In the new and more challenging dental economy, practices need to set a high priority on increasing production as quickly as possible. Here are some strategies that can help ramp up growth.
1. Schedule every potential new patient within seven days — Develop scheduling protocols and scripting that will motivate every patient to make an appointment. Phone scripts should include:
· Telling potential patients the practice is delighted that they called
· Giving patients at least two scheduling option
· Learning something personal about the patient
· Asking who referred the patient
· Answering any questions
These techniques alone can increase the number of patients who schedule by 15% to 25%.
2. Improve the new patient experience — Make your practice a destination for new patients by creating a unique experience and systemizing the entire new patient experience, from the first phone call to the first visit to all future appointments. Each interaction of the new patient experience should be planned, documented, and scripted for maximum effectiveness. The practices that exceed patient expectations will receive more patient referrals, achieve greater case acceptance, and gain rapid increases in practice production.
3. Ask TheCommitment Question during every case presentation —The Commitment Question is an extremely effective concept that will increase case acceptance. Once treatment has been recommended, simply ask, “Mrs. Jones, would you like to have this done?”
At first glance, The Commitment Question may not seem all that powerful. However, once asked, it compels patients to consider the full benefits of treatment and make a commitment to better oral health. The power of The Commitment Question is that it requires an answer. If you’ve done everything right up to that point, the answer will very likely be yes.
4. Implement a comprehensive follow-up system — Patients often need a second opportunity to say yes to scheduling an appointment or accepting treatment. Following up with your patients shows that the practice cares about their oral health — and often results in increased case acceptance for recommended treatment.
· Call all patients who do not schedule treatment by the end of the case presentation. Set this up by saying, “Mrs. Jones, what time can I conveniently call you tomorrow morning?”
· Call all patients who are overdue for hygiene appointments. This ensures that all hygiene patients remain active in the practice.
At a time when many dental practices are still flat or declining, rapidly increasing practice production is essential. By following the four action steps discussed above, practices will be able to grow stronger financially while providing optimal patient care.
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ALSO BY DR. ROGER LEVIN:
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To learn how to run a more profitable, efficient, and satisfying practice, visit the Levin Group Resource Center at www.levingroup.com, which isa free online resource with tips, videos, and other valuable information. You can also connect with Levin Group on Facebook and Twitter (Levin_Group) to learn strategies and share ideas.
