Why New Patients Are So Important to Your Success
Dentist Case Study #489
The Doctor’s Concerns: “After working with McKenzie Management to improve case acceptance and recall, my practice has grown significantly in the last year. More patients are going forward with the treatment I recommend, which has given the practice a huge boost financially. The problem is, production has started to slow down over the last six months or so. I need to find a way to increase practice production again so I can continue to reach my financial goals.”
After having so much initial success, this doctor was frustrated to see practice production start to slow down. He had no idea why it was happening, so he turned to McKenzie Management again for guidance.
To get a better feel for this practice, let’s take a look at the statistics both before working with McKenzie Management and after:
The first six months after working with McKenzie Management:
Not bad, right? Unfortunately, the practice began to see a decline in production in the second half of the year.
Here are the numbers for the next six months:
Why the Decline?
Patients were finally accepting treatment, but after about six months, there was no additional treatment to diagnose. So while they returned to the practice for their routine hygiene visits and periodontal maintenance appointments, current patients had no need for any other treatment.
The other problem? The dentist wasn’t investing much in marketing, which meant the practice wasn’t attracting new patients. The number of new patients visiting the practice began to decline, further limiting the amount of treatment the doctor could diagnose.
Because the practice developed a strong recall system with the help of McKenzie Management, hygiene production only saw a slight decrease and still provided the doctor with steady, dependable income. Still, it wasn’t enough to maintain the production levels the practice had achieved earlier in the year. Once all existing patients completed their treatment plans, only emergency patients and new patients were left for the doctor to treat. Fewer new patients were coming through the doors each month, so of course production numbers, and revenues, began to fall.
With his new-found dedication to marketing, our doctor is once again seeing about 30 new patients a month. He’s continued to use the techniques he learned from McKenzie Management to improve case acceptance numbers as well as recall, and is enjoying high production rates once again.
Find out how a tailored marketing campaign can benefit your practice – take our free Marketing Assessment HERE.
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