Boost Patient Appreciation and Grow Your Practice
The more patients appreciate what you do, the better off your practice will be. When patients understand the value of the services you provide, they’ll be more likely to show up for their appointments, accept the treatment you recommend and refer your office to family and friends.
For that to happen, you must take the time to educate patients – not only about the importance of maintaining their oral health, but how your practice can help them reach their goals. This means making sure they are aware of the many services you offer, whether it’s implant dentistry, veneers or Invisalign.
If you don’t let patients know these options are available, they might assume they’re beyond the scope of your practice, prompting them to call another office when they’re finally ready to improve their smile. That, of course, costs you money and keeps your practice from meeting its full potential. The good news is this is avoidable. Help patients understand what you do, and both your case acceptance numbers and practice revenues will get a boost. Here’s how:
Don’t Assume They’ll Ask You
Instead of waiting for them to bring up their interest in clear aligners or whitening, ask patients about their oral health goals and what changes they’d like to see in their smile. Answer their questions, address any concerns they have and educate them about the services you offer that can help them achieve a brighter, healthier smile.
Invest in Marketing
How can you get started? Commit a certain amount of your budget to marketing. Develop a clear plan, seek outside help if necessary, and be sure to get your team members involved.
Use a Variety of Marketing Tools
• Place educational brochures at the front desk that patients can pick up and read as they wait for their appointment.
• Email patients a monthly newsletter that features educational articles and details on practice promotions.
• Use on-hold messaging to educate patients about the various services your practice provides.
• Train team members to use every patient interaction as an opportunity to educate.
• Focus on providing high-quality customer service throughout the patient visit.
• Educate your patients chairside. That includes answering their questions, having them watch educational videos, and showing them what’s going on in their mouths via intraoral cameras and radiographs.
• Mail educational materials. Consider including flyers with patient statements or other communications from the practice.
• Create a website that features information about you, your team members and the various services you offer. Make sure the website is easy to navigate. Include testimonials, before and after photos of successful cases you’ve completed, and contact information.
Show an interest in their families and jobs, and encourage your team members to do the same. Call patients the day after a procedure to see how they’re doing. Remember an important event they mentioned, such as a wedding or a reunion, and ask them how it went. Start building a rapport, and you’ll be rewarded with loyal patients who accept treatment.
The more educated your patients are and the more connected they feel to your practice, the more likely they are to say yes to treatment. Investing in marketing helps you achieve both. When patients understand what you do and how important it is to maintain their oral health, they’ll appreciate you and your team members. They’ll feel comfortable entrusting you with their care, and even recommending your practice to family and friends.
Still seem a little overwhelming? If the thought of increasing your marketing efforts sets you into panic mode, don’t worry. I’m here to help. Give me a call or send me an email and we’ll get started.
You can take my free Marketing Assessment HERE.
For additional information on this topic and more, visit my blog: The Lighter Side
Interested in speaking to me about your practice concerns? Email firstname.lastname@example.org
How Job Descriptions Can Improve Practice Efficiencies
Dentist Case Study #414
The Doctor’s Concerns
After talking with the doctor, the problem became clear: He had never taken the time to develop job descriptions for his team members, leaving them feeling lost. They truly had no idea who was responsible for which tasks, or what the doctor’s expectations were. This lack of direction left the practice unorganized and chaotic, making it difficult for the team to meet daily production goals.
In his frustration, the doctor would hold team meetings to determine why there were errors in the schedule, or why certain tasks weren’t getting done. But because team members didn’t know which systems they were actually responsible for, those meetings got him nowhere. Nothing changed, and he continued to feel like his practice was out of control.
Many dentists struggle to create job descriptions, and that’s where McKenzie Management can help. In this case, the doctor received input from his team members to craft effective job descriptions, while we also provided guidance along the way. What we came up with has served to improve practice efficiencies and ultimately his practice’s bottom line. Here’s a quick overview of the job descriptions we developed:
Hygienists and Assistants
There is no more confusion, and employees now have a much better idea of how their contributions help move the practice forward. Team members are more efficient and much happier, and it shows in the way they interact with each other and with patients. Productivity and revenues have gone up, all because this doctor took the time to give his team members the direction they craved, enabling them to finally feel comfortable in their roles.
Need more help crafting the perfect job descriptions? Contact McKenzie Management and we’ll get you started.
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