{"id":1066,"date":"2018-02-23T15:40:29","date_gmt":"2018-02-23T15:40:29","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1066"},"modified":"2018-02-23T15:40:29","modified_gmt":"2018-02-23T15:40:29","slug":"how-to-make-every-patient-worth-more-profit-to-you","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/how-to-make-every-patient-worth-more-profit-to-you\/","title":{"rendered":"How To Make Every Patient Worth More PROFIT To You"},"content":{"rendered":"

I\u2019d like to conclude my discussion and\u00a0in-depth training on Patient Retention this month (though you should never conclude yours because it\u2019s never over; you can\u2019t afford to take your eye off the ball), with four more important principles to embrace as part of the culture and philosophy of your practice.<\/p>\n

If you want to have more profit, make more from your existing patients.<\/p>\n

If you want to get more referrals, get more from your existing patients.<\/p>\n

If you want to accelerate your growth, cultivate more treatment faster from your existing patients.<\/p>\n

It all boils down to these four principles of success and if you studied my powerful\u00a0Practice Gold Mine Training<\/a> all about this then you have already begun to see the importance of this much differently.\u00a0 Using my structure can systemize, yet keep personal, your patient flow and outcomes so you are controlling the backend of your practice and building wealth for the future like we talked about last week.<\/p>\n

Let\u2019s dive in.<\/p>\n

The first pillar is creating individualized experiences.\u00a0 This was covered in great detail in my webcast training.\u00a0 The core concept is not every patient should or needs to go through the same type of experience.<\/p>\n

You want the phone process to organize properly the patients experience so that you can match it to what they need and what is going to be the most personalized experience for them.<\/p>\n

To know how you are doing currently, just do three things\u2026<\/p>\n

One: check your case acceptance on your new patient experience.<\/p>\n

Two: check your average number of hygiene visits per new patient in the subsequent years.<\/p>\n

Three: ask them.<\/p>\n

The second pillar is all about customized treatment planning.\u00a0 On the surface this sounds silly because of course you customize your treatment plans.\u00a0 You don\u2019t shuffle them up and let the patient pick one and just go with it.\u00a0 Every patient has a treatment plan unique to them.<\/p>\n

Here\u2019s the point though…\u00a0 Is it complete?\u00a0 Is it comprehensive?\u00a0 Do they know it\u2019s unique to them?\u00a0 Has it been made personalized, individualized? Is it obvious that is it customized from start to finish?<\/p>\n

The best and easiest way to do this is to be certain you are representing the photographs and\/or included them with the treatment summary and presentation by the patient concierge or treatment coordinator.<\/p>\n

It doesn\u2019t matter what you are doing, it matters what the perception is to the patient.<\/p>\n

The other part to this is the ultimate secret to getting patient commitment to finish their pathway to health or treatment plan at some point (even if not all at once).<\/p>\n

There is a very special and powerful way to do this and I suppose I should show and tell you some day.\u00a0 If you really want to know how to get every case accepted in totality even with a patient who doesn\u2019t want to pay the whole investment\u2026 then ask for it.<\/p>\n

The bottom line is this is the reason why relationship is so important because you will never get \u2018this\u2019 commitment I\u2019m talking about without it.<\/p>\n

The next pillar is a triad of tracking, following-up and following-through.<\/p>\n

This is the one that every practice does half-way or just doesn\u2019t do at all.\u00a0 There are three things here and you can\u2019t do just one of them.<\/p>\n

In short\u2026<\/p>\n

Track what you want to know\u2026 every statistic is not as relevant or important as the next.\u00a0 You want future focused values and numbers that give you true effectiveness of yourself, your team and your systems.<\/p>\n

Follow-up\u2026 on everything, every patient, every dollar, period.<\/p>\n

Follow-through\u2026 on what you promise, what you say, what you do \u2013 this is big.<\/p>\n

It could be referred out treatment that you need to know what happened with the patient (and I teach a collaboration with my specialists and their general dentists to make this so seamless it\u2019s magic).<\/p>\n

But, that\u2019s just one example.\u00a0 There are so many other follow-through places that people drop the ball.\u00a0 Treatment plan follow-through.\u00a0 Phone call follow-through.\u00a0 Clinical question follow-through.\u00a0 Even specific procedures that a patient is interested in moving forward with but not enough time was taken to discuss in the heat of the moment in the midst of the day.\u00a0 Follow-through on these.<\/p>\n

I\u2019d bet every day there are 5-10 balls dropped by doctors and teams that would have resulted in patients saying yes but they just weren\u2019t followed through with.<\/p>\n

The final pillar is so important and that\u2019s to always remember to set up an actual system and expectation that the experience is never over when the patient leaves.<\/p>\n

Now is when you get to really wow them.\u00a0 What happens post-visit, post-check, post-treatment, post-referral, post-everything is really the difference between the good and the great practices.<\/p>\n

These are the ones that get the big cases coming back and that have consistent referral streams coming for their practice.<\/p>\n

Those four pillars ought to give you some serious aspects of your practice and your team to assess.\u00a0 Constructively look at each one so you can make improvements in what really matters.<\/p>\n

So many doctors waste time on things that really don\u2019t matter or will get at very best have a meaningless impact.\u00a0 I always loved when Zig Ziglar said \u201clet\u2019s keep the main thing the main thing so we can always accomplish the main objective.\u201d\u00a0 There is so much distraction taking you away from the actions, decisions, strategies and work that will give you leverage, growth, profit and satisfaction.<\/p>\n

These four are exactly that.\u00a0 The main things.\u00a0 And they should be yours.<\/p>\n","protected":false},"excerpt":{"rendered":"

I\u2019d like to conclude my discussion and\u00a0in-depth training on Patient Retention this month (though you should never conclude yours because it\u2019s never over; you can\u2019t afford to take your eye off the ball), with four more important principles to embrace as part of the culture and philosophy of your practice. If you want to have… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1066","post","type-post","status-publish","format-standard","hentry","category-dental-success"],"yoast_head":"\nHow To Make Every Patient Worth More PROFIT To You<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/how-to-make-every-patient-worth-more-profit-to-you\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How To Make Every Patient Worth More PROFIT To You\" \/>\n<meta property=\"og:description\" content=\"I\u2019d like to conclude my discussion and\u00a0in-depth training on Patient Retention this month (though you should never conclude yours because it\u2019s never over; you can\u2019t afford to take your eye off the ball), with four more important principles to embrace as part of the culture and philosophy of your practice. 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