In the last post addressing change for the new year and goal setting, we discussed a few simple steps on what you can do to increase your production. The example that was given was to implement new procedures for your practice, making sure to talk to the staff and educate them to answer questions, informing the patients both in person, online and with printed materials available in your office. To take this one step further, let’s take a look at patient follow-up. Another area that ties to production and often is neglected or at the least could be improved.
When patients cancel appointments and say they will call back to reschedule, give them a reasonable amount of time to do so; however, if they do not reschedule within a few days, they should be contacted. Your concern is the patient’s welfare. It is in their best interest to receive treatment.
One way to relay the importance of a patient keeping or scheduling their appointment is to ensure that patient education is taking place in the process. Remember that in the dental practice, marketing is patient education; it’s not high pressure sales. It’s your responsibility to educate patients on the necessity and value of dental care. If the team isn’t sure how to educate patients effectively, train them. Conduct mini-clinics during staff meetings to share key benefits of new/existing treatments the practice offers. Draft question/answer sheets on the most common questions patients ask about specific procedures so everyone is prepared to answer the fundamental inquiries.
In addition to improving treatment education and follow-up, take three more steps to increase production in the New Year:
1. Establish daily production goals and schedule to meet those goals.
2. Implement an interceptive periodontal therapy program.
3. Provide superior customer service that will encourage patients to refer friends and family.
Take confidence in the success we have seen taking these very steps to help dentists across the country to improve their practices. Let me hear your success stories or failures!
Feel free to leave your comments below or contact me directly at sally@thenewdentistnet.
Looking for additional resources for your practice or wish to start a practice? Check out the available resources to you on The New Dentist Website at www.thenewdentist.net/resources.htm