12.23.16 Issue #772 info@mckenziemgmt.com 1-877-777-6151 Forward This Newsletter
 

How to Grow Production in the New Year
By Sally McKenzie, CEO

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You and your team members understand how important it is to meet daily production goals, yet for some reason it didn’t happen that often in 2016 – and it wasn’t from lack of trying. The entire team worked hard throughout the year, but somehow you still fell short. This not only hurts team morale, it keeps you from achieving true success and profitability.

Unfortunately this scenario plays out in many practices. Dentists and their teams struggle to increase production and revenues, no matter how many hours they spend at the practice each day. 

If lackluster production kept you from meeting your true potential in 2016, now might be the time to make some changes. Follow these tips to get out of your rut and grow production numbers in 2017 and beyond.

Offer New Services
Updating equipment and adding new treatment options to your list of services is a great way to give production a boost. Not only will this attract new patients to your practice, it will give current patients more reasons to schedule treatment. Another benefit? Learning about the latest advances in the industry and offering them in your practice will help renew your passion for dentistry as well as improve efficiencies.

Educate Your Patients
The truth is, educated patients are more likely to accept treatment, which is why it’s so important to educate your patients every chance you get. Make sure they understand the value of dentistry as well as the services you provide. Educate them about their condition and the possible consequences of not going forward with treatment. Talk with them on their level and use intraoral cameras, radiographs and videos to illustrate what’s going on in their mouths and what they can expect during the recommended procedure. Trust me, this will go a long way in getting more patients to accept treatment and increasing your production numbers.

Make Patients Feel Connected to the Practice
Taking the time to educate patients will help build these connections, but it’s also important to develop a rapport. Ask patients about their oral health goals, their jobs and their families. Provide them with exceptional customer service that begins from the moment they call the practice to schedule an appointment until they walk out the door once that appointment is over. Show that you care about them as people and aren’t just worried about selling treatment. When they feel a connection, patients will stay loyal to your practice and trust your recommendations, which of course makes them more likely to say yes to treatment.

Consider Hiring a Treatment Coordinator
This is one of the best ways to increase case acceptance, and thus production, in your practice. Instead of you rushing through presentations chairside, this team member should go over treatment with every patient for as long as necessary, and then follow-up with a phone call to get them on the schedule. For best results, your Treatment Coordinator should be trained in sales and able to address patient concerns as well as perceived barriers to care.

Improve Clinical Efficiencies
If you’re experiencing clinical inefficiencies then it’s likely leading to slow treatment room turnaround, which hurts your production numbers. What’s the fix? Before you start a procedure, make sure everything you need is in the room. Delegate more tasks to your dental assistant, as your state allows. I also suggest you challenge yourself to cut procedure times by 10 minutes, without compromising on the quality of care you provide. Making this small adjustment will do wonders for your production per hour.

Focus on Recall
If your production numbers are down, chances are patient retention is suffering as well. That’s why I suggest you focus on recall. Tapping into the recall system is one of the easiest ways to improve patient retention and increase production.

So how do you revamp your recall system? You can start by hiring a Patient Coordinator who’s tasked with reaching out to and scheduling a certain number of past due patients every day. This vital team member should have access to up-to-date patient information to help ensure these phone calls lead to appointments.

I’ve found many practices still send out generic postcards to recall patients. Sorry, but that simply isn’t enough. Neither is relying on pre-appointing, an outdated system that can lead to broken appointments and no-shows, causing you and your team members stress while also cutting into practice production. If you want to grow production, I suggest you stop ignoring recall and start calling past due patients. Trust me, you’ll be glad you did.

If production wasn’t where you wanted it to be in 2016, now’s the time to look ahead and make the necessary changes for a successful 2017. Follow these tips and you’ll see your production numbers and your bottom line start to grow. Need more guidance? Feel free to contact me and we’ll work together to achieve true success and profitability in the New Year.

For additional information on this topic and more, visit my blog: The Lighter Side

Interested in speaking to me about your practice concerns? Email sallymck@mckenziemgmt.com
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