Grow Your Practice by Focusing on Patient Relationships
Dentistry is about building relationships. It’s about connecting with patients and taking the time to develop a rapport. If you’re only focused on crafting beautiful restorations or fabricating perfect porcelain crowns, then you’re missing out on a huge opportunity to grow your patient base and your bottom line.
Now I know this is something many dentists struggle with. They’d much rather focus on the dentistry – but the problem is, your patients want more. They want to feel like you know and care about them and that you have their best interest at heart. They want to feel connected to your practice, and if they don’t, they won’t have any problem making their next appointment at the practice down the street.
So how do you start building patient relationships and setting yourself apart from other dentists? Follow these tips.
Provide Exceptional Customer Service
- Make sure you and your team members greet every patient by name
When you implement any idea on this list, it shows you actually like your patients and want them to feel comfortable when they visit your practice. They’ll love these extra touches, making them not only more likely to come back, but also to refer you to family and friends.
Provide Patient Education
Offer Incentives to Make Treatment More Affordable
This same doctor also implemented an “On Call Program” for patients who live close to the office. These patients are called on short notice and if they are able to come in, they receive a 10% adjustment to their fee. Patients can see the doctor at a reduced cost, while she easily fills any open slots left by last minute cancellations or no-shows.
You can also play what I call “Let’s Make a Deal” with your patients. Let’s say Mrs. Taylor needs two crowns in the same quadrant but simply can’t afford them both. Consider offering the second crown for half the fee as a courtesy to the patient.
Work With Other Businesses
Your patients are the reason you come to work each day. Without them, you’d have no practice. That’s why it’s so important to provide exceptional customer service and create and maintain patient relationships. Take the time to ask patients about their families and their jobs. Educate them about their condition and the importance of maintaining their oral health. Work with them when they’re struggling to pay for needed dentistry. Show them you care, and you’ll build a strong base of patients who not only accept treatment, but who also refer you to family and friends.Forward this article to a friend
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