencies and virtual consultations? If so, have your messaging in place so you can get started quickly.

Similarly, connect with communities of practices, like the Delivering WOW Dental Hangout Facebook group. There, you can connect with other practices navigating the post-COVID-19 world. You can share resources and information to maintain flexibility and be in a better position to navigate any future disruptions.

Establish Additional Safety Procedures for Post-COVID-19 Heath Risks

Review the ADA Interim Guidance for Minimizing Risk of COVID-19 Transmission. In there, you will find guidance for minimizing risks before dental care starts, during dental care, and after dental care is provided.

For example, before dental care begins, the ADA recommends you address the following three issues.

1. Dentist and Dental Team Preparation

We must have procedures in place to ensure the safety of the staff. This includes ensuring all dental health care personnel have received their seasonal flu vaccine. Any team members experiencing influenza-like-illnesses should know to not report to work. Those who are of older age, have pre-existing, medically compromised conditions, or other high-risk qualities should take extra precautions.

Practices must also ensure team members self-monitor, check their temperatures, and remain alert to symptoms of COVID-19.

Other preparation suggestions include:

  1. Being diligent in ordering personal protective equipment. These items may be in short supply from time to time.
  2. Removing magazines, reading materials, toys, and other objects that may be touched by others and which are not easily disinfected.
  3. Printing and placing signage in the dental office for instructing patients on standard recommendations for respiratory hygiene/cough etiquette and social distancing.
  4. Scheduling appointments apart enough to minimize contact among patients.
  5. Preventing patients from bringing unnecessary companions to their appointments.

Together these preparations will minimize the spread of COVID-19 for everyone in the office. Communicate these procedures to all staff and patients so they can comply. They will also be comforted that you are taking these precautions.

2. Screening for COVID-19 Status and Triaging for Dental Treatment

While minimizing the spread is important, the ADA also recommends putting in place screening and Triaging procedures.

Specifically, the safest way to reopen is a phased approach, focusing only on emergency or urgent care.

While doing so, the ADA suggests making every effort to interview patients by telephone, text, or video before their visits. Utilize these COVID-19 interview and assessment guidelines from the CDC when interviewing patients. Review the ADA interim guidelines for how to handle patients with various symptoms. The ADA recommends that only asymptomatic patients, patients who have tested negative for COVID-19 infection, or recovered patients (after 3 days since the resolution of signs and symptoms) be seen in dental settings.

3. Take precautions upon patient arrival.

When a patient arrives, permit them to wait in their personal vehicle. Communicate this policy before the appointment.

Ensure team members keep adequate supplies to reduce the spread of germs, such as appropriate hand rum, tissues, and no-touch trash receptacles.

Take precautions during dental care.

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

The ADA recommends taking extra precautions during dental care, as well, including the following.

1. Adhere to both Standard and Transmission-based Precautions and Personal Protective Equipment (PPE).

Standard precautions are the minimum infection prevention practices. This includes:

  1. hand hygiene
  2. use of PPE
  3. respiratory hygiene/etiquette
  4. sharps safety
  5. safe injection practices
  6. sterile instruments and devices, and
  7. clean and disinfected environmental surfaces.

In addition, implement transmission-based precautions, such as:

  1. patient placement (e.g., isolation)
  2. adequate room ventilation
  3. respiratory protection (e.g., N-95 masks) for team members, or
  4. postponement of nonemergency dental procedures.

The ADA also recommends replacing PPE frequently, with surgical masks being replaced between each patient. Wear face shields to protect yourself, especially during procedures likely to generate splashing or spattering of blood or other body fluids.

2. Adjust clinical techniques.

Ensure all team members review the ADA's guidance for clinical techniques that minimize risk of infection. These include guidance about handpieces, equipment, disinfectants, and taking other important precautions during treatment.

3. Address suspected unintentional exposure quickly and schedule appointments to minimize risk.

Follow CDC recommendations in the event of suspected unintentional exposure. This includes having instructions on hand regarding when and where to go for testing. Include information about how to justify the need for testing and how to contact the dental practice to report results. If a test is positive, the office needs to report the exposure to all team members or patients at risk.

Additionally, schedule appointments to minimize risk. For example, the ADA suggests aerosol-generating procedures should as the last appointment of the day.

Put post-dental care procedures in place to increase safety.

Put policies in place to ensure safety post-dental care. This includes both practice procedures in between patients as well as adjusting post-operative instructions for patients.

1. Enhance safety procedures in between patients.

While practices regularly engage in cleaning between patients, take extra care to reduce transmission risk. This includes cleaning or replacing PPE and disinfecting non-dedicated and non-disposable equipment.

2. Update post-operative instructions to patients.

Review the latest guidelines regarding appropriate post-operative treatment. For example, there is controversy regarding whether ibuprofen is appropriate to take in light of data suggesting it might harm patients with COVID-19. Thus, you might consider recommending other medications to manage pain in case a patient has COVID-19 but is asymptomatic.

Teach team members to protect themselves and their families after work.

 

How to Promote Safety When Reopening a Dental Office Post COVID-19

 

The ADA suggests team members should change from scrubs to personal clothing before returning home. Upon arriving home, they should take off shoes, remove and wash clothing, separately from other household residents, and immediately shower.

These activities will help reduce the risk that a team member brings COVID-19 to their families.

How are you preparing to reopen your dental practice post-COVID-19?

While reopening your dental practice post-COVID-19 is exciting, it must be done with safety in mind. Not only will that protect you, your team members, and your patients but it will also help you make everyone feel safer in your office.

How are you preparing your practice to be reopened? Let us know in the comments or in like the Delivering WOW Dental Hangout Facebook group.

 

 

How to Become a Better Leader with Dr. Ankur Gupta

How to Become a Better Leader with Dr. Ankur Gupta

Do you want to learn how to become the best leader for your dental team? If you’re nodding yes, you’re going to learn a lot from this episode of the podcast, where I’m joined by Dr. Ankur Gupta.

Dr. Ankur Gupta completed his General Practice Residency in 2005 and built his dental practice soon after. In the beginning, he thought his success and the success of his practice was inevitable. However, his plan went up in smoke as he watched his practice flounder and finances become unpredictable. In an attempt to turn things around, he tried personal and professional “experiments” in self-improvement.

Nowadays, Dr. Ankur Gupta enjoys excellent new patient numbers, case acceptance, a solution orientated dental team, and so much more. He even shares his knowledge and helps other dental professionals across the country implement practical step-by-step strategies to help them see the same success.

 

How to Become a Better Leader with Dr. Ankur Gupta

 

In this episode, we discuss:

  • What Dr. Ankur Gupta is known for
  • How to become a better leader
  • Why good leadership is important within your dental practice
  • The importance of showing your team appreciation
  • How to do an annual evaluation of your team members
  • Why every practice owner needs to create a “dream team” vision

 

 How to Become a Better Leader with Dr. Ankur Gupta

 

If you’d like to learn more about Dr. Ankur Gupta and his seminars, please visit: https://drankurgupta.com

 

Check out this short video trailer of the episode below:

Two Scheduling Strategies to Increase Revenue for Your Practice

Over the last twenty years, the internet has made things like scheduling appointments with dental practices easier than ever before. Patients don’t have to scan through their phonebook to find a dental practice. They don't have to sit on the phone with their insurance company to make sure the practice accepts their insurance. And they don't want to do any of that anymore.

That’s why I sat down with Tom Brown, Vice President of Sales at LocalMed. Tom and I talked about how LocalMed can make it so no patients ever face a complication with scheduling an appointment with your practice online.

Our conversation inspired me to share two simple tricks I’ve learned that make it simple and convenient for any patient to book an appointment with your dental practice. After all, when it’s easy to book an appointment, it’s easier for your practice to grow.

Send social media leads to a simple scheduling page.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

Now that we’re in the 2020s, social media is something almost everyone uses. So, dentists need to make sure scheduling an appointment is quick and simple for patients who are finding them through social media. 

At Delivering WOW, we’re all about using Facebook marketing, or really any form of internet marketing for dental practices, to grow your practice. Whether you prefer placing your ads on Facebook, Instagram, or any other site, making it easy for leads to schedule an appointment can increase your results significantly.

Many prospects from social media websites won’t take the time and effort needed to call your practice or navigate a complicated scheduling process. Make sure to direct social media leads to a webpage with a simple, prominent scheduling option.

Make scheduling a patient’s next appointment a habitual part of the post-appointment process.

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

If a patient leaves the office without scheduling their next appointment, it is unlikely that they will do so any time soon. Their life will take over and unscheduled treatment will sit for weeks, months, or longer. Or, maybe they won't want to spend the money. Or they might forget to schedule the appointment. It's critical to schedule the appointment before they leave. Even if your team member has told them they need to reschedule for more treatment, a patient might never schedule if they leave your office. 

To combat this, have your team members be more proactive about scheduling after each appointment. They can do this by confidently in two simple steps. First, they should tell the patient how much time is needed for their next appointment. Second, they should ask what time of day or day of the week the patient prefers to come in. Those two steps lead the conversation to choosing the right time for an appointment. That way, you avoid discussing whether the patient will schedule the appointment at all.

Another benefit of scheduling in the office is you remove all complications from scheduling. Your team member does everything for the patient. All the patient needs to do is confirm the time works for them. 

Are you making scheduling convenient for your patients?

 

Two Scheduling Strategies to Increase Revenue for Your Practice

 

To Tom, these tips are just the tip of the iceberg. He offers many helpful tips and tricks to make scheduling easy for your patients. To learn more from Tom about how to increase revenue through strategic scheduling strategies, head on over to LocalMed’s website or join us at this year’s Delivering WOW Live Summit event, where he’s scheduled to speak, which takes place in New Orleans, LA, on March 13-14th!

If you want help with getting patients to schedule appointments with your practice, 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.

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

At Delivering WOW, we believe the benefits of starting a membership program in your practice make it a no-brainer. 

To help you evaluate whether one is right for you, we recently sat down with Jordan Comstock to discuss how. Jordan took the time to explain how membership programs work and how his company, BoomCloud, helps dentists utilize membership programs to get their practice to reach peak profitability.

Here are three of our favorite reasons why every practice should consider starting a membership program.

Help more people get dental care.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

At PPO practices, frustration about insurance is common. For many patients, the complications that come with dental insurance make it just as infuriating to them, too. As a result, patients frequently resort to paying more out-of-pocket than they need to. Those out-of-pocket expenses can really add up to the point that they don’t come in for preventative dental care as much as they should. They only come in for emergency care or when they can’t kick the can down the road any longer on their oral health issues.

Moreover, while health insurance is a common employee benefit, dental insurance isn’t. This leaves a big gap in the market for people who would want dental care but need an affordable and predictable option. 

Finally, many retired patients lose their dental benefits and let their oral health decline. When patients retire, dental insurance can become prohibitively expensive. So, they let their oral health deteriorate. That’s a huge problem. 

Offering a membership program can be the solution for many people and position you as a dental provider of choice.

Create predictable recurring revenue for your practice.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

Oftentimes in dentistry, one month will be super busy and another month will be super slow. There’s a lot of fluctuation throughout the years—kids go back to school, holidays mean people have less money to spend, and more. Jordan refers to this volatility as “feast and famine” months. 

Running a business in which you have to depend on feast and famine months can be very stressful. A lot of factors can make the difference between practice growth and a struggle to make a profit. Membership plans can make revenue more predictable and reliable. 

Jordan works with practices that generate $30,000 to $40,000 a month from just automatic membership plan fees, and that doesn’t include dentistry from non-members. Why start at zero every month when you can start at $30,000 to $40,000? If you’re starting your month at $30,000 to $40,000 as your baseline, you can shoot for higher growth. How nice would it be to aim to start each month with $100,000 in membership plan fee revenue?

Keep your patients loyal.

 

Why Every Practice Should Consider Starting a Membership Program to Unlock Massive Growth

 

When patients have insurance plans, they might only be loyal to you until they need to change plans. If they change jobs, you might lose a patient. If their plan gets expensive and they need a new one you might lose a patient. But if they are on your membership plan, a job change won’t impact their dental coverage.

That’s why patients who sign up for your membership plan will likely become very loyal to you. They’ve paid for a membership and they’re not going to forgo the benefits that come with it. Jordan has found that, when a patient becomes a member, they end up spending two to three and a half times more with that practice than a non-member would.

Does your practice have a membership program?

Whether you have a membership program already in place or decide to start one, make sure you educate your patients about your plan. Tell them how it works and all the benefits to them. Be sure to explain exactly how it works so they know what they’re buying into and how to maximize their benefits. If you do, you can create mutually beneficial relationships with patients that can last years and years! 

For more strategies on making sure your practice grows to its full potential, join the Delivering WOW Platinum Coaching Program, where you and your team can access the best trainings and coaching from leading experts on all aspects of growing a WOW dental practice.

4 Words to Avoid When Presenting Treatment Plans

Accepting treatment is a big decision for any patient, especially when high-value procedures are involved. It can cost a lot, and it can be scary for some patients when you tell them the best plan of action is to do something uncomfortable like get a tooth extracted.

No matter how scary the procedure is to patients, there’s a lot you can do to get patients to accept your treatment plan. For example, acting personable and caring and having the right systems in place can help. But one thing a lot of dentists overlook is word choice. In fact, you can immediately improve case acceptance by avoiding these four simple words.

“Maybe”

 

4 Words to Avoid When Presenting Treatment Plans

 

If something is “a maybe,” it’ll likely be a “no.” Maybe conveys a lack of confidence. It conveys a lack of urgency. So, if a patient asks whether they need to address an issue, answer confidently. And when you suggest something to a patient, be clear. Never say, “Maybe we should fix this issue.” Instead, say “We should fix this issue” or “Yes, fixing this issue will improve your health.”

Put yourself in their shoes. Imagine you’re at a dermatologist, and after examining your skin they tell you they’re worried about a mole and want to remove it. Most people would be less likely to pay for them to cut it off if they said, “Maybe we should remove this mole.” They’d be more likely to ask about alternative treatments or whether the mole can be tested before spending the money on removing a mole that turns out to be not problematic.

Most people would be more willing to accept treatment if the dermatologist says, “We need to remove this mole. It poses a threat to your health.” That decisiveness makes removing the mole an urgent matter that is putting the patient’s well-being in jeopardy.

“Cheap”

When you tell people something is cheap, there are usually two thoughts that will go through their head. The first is that if it’s cheap, then it’s low-cost. The second is that if it’s cheap, then it’s low-quality.

“Cheap” is a harsh word. Always be replaced with “affordable” or in terms of “value.” When someone tells you something is affordable or a good value, it comes across as being low-cost but without the negative connotation of it being low-quality. Thus, when talking with patients, talk about procedures being affordable or a good value instead of cheap.

“Cost”

 

4 Words to Avoid When Presenting Treatment Plans

 

Speaking of low-cost, avoid saying the word “cost” to a patient when discussing treatment. For example, if you tell a patient that getting an implant is going to cost them $5,000, they will immediately think of how much money they have in the bank. If they don’t have $5,000 in the bank (or a credit card with a high available credit that they’re willing to tap into), they are less likely to move forward. When discussing financial terms, focus on monthly payment plans instead of the total price and let them know you have several ways to help them fit their treatment needs into their budgets. Most patients think in those terms.

Instead of discussing “costs,” focus most of your discussions on the “value” of the procedure. That makes patients think about your treatment plan as an investment in achieving an outcome they desire. For example, you might say “The real value is having a fully-functioning smile again. You’ll be able to eat what you want. You won’t have to remove your dentures anymore. And you’ll be able to avoid large expenses that come from your teeth shifting or bone loss.”

Reminding patients of the value of your treatment plan and the outcomes they will receive, helps them better appreciate the benefits of moving forward with your plan.

“Problem”

While it might seem logical for people to try to “solve” problems, the reality is most people try to avoid them. Thus, when you describe something as a “problem” to a patient, many patients will instinctively push back or procrastinate. “Problems” feel big to patients. And big feels expensive to patients. Thus, of the patients who are of the mindset to find a solution—rather than to procrastinate—many will seek second opinions, giving another practice an opportunity to woo your patients.

Instead of the word “problem,” reframe your presentation using the word “issue.” It’s a gentler way of saying there’s a situation with their teeth that can be resolved through the treatment plan you’re presenting to them. Thus, instead of “the problem with your tooth is,” you might say, “there’s an issue with a tooth in the bottom right of your mouth that requires” and then present your treatment plan to the patient. Your patient is much less likely to push back when you present the issue rather than a problem.

Have you been using these four words when presenting your treatment plans to patients?

 

4 Words to Avoid When Presenting Treatment Plans

 

Consistent case acceptance can make or break your practice. Word choice might seem like a nuance that doesn’t amount to much but patients are much more likely to move forward with treatment plans when you avoid these four words.

If you want more strategies to help you increase case acceptance, plus coaching for you and your team, and more, join our Delivering WOW Platinum Coaching Program today.

 

How to Always Get the Best Work From Your Team

 

You can deliver the best dental care in the world, have the latest technology, and serve the most gourmet coffee to your patients, but you can’t run a WOW practice without an amazing team.

One of the best ways to make your team do great work is to make them feel a part of the process. When they feel like they’re a part of a practice family and are contributing to achieving your practice story, they’ll be more motivated and happier to wake up in the morning and come to work. They’ll feel their role is meaningful.

So how do you achieve that? One of the best ways to do that is to create a culture in which both you and your team are open to receiving feedback from one another. This creates a safe environment for growth and support and ensures you and your team are constantly improving. With many leaders, this can be a struggle because many of us feel like we need to have all the answers. But when we hire the best team members, their talents and experiences will complement ours and make their feedback extremely valuable to elevating our practices to a whole different level.

Here are three keys to creating a culture in which giving and receiving feedback leads to consistent growth and high performance.

Always ask for feedback.

 

How to Always Get the Best Work From Your Team

 

Many times, team members are uncomfortable giving feedback to the doctors. It’s a natural concern for people to be concerned giving feedback to their leaders—especially when it’s constructive criticism.

To make your team members more comfortable with giving you feedback, ask for it. Also, ask for it in a very specific area, and request suggestions for improvement. The more focused and specific you are, the easier it will be for someone to respond. For example, you could ask, “Do you have any suggestions for how we can adjust how we schedule to improve production?”

Also, try to get a more rounded perspective when asking for feedback. Ask a number of team members for input when it makes sense to do so. Get everyone involved.

Be grateful for feedback even if you don’t like it.

 

How to Always Get the Best Work From Your Team

 

Receiving feedback helps build vulnerability-based trust and a safe environment where people help each other improve. You don’t have to agree or disagree with what they have to say. Just thank them for having the confidence to try to help you improve. By encouraging it, you also won’t seem hypocritical when you give someone feedback.

For example, it’s hard to not get upset when someone says you were tone-deaf with a patient. But if you want to get the best work from yourself, you have to take a step back and be objective about their feedback.

Everyone has room for improvement. If everyone is able to look at constructive criticism pragmatically, you can start to create a culture of consistent improvement.

Encourage everyone to seek feedback from patients.

 

How to Always Get the Best Work From Your Team

 

Make sure everyone on your team looks for feedback from patients. In your office or online, what do they say? What can you read into how they act when they are in your chair? And what is their body language like when they are in your chair?

Team members aren’t the only ones who can give you feedback, but they can be a very helpful resource for gathering patient feedback. Make sure they pay attention to all forms of feedback from them, and not just from the online reviews.

When you receive feedback from patients, react the same way you would with a team member delivering feedback. Be grateful for it, and look for the practical takeaways you and your team can use to improve.

Are you getting amazing work from your team consistently?

Nobody is perfect, and nobody is going to do everything right all the time. We all have development areas. The best way to improve everyone's performance is to ask for feedback, be grateful when we receive it, and encourage everyone to seek feedback from patients. Then, you will create a culture of constant growth and improvement with a free flow of feedback in all directions. It will set the standard that all team members are expected to do their best work and constantly improve—leaders included.

If you want to learn more about building a practice culture in which everyone thrives, join our Delivering WOW Platinum Coaching program, and start learning from the best experts in the dental industry today!

How to Attract and Retain Patients in a Competitive Market

 

It used to be that you could hang a sign up in front of your dental practice with the word “Dentist” on it and you’d be one of the only dentists in town. Locals would stroll through your doors when they needed to get treatment because you were the closest and most convenient clinician around. 

Unfortunately, it’s not so simple to get patients to come to your practice anymore. Competition is bigger than ever, and patients have access to more information than before. That means we have to adopt a different mindset when attracting new patients as well as to retain existing patients. When we do, we can attract the patients we want to grow our practice and then retain those patients for the long term. Even better, we can get those patients to sing our praises online and tell their family and friends about us, making our marketing efforts even easier.

Here are two ways to attract and retain patients no matter how competitive a market you practice in.

Make all patients feel like VIPs.

 

How to Attract and Retain Patients in a Competitive Market


When a patient comes in for treatment, they aren’t too concerned about your clinical skills. They have already concluded that you know how to treat them. In fact, most assume you do because of your training. Thus, while it’s obviously important that you do an amazing job, quality clinical care isn’t a selling point. Making all patients feel like VIPs
is a selling point. Treating all patients like VIPs creates loyalty with current and new patients and gives you great content to use in your marketing campaigns. 

Does your team make patients feel like VIPs when they come in? How were they greeted by the front desk? How were they treated by the dental assistant when they were handed off? And how did the dentist present a treatment plan to them? 

What’s your office environment like? Patients care a lot about how the environment made them feel. A comfortable waiting room with access to magazines that interest them and coffee they like turns what most people expect to be a boring experience into a relaxing one. Having iPads with music people can enjoy in the OP as they receive their treatment can make a stressful experience more pleasant. The list goes on. 

Too many practices overlook the experiences they provide to patients but just a few small tweaks can often help attract and retain more patients, especially in a competitive environment. 

Create a WOW online presence and get patients to share their experiences online.

 

How to Attract and Retain Patients in a Competitive Market


In this day and age, everything is on the internet, and
online reviews are becoming more and more important. There are sites like Yelp and Google where you’ll be graded on a scale of 1-5 stars and people will talk about their good, bad, or ugly experience at your practice.

If you don’t match your online presence to the in-office experience you provide, you could lose a lot of potential patients. When patients see your marketing, they will often visit your website. Does it demonstrate the look and feel you want to convey in the market? Make sure your online presence matches your dental brand. If you need help, here are seven ways to supercharge your practice website.

Also, you can be sure that many new patients have analyzed your online reviews before they came into your practice for treatment. If another practice has a 5-star rating with great online reviews and you have a 3-star rating with only a few mediocre online reviews, who do you think they’ll go to for their treatment?

It can be a struggle to get patients to leave online reviews sometimes. But if you work hard to deliver an experience that WOWs them, make sure you encourage them to share their experience online. Here’s a simple two-step process to get patients to leave positive online reviews for your practice.

Are you attracting a regular stream of loyal patients?

 

How to Attract and Retain Patients in a Competitive Market


Do you consistently have trouble getting patients to come in and then stay loyal customers? Getting in your patients’ mindset to make them feel like VIPs and get patients talking about their positive experience with you can help you attract and retain patients in even the most competitive markets.

If you want even more help growing and marketing your practice, sign up for the Delivering WOW Platinum Coaching Program where you can find more training and coaching on all aspects of running and growing a high-profit dental practice.

A Simple Two-Step Process for Getting Online Reviews for Your Practice

When you first get started with the marketing strategies I teach, you might be surprised by how simple they are at their core. Whether it’s Facebook marketing for dental practices, dental marketing funnels, or any other strategy I teach, all of them boil down to applying what has worked for decades to the modern world. By doing so, we are able to get better, faster, and more affordable results.

For example, dental marketing funnels involve taking the conversations we used to have with patients in person on webpages and email. Boosting Facebook Live videos to thousands of people moves the videos we used to display on television to social media. And Facebook advertising helps us send targeted ads to people we used to only target through postcards. With all of the things we teach, all we are doing is using modern tools to get better results from the things that have worked for decades.

The same is true for collecting online reviews. Whether it’s a restaurant or a dentist, prospects often search Google before going to a business. So, whether someone gets referred to our practice or finds us because of a Facebook Ad, chances are they will search for reviews before making an appointment. Here’s the simple two-step process we use to get online reviews from our practice.

Step 1: Provide an experience people can’t stop talking about.

 

A Simple Two-Step Process for Getting Online Reviews for Your Practice

 

It is pretty easy to get reviews if you don’t skip this critical first step. When patients have WOW experiences at your practice they won’t be able to help but talk about your practice. They’ll tell you and your team how amazing their experience is. They’ll talk with friends, family, and coworkers, too.

Are you providing experiences your patients will talk about? It doesn’t have to be complicated to do so. For example, patients love when we provide warm peppermint-scented towels after treatment, give office tours, and kids go to the toy box first. It’s so much different than most other dental practices.

In addition to providing experiences unlike other practices, giving patients WOW experiences builds deeper relationships than they get anywhere else. That makes them more likely to want to reciprocate all the goodwill you build up with them. And two of the most common ways patients reciprocate are leaving online reviews and telling their friends, family, and coworkers about you.

Step 2: Ask patients about their experience after every appointment.

 

A Simple Two-Step Process for Getting Online Reviews for Your Practice

 

At the end of each visit, ask your patients, “How was your experience, today?” If you’ve treated them to a WOW experience, the answer will inevitably be something along the lines of “Amazing!”

Once they answer, thank them for the feedback. Then let them know you are trying to help patients who are afraid to go to the dentist because of past experiences and that you will be sending them an online review link and it would mean the world to you if they would share their experience with others. Let them know that patients often say that online reviews gave them the courage to go to the dentist for the first time in a long time. Also let them know that sharing their experience could be the push someone needs to get the care they need to change their life.

Asking about their experience and connecting it to helping others helps transform your request from asking for help to something with a deeper meaning. We can’t just expect people to enter a review when they get an automated text or email. You have to make a connection with them so they want to help you and others.

Are you struggling to collect online reviews?

 

A Simple Two-Step Process for Your Practice

 

Everything I teach is old-school word-of-mouth marketing with a modern twist, utilizing social media and other technological advances to help us get better results in less time and on smaller budgets. Many times—like this—old-fashioned patient care combined with modern technology is the best mix for success. Build deep relationships with your patients and use technology to make the process simple and easy.

If you want even more help growing and marketing your practice, sign up for the Delivering WOW Platinum Coaching Program where you can find more training and coaching on all aspects of running and growing a high-profit dental practice.

How to Improve Case Acceptance for High-Value Procedures

 

When patients are considering treatment, it can be an investment of time and money that they hesitate to make. This is especially the case with high-value procedures that come with large out-of-pocket investments.

If you’ve struggled with case acceptance for high-value procedures, these five strategies can help.

1. Make the Patient Experience Personal Before It Becomes Procedural

 

How to Improve Case Acceptance for High-Value Procedures

 

It’s very important to do a “meet and greet” with a complex care patient when they come into your practice. After they sign in, the front desk team should let you know they’re there.

You—not the treatment coordinator, not the dental assistant—should then walk into the waiting room, introduce yourself to the patient, and welcome them to the practice. Then bring the patient into an area where you can talk privately about moving forward with treatment.

By doing a meet and greet, you’ve created a personal connection with the patient. If you start a relationship with a patient by doing diagnostics, X-Rays, and educating them about the treatment process, you’ll create a very cold relationship with them. You want to be warm and friendly and you want to connect with them personally. Complex care patients are investing a lot of money into their treatment. They need to trust you in order to move forward with you and the best way to get them to trust you is to develop a personal connection with them. 

2. Understand Patients Before You Educate Them

Following the meet and greet, when you’re in the confidential talking area, get to understand the patient using “the four chiefs.” This concept was taught by Dr. Paul Homoly at our 2019 Delivering WOW Summit.

The first chief is the chief condition. That’s the condition that brought the patient into the dental practice. Discovering their chief condition is done by asking them a simple question: What can I do to help you?

The second chief to discover is the chief disability. The disability is how the condition interferes with the patient’s life. Does it embarrass them? Does it make it difficult to chew?

The third chief is the chief behavioral benefit. Patients get their teeth fixed because of the behavioral benefits the treatment brings to their lifestyle. You might be interested in the clinical benefits, but patients are interested in the behavioral benefits. If their disability is that they’re embarrassed about a gap in their teeth, then the behavioral benefit is that treatment will give them more confidence.

The fourth chief is the chief fit issue. Fit issues are the life circumstances patients go through that they have to fit your dentistry into. Money, for example, is a fit issue. They need to fit treatment into their budget. Time is another fit issue. They need to be able to fit treatment into their schedule.

Identifying these four chiefs will not only help you to understand your patient but it will also help them understand you and your motives.

It will become clear to them that you aren’t just trying to sell them something. Don’t educate them about their treatment until you understand them on a more personal level if you want them to move forward.

3. After the Exam, Discuss Conditions Patients Are Concerned About Before You Discuss Conditions They're Unconcerned About

 

How to Improve Case Acceptance for High-Value Procedures

 

Once you’ve performed your exam and charted everything out, do three things. First, bring awareness to the patient about their conditions. Second, tell the patient what the consequences of the condition are if they don’t get treatment. Third, determine whether they’re concerned about those consequences. 

These three things help you discern what matters to them. That allows you to present treatment for the conditions they’re concerned about before you present treatment for conditions they aren’t concerned about. If you do that, they’ll be better listeners and more likely to move forward.

4. Understand Their Budget

When you go shopping for a home, the realtor will ask you for your price range before they ask anything else. Only then will they present potential homes to you.

You have to be the same way when presenting treatment to patients. Understand what’s suitable for your patients’ budget so you know what treatment they can afford and whether you need to educate them about financing options or other ways to fit treatment into their budget.

5. Don't Make Case Acceptance a Condition of a Good Continuing Relationship

 

How to Improve Case Acceptance for High-Value Procedures

 

No matter how important a treatment plan is, some patients just won’t or can’t move forward. That’s okay. Love them like you’d love any patient. Treat them well and continue to give them the best patient experience possible. If not, you risk losing them completely. If you do, they may find themselves in a better position to move forward and accept treatment later on. 

Are you ready to perform more high-value procedures?

If you have trouble getting patients to accept treatment, use these five strategies to improve. And if you want more help, sign up for the Delivering WOW Platinum Coaching Program where you can find more training and coaching on all aspects of running and growing a high-profit dental practice.