Getting Patients to Say “Yes” to Dental Cases

by Dr. Mark Hyman

A young dental student was working with me in my office years ago. All day long, he repeatedly said, “How can your team get patients to say yes to so many cases? What’s the secret sauce?”

His questions astonished me until I realized this: what is obvious to me isn’t obvious to everyone. My way of practicing dentistry involves the use of fundamental human relations principles, and a lot of practitioners out there just don’t realize the importance of this. Here’s the premise: Stop telling people what they need; instead, listen to what they want.

We try to never use the word need in our practice. You need a crown; you need to floss; you need to stop smoking. Need is punitive. Let’s face it: for the most part, dentistry is elective. The better four-letter word is want. After all, it’s not enough to buy CBCT systems, or digital sensors or intraoral scanners. What good is that state-of-the-art technology if your patients don’t want you to use them? Continue reading

There’s No Business Like Story Business

by Eva Grayzel

What new tool can you use to market your business, or articulate what makes you stand out among the competition? TELL A STORY!

In business across the board, story is a buzz word. People don’t buy products; they buy stories—and emotional connections. Storytellers who can share their narrative in an engaging way have a leg up on the competition.

In the program I am presenting at the Global Oral Health Summit this November in Orlando, Fla., I will inspire you to understand the value of a great story: how to find the story that you—and you alone—are meant to tell and how to craft that story to build rapport and instill trust.

You can build relationships by tapping the power of story to evoke a connection and foster patient loyalty. Find the story that exemplifies your values and differentiates you from the practice around the corner. Continue reading

Just a Moment to Convert New Patients

By Dr. Leon Klempner

No matter where people go these days, their mobile devices bring the power of the internet with them. What does this mean for you, the practitioner? You have an open-ended opportunity for making an impression.

Imagine converting patients while they stand in line at the grocery store or while having brunch with friends. Why should they choose your practice?  If your services are not the least expensive, why would they pay more?

Our marketing consultancy, People & Practice, has helped doctors across the country take advantage of digital media to grab the attention of potential patients at these very moments. We do it with a mix of marketing strategies that include reputation management, social media engagement and Facebook advertising. Our focus is positioning your practice to compete on value, not cost.

Reputation management
When a Google search for local orthodontists/dentists reveals your website, you’re only halfway there. What actually entices a user to click on your practice over another? Google search results that include your business listing with five-star reviews and positive comments. That’s the kind of exposure that makes all the difference. A reputation management system can help capture positive reviews as well as intercept possible negative experiences before they end up online for all to see. Continue reading

Cloud: Helping You Expect the Unexpected

From hacking to inclement weather to server issues, there are a lot of unforeseen threats that can wreak havoc on your practice if you don’t have the right solutions in place. You have to worry about disruptions to your patient schedule, the security of your patient data and the potential hit to your reputation if “the unexpected” occurred.

We have the stories of three practitioners who have found significant peace of mind with a cloud solution for their practice management software.

In the case of Dr. Ogata, he was planning to transition to the cloud in just a few months when a server crash drastically moved up his timeline.

Server Crash Requires Emergency Intervention

“On Monday morning, my team informed me that our server was down. At first I attributed it to the weekend’s storm—but they were insistent that immediate action was needed, as the server wouldn’t boot up at all,” recalls Dr. Ogata. “So we were T-minus 5 minutes to patients, facing the dreaded ‘blue screen of death,’ and with no access to our OrthoTrac database. That’s when the panic struck, and I contacted my sales representative for information about OrthoTrac Cloud’s ‘emergency’ conversion process. Although we were already planning to upgrade to the Cloud in 2014, fate intervened, and it had now become priority #1 for Q4.”

Dr. McKeta was away at a conference when, back at his office, rainfall reached 500-year event levels. He wasn’t worried, though, because his cloud solution was already in place.

Cloud Technology Helps Dr. McKeta’s Practice Weather the Storm

Dr. Nathan McKeta, of Mt. Pleasant, S.C., was well aware of the effect South Carolina weather could have on small businesses—especially their electronics. In addition to the flooding caused by the nation-wide weather system, hurricanes are a frequent concern on the coastline. “It’s  nice to have that peace of mind to know that, no matter what was happening at my practice during, all of my information is safe. It’s one less thing to worry about when running a business.”

Fast access to patient images and information is why Dr. Fine first considered a cloud solution. But HIPAA-compliant protection of his patient data is an additional benefit he’s enjoying.

Are you considering a cloud solution? Or, if you’ve already transitioned to cloud, what benefits do you value the most?

++2D images are available immediately. Carestream Dental 3D images are available the next day.++

The Four Fundamentals of Patient Care: Part III

By Judy Kay Mausolf

The first fundamental of showing your patients how much you care is “Know Them,” followed by “Don’t Judge” and “Show Empathy.” In the third and final installment of this blog series, I’d like to share the fourth fundamental: Resolve Complications!

4. Resolve Complications! Occasionally even the best teams have patient complications arise. It is important to address complications ASAP by being mindful of the energy and attitude you are bringing to the conversation. Focus on coming from a place or mindset of curiosity, care and concern. It is never about proving you are right and they are wrong. We never win by making a patient wrong. Regardless of what the concern is, start out by asking the patient “How can I help you?” Then stop and listen to what they have to say. Please don’t try to feel in the blanks or be defensive. Continue reading