When was the last time you heard one of your patients complain? We all know that too many complaints are a sign that things aren’t going well. However a practice that never hears any complaints, or never hears much feedback at all, may not be in good shape either… Periodic surveys are an important component… Continue Reading
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Stop Losing Dental Patient Referrals
Many dentists realize the value of referrals, yet few communicate with their patients on a regular basis… This results not only in lost referrals, but also in lost case acceptance and sometimes lost patients. Your patients are regularly receiving generic postcard offers from neighboring dental practices, each promoting a new special service, new technology or… Continue Reading
Dental Marketing Flailing? Take A Look At Your Wheel…
No, it’s not your car wheels, but your marketing wheel that will reveal why problems exist. Imagine a wheel with spokes, much like a bicycle wheel, each spoke representing one aspect of your marketing. For example, one spoke may represent a referral program, another spoke is for patient newsletters, yet another spoke represents a neighborhood… Continue Reading
Who Should Sell Treatment – Dentist or Team Member?
The correct answer is everyone should sell treatment in your office. By this I don’t mean you should have your entire team running about pitching and closing… Instead I mean your receptionist should be friendly and approachable, your assistant knowledgeable and inquisitive, your hygienist informative and compassionate, and the dentist a good listener with excellent… Continue Reading
The Best Way To Get Patients To Buy
Dr. Tony Alessandra, author of the book Collaborative Selling, says, “The commando approach to selling is obsolete. It does not foster referrals, references, repeat business, word-of-mouth advertising, customer satisfaction, or good will.” Once effective ways of selling, pitching and closing, are ineffective with today’s buyers… Instead, patients want to buy from people they feel they… Continue Reading
Dental Marketing Gone To The Dogs
Some of the most successful dentists I know share a bit of personality with their patients. They may love dogs, fishing, golf, church, music, travel, volunteering, etc. Whatever their passion, they confidently show a part of their authentic self which in turn comes across to patients as genuine, real and trustworthy. What better way to… Continue Reading
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