As promised…here you go. These are the big ones.
They all matter, none are any more important than the others it just depends on your style, approach and desire to growth. If you are reading this there should be certain ones that stick out to you and you say, “Yes, I get it, doing that one pretty well now…” and then there are others that you say, “Say what – of course…I know we should be doing that but we aren’t and we need to…fast!”
Let me remind you the whole idea about the Practice Growth Accelerators are about being PROACTIVE, deliberate, about never settling and orchestrating your success.
Get ready because these are going to explode your High Production in your schedule.
Practice Growth Accelerator Number 4: Turn one Patient into multiple patients through the Art of the Family Referral
Okay so this one isn’t rocket science, yet I have never seen anyone do it, literally, zero. I’m talking about actually add-on to the end of the patient relationship a specific, intentional, method of generating one or many Referrals.
There are so many ways and reasons for a Patient to refer, it’s just that we don’t give them any. The obvious is their spouse, parents, children, siblings. Then you have their friends, workout partners, and co-workers. Finally you move to businesses, doctors, professionals, and other places they frequent.
If you just step back and look at your patient base there will be golden goose relationships that would be nurtured into a beautiful referral stream for you.
People are always happy to help others it’s just that no one takes the initiative to make it possible.
Practice Growth Accelerator Number 5: Growing Capacity with other Providers
Yes, I know, obviously. But. Do you know the single biggest complain I get from Dentists who choose to use this Practice Growth Accelerator…well, there are three, A) they can’t find an associate, B) they can’t get their associate to produce, C) they can’t fill the associate’s schedule or ramp up enough to bring them on.
These are not really problems, they are challenges, puzzles, that all have solutions.
Another Profit Report for another time. Please, step out side the box, look at things differently, your Associate shouldn’t have to take production away from you AND they shouldn’t have to build their own schedule, that’s insane, you should be using them (yes I said that word) to make your time more valuable.
It’s really not that difficult, create parallel growth, shift production value, weight your schedule, and ramp up new patients.
The others, A and B, we can talk about over the phone. Easy fixes.
Practice Growth Accelerator Number 6: Building Demand and Educating Patients with Seminars
Yes. Yes. Yes. This is huge and nothing new to you, the question is are you doing it?
Wait a second…let’s get one thing straight just because I said the word Seminars doesn’t mean you have to be the one conducting them, it doesn’t even mean you have to be there, and it certainly doesn’t mean you have to stand up front and speak to people. Some Dentists LOVE THIS and if you do, do it. But, if you don’t have someone else.
The point is very simple – when you go from selling one to one, individual new patients, and move to selling ONE to MANY, you win BIG.
Because you create leverage, you pre-screen, you automatically and dramatically enhance and increase your patient value because you have educated them before they get to your chair.
This is also the fastest referral, friends and family stimulator there is.
Finally…you can do seminars for healthcare partnerships, other businesses, human resource departments, retirement communities, fitness centers, to your own patient base, to the cold public.
The list goes on and on and on.
If you want a place to start just do a topic based seminar of whatever you are trying to focus on or is your higher value service, implants are great, invisalign (is the only real way to make any money with it, that or before/after as aesthetic finish to smile makeovers), or sleep, sometimes pain, all of these “big topics”, dentures work well, things patients are interested in. Just remember: focus on the symptoms and the patient curiosity not the clinical stuff – if it excites you – chances are it will mean nothing to the patient.
Use your best patients, A patients, and replicate them in groups, using seminars. It’s a game changer because you can “create” an instant catalyst to fill your entire months production in one night.
Imagine selling 10-12 patients into the “idea” and commitment of Implants in one single day and booking 2 or 3 per day for the next 2 weeks – BAM! It’s crazy. Are you?!
Practice Growth Accelerator Number 7: Creating a Dentistry Sales Department
SURPRISE – yes – I said the words – creating your own Dentistry Sales Department. Why the hell not, every other business entity on earth talks about “sales”. If you despise being commoditized like ‘traditional medicine’ then don’t act like one of those places. Be different, create experiences, educate and take responsibility for your Patients health and success.
You don’t have to call it “sales”. I’m sort of just teasing you because I know some dentists don’t like the idea of “selling”, though the chances are they are also the ones reading this making the least amount of money and working a lot harder for it.
Please don’t be intimidated by the word “sales” it only means influence, in the right hands it’s powerful and helpful – it’s the right thing to do – in the wrong hands, I understand why you don’t like the word or idea, but you have good hands not bad ones.
Try this…New Patient Advisors, Treatment Coordinator, etc.
Some people call it “financial coordinator” my goodness, please just punch me in the face right now, what am I doing buying a car, a house, going to the social security office. I’m in a Dental Practice for goodness sake, there is nothing worse than going to see the financial coordinator like going to the principle.
You don’t call it “sales” to the patient, you are there to educate, influence, and encourage, to show them the path to optimal health and a beautiful functional healthy confident smile.
Now, trust me on something, you have never in your life or career understood the “sales department” of dentistry the way I do, I am the Master, the best in the world at it, yes, who do you want to be taking advice and direction from. Someone who says ah, maybe it’ll work, why don’t you try this, or a person who knows exactly how to make this work for you. Dramatically growing your Practice in this way.
Michael Jordan didn’t say… “go ahead, you try to win the game, I’ll just watch…” NO He wanted the ball. Because he knew he was going to win the game.
Well…next week in honor of St. Patrick’s day week…I’m going to explain for the first time in the open air of the Dentistry Public exactly how to create a sales organization for your dental practice that’s going to blow your mind.
…stay tuned…and happy Friday the 13th doing something bold and crazy today would you please, live a little!
There you have it my friends. If that doesn’t give you an exciting list to go tackle I don’t know what will. Of course each of these carries with them many strategies and varying approaches based on the style of practice, your dental philosophy, and future vision of your Practice. These are powerful things, each with the potential of driving significant increases to your Profitable Production Growth, any one of them with a 30% bump is possible just with a little follow through, combine two or three of these together and BLAST OFF.
If you like what I’m saying here and we’re on the same page with your expectations for yourself, your staff, and your patients, if you are looking to accelerate your growth you can pick and choose your direction, preferences, and mode of development, to make clear confident and beneficial decisions it’s best to have all the information and ideas on the table.
That is why I’m willing to send you my complete Prosperity in Practice, Lifestyle Profit Blueprint so you can think through this yourself and progress forward. You can get your complimentary package right here >>>
If you want help. Just ask. We’re in this together.