Sunday, October 11, 2009 at 12:00:00 pm | 1159 words
Practice management system will boost your new patient counts in the first 30 days.
Odds are your practice is suffering because of a “blind spot” that I guarantee you’re not aware of. A blind spot that is costing you $5,000-$54,000 a month (maybe even more). A blind spot that, if removed, could boost your new patients by 20-50%, maybe even as much as 100%. Ninety percent of my current clients were skeptical about whether or not I could help them achieve these results; until I proved to them it was happening in their very own practice, right under their noses. Their amazement grew when I proved how focusing on this one specific facet of their operation could have such a dramatic impact and produce such incredible results.
Needless to say, the one and only regret these clients have is that they didn’t meet us sooner. Even the most successful dentists in the country and hard-core medical office managers, with our help, have added new patients at a rate beyond what they ever imagined. It might seem simple; all it takes is getting past the blind spot. But it’s difficult when you don’t know what it is, and impossible when you don’t know how to fix it.
One Idea That Will Improve Your Practice Immediately!
It all started about a decade ago. I was VP of Marketing for one of the largest private practices in the country. My sole responsibility was generating new patients and I employed every imaginable tactic for doing so—screenings, health fairs, referral programs, contests, magazine, newspaper and yellow page ads—just to name a few. It was never a question of whether or not my efforts were successful. They generated hundreds of calls every month, but the hard-earned calls just weren’t translating into new patients.
As you can imagine, this was a “beast” that had to be tackled. So I rolled up my sleeves and started sinking my teeth in to figure out how to close the huge gap that was negating every marketing dollar spent and costing the practice thousands of dollars a day. I was able to use our practice as a learning lab. I worked day in and day out to discover the blind spot and figure out how to get rid of it. I knew I had cracked the code when the calls started translating into booked appointments. Armed with a staff trained with my proprietary techniques, the practice set a record, scheduling 601 new patients in ONE week! A few years later I decided to go out on my own and share this secret with medical practitioners worldwide. That’s when I created the Scheduling Institute Practice Management System.
Is Your Staff Helping You Create the Practice Of Your Dreams?
The secret lies in your telephone and your team, specifically your front desk team. Both are investments you have already made, but they are not being leveraged to their peak performance potential.
No doubt your staff is courteous and helpful to everyone who calls your office—and while that’s a good thing, it’s simply NOT good enough. They need to have exceptional closing skills. In fact, their courtesy is probably resulting in lost new patients. And lost new patients mean lost money. I’ll explain. For example, let’s say your average new patient is worth $1,500. Then one lost would cost you $1,500, five lost would cost you $7,500, and fifteen lost would cost you $22,500. And that’s just one month’s worth. Imagine the impact of that over an entire year or how the impact would increase drastically if your patient value was higher! Our front office training program will address new patient call handling and focuses on developing good closing skills.
Being courteous and helpful are not praiseworthy qualities if your staff doesn’t produce a profitable result and, even worse, if it is costing you money. Actually, effective “closing” skills are the attributes your staff should strive to master. But you can’t just expect them to possess this and know how to effectively use it. No one is born with these skills. It came naturally to me, but remember… I had to spend four years crawling through the trenches and climbing the mountains to build an entire team of profit-producing people. Are you ready to take on that challenge alone?
Learn How to Turn Your Largest Expense into Your Greatest Investment.
It takes a lot of skill—and an open mind—to scrutinize your practice like I did. It takes even more talent, knowledge and a gift for teaching to work with your staff on the fine points of the changes needed to take your practice to the next level, and way beyond. You may have top-notch interpersonal skills and be a proven, effective leader, but you’re not the expert.
If your $80,000 Mercedes needed a tune-up, would you try to fix it yourself or even trust it to the lube shop franchise around the corner? Or would you seek out the most experienced, well trained, certified expert in town?
The fact is it’s better for all concerned if you have an independent expert as an intermediary. I know that at least once a week, a client admits to me that he tried to teach his staff my strategies before he became a client, but his efforts were unsuccessful. This admission is no surprise to me, I hear this all the time. But I still cringe every time I hear it because usually this one simple mistake has cost my client thousands of dollars.
If you are among the majority of dentists who work with a practice management or medical marketing consultant, you are absolutely not an exception. In fact, the reason for recognizing this blind spot and taking action to eliminate it is even more compelling because you are investing thousands of dollars, maybe tens of thousands, to get your phone to ring. And if the phone rings and it’s a shopper and the shopper doesn’t translate into a new patient, you might as well take every dollar, one by one, and flush it down the toilet.
There’s obviously a reason why the nation’s leading practice management and marketing consultants have sought me to work with their clients. They feel confident handing the reins to me as my experience and expertise far surpass any solution they have to offer in this area of their practice. When it comes to discovering the hidden profits that lurk behind this blind spot, they know I can achieve phenomenal increases in new patients with no additional expense and little to no extra work. We are sensitive to how employees may react to our strategies and take a unique approach to motivating them to produce new patient results that leave their doctors and dentists thunderstruck. No one else even comes close to my results—GUARANTEED!
To help you and your front office team achieve your competitive best, I keep abreast of the latest and best practices in sales, marketing, and practice management.