When it comes to dental marketing, getting your patients email address is one of the most valuable pieces of personal information you can imagine. It gives you access and permission to carry on a dialogue with your patient between visits and an opportunity to build and nurture […]
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In the absence of value, people shop price. I’ve heard it said that, “You can’t put a price on…” (You fill in the blank: love, friendship, health?), but people do it all the time. What is the “value” of excellent health and quality care? If you’re […]
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During a recent seminar, I did a segment about cost-of-care and had each doctor fill out a brief survey listing what they charge for a variety of procedures. Prices for the same services ranged wildly–from the 50th to the 100th percentile with an occasional outlier charging more […]
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Each year in January, many dental practices make adjustments to their FFS (Fee for Service) fee schedule to help cover rising expenses in their business and to, hopefully, generate higher profit margins. There are many approaches to determining these new fees: There is the “across the board” approach […]
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I recently presented a seminar in Wisconsin called 100% Case Acceptance: It’s a Team Sport. What was evident at that seminar is that most people attended looking for tactics and closing techniques. What I offer is neither: I offer a process and a protocol. In my previous […]
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There are 8,760 hours in a year. The average dental patient comes in twice a year for her continuing care visit. Between the time she gets there, fills out the paperwork, gets her cleaning and x-rays, pays the bill and leaves, she will have been in your […]
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Last week, I outlined a few exercises that I use with my clients in goal setting sessions (catch Part One of this series HERE). Hopefully they inspired you to do a little pre-New Year’s Eve planning work of your own. If you’ve evaluated last year’s goals and […]
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Once a year, we set a few personal goals (we call them resolutions) that normally involve making lifestyle changes like losing some weight or quitting smoking. Statistically, most of us have forgotten about our New Year’s Resolutions by mid February. There’s a reason for this. Our annual […]
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Starbucks doesn’t do a lot of advertising. They don’t have to. Their goal is to get you in the door for that first visit. Once you’re in, they impress you with the environment, their product and the feeling of being part of a club. All of this […]
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In my previous post, It’s Your Practice and It’s Your Business, I asked you to step outside of your role as the Doctor and into your role as CEO. I urged you to employ the concept of Ruthless Honesty when assessing the daily operations of your practice. […]
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