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
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
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.
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
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
The Four Fundamentals of Patient Care: Part I
By Judy Kay Mausolf
You may have heard the phrase, “They don’t care how much you know until they know how much you care!” I am blessed to work with dental teams nationwide to help them cultivate a happier, healthier and higher performing culture while delivering care with more focus and passion; however, the care part can often be vague and confusing. To better customize workshops to meet the practice’s needs, I send teams surveys for feedback on where they feel they excel and where they would like to grow. Most team members score themselves high at delivering excellent care—yet when I observe the team, I often find the opposite to be true. I have found this disconnect often stems from a difference of opinion or understanding about the meaning of care, which is why it is important for leadership (Doctor/Practice Administrator/Team Leads) to be on the same page and clearly define and model what it means to deliver exceptional care in their office.
Here is the first of four fundamentals that show our patients how much we care. Continue reading
If practice owners can take their team to only one educational event each year, how do they decide between the dozens, if not hundreds, of dentistry conferences and trade shows offered? Obvious reasons to attend one event over another include a strong educational program or valuable networking opportunities…maybe even a fun location that can fuel teambuilding. But what about technical support? Prioritizing a conference that offers technical support for the solutions already being used in a practice can help decisions makers narrow the field of which conferences to attend.
At Carestream Dental’s Global Oral Health Summit, being held Nov. 10-12, 2017, in Orlando, Fla., attendees can visit onsite support rooms for personalized one-on-one help from technical CS OrthoTrac, CS PracticeWorks, CS SoftDent, CS WinOMS and imaging software experts. The support team can address users’ biggest concerns and answer their most pressing questions in a casual setting. Software users can also attend software-specific hands-on courses led by certified trainers for additional insight into their practice management systems. At the end of the first day of programming, teams can reconnect with their peers in their specialty and hear directly from Carestream Dental leaders about what’s new for their specific software and also have their questions answered. Continue reading
The Global Oral Health Summit offers an educational program designed to arm attendees with new skills they can put into use in their practices right away. From overviews of the latest industry trends to how-to courses geared towards software users, attendees will discover tips and tricks to increase efficiency; uncover new ways to tackle everyday challenges; learn new strategies for promoting their practices; and explore innovations in diagnostic techniques. Before you arrive in Orlando to start learning, consider these four “Cs” to get the most out of the education program:
Customize Your Experience
The Summit is fully customizable upon arrival. There’s no need to pre-register for courses, so attendees have the freedom to adapt their schedules to their needs and interests as often as they would like.
Choose Your Path
To keep teams on the cutting edge of industry standards, courses fall into the following relevant categories: Case Acceptance, Change Management, Efficiency, Marketing Your Practice, Practice Improvement, Practice Technology, Prevention, Team Building, and Digital Oral Health. Take the quiz to determine which courses best fit your needs and interests. Continue reading
This year’s Global Oral Health Summit—held from Nov. 10-12—is moving to Orlando. And, while we know there are countless reasons you should register for this year’s event, we’ve worked hard to narrow down the list. Click on the image below to explore the top 10 reasons you and your team should register for the Summit.
Are there any reasons we missed? Let’s discuss in the comments section below.
By Ryan Estis
How a practice responds to change says a lot about the team that runs it. Do they embrace it? Seek it out? Avoid it? In this technological age, keeping up with the pace of change is crucial from a business and clinical perspective—patients make negative assessments about a practice based on outdated equipment, and using old technology may put a practice at a disadvantage when diagnosing patients. While adding new equipment is a step in the right direction, here are a few other ways you can view change around your practice that will give you a competitive advantage.
- Embrace change in the new economy—From imaging technology to the way we communicate with patients to how we accept payments, every aspect of the dental practice is changing. And that change is being driven by greater global trends that reflect how interconnected the world has become. Don’t think of yourself as one small practice, but part of a global business network. The changes you make now affect not only your practice but your patients, your community and, ultimately, the greater economy.
EDITOR’S NOTE: In addition to offering continuing education and networking opportunities, the 2017 Global Oral Health Summit will also provide participants with the chance to partake in a special volunteer activity. Clean the World will guide attendees in assembling hygiene kits to distribute to those in need in the Orlando community. Carestream Dental will also be accepting monetary donations on behalf of Clean the World during the Summit, and contributions of unused toothbrushes, toothpaste and dental floss will be welcomed. Learn more here.
During the holidays, it’s common to give thanks and reflect on a successful year—a thriving practice, a dedicated staff and happy patients being among them. Some practices may even use this time to give back to their communities, whether through canned food donations or Angel Trees in the office lobby, or a day of volunteering at a food bank with the whole practice.
However, doctors and their staff have valuable skills to offer their communities at any time of the year. Giving, without any expectation of gain, allows dentistry to change lives. Continue reading