The world has been enraptured by Queen Elizabeth's recent passing. Is there more at work here than is first apparent? It's been quite a spectacle. Millions "grieving" someone they never met as if they were best friends at the pub. Apple putting her on the home page as if she was Steve Jobs. Former colonies who suffered at the hands of Her Majesty's military sending condolences from afar. Weeks of official government mourning in countries that allow at most one or two days for bereavement of actual family. A well orchestrated (planned years in advance), made for TV PR event. What gives [...]
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Why You Need To Exit the Implant Case Sales Game - Part 6 Today's post, the last in this six-part series (revisit Part 1 here) is about the bottom line with firing yourself and team from sales. Here are the advantages the come out of firing yourself and your team from most of the traditional way independents have had to approach the process for the full-arch implant case. Say No to Sales Finally you would… Only need to perform a good diagnosis and then deliver good treatment results not overly worry about selling or being sales ‘experts’ Not relying on [...]
Why You Need To Exit the Implant Case Sales Game - Part 5 Back to Mr. Gorilla from Part 1 of this series… Question: What are the three giant advantages that the national chain of implant centers? (This is the 800-pound Mr. Gorilla referenced early on) has had (until now) that most independents didn’t/couldn’t fully leverage/access. But there are answers. Let's discuss them. National Advantages Mr. Gorilla’s Advantage #1 – PRO SALESPEOPLE TAKE ALL SALES CALLS OFF-SITE Sales calls (the calls from the implant ads) are answered by professional salespeople OFF-SITE. NOT BY DENTAL STAFF sitting inside the practice doing [...]
Why You Need To Exit the Implant Case Sales Game - Part 4 Fortunately, there is a new way to break from the failed past and approach sales in a way that’s far more predictable (at least with Big Case Marketing): The pandemic was an economic boom period for implant practices who went into it with strong advertising already in place. Record months and two record years were on the books for many clients. But that gravy train couldn’t last. My gut said, ‘what goes up must come down’ and I believed things were going to get much harder as [...]
Why You Need To Exit the Implant Case Sales Game - Part 3 Even if you are an elite clinician, your personal odds of having significant success at treating a lot of cases is terrible, so what’s the solution? Here are the facts about sales as it relates to the profession and implant dentists: Implant dentists and the profession as a whole we are ‘hacks’ at selling our best services; especially with cases that cost as much as automobiles. Only 15% every get proficient at this important part of the business of implants and that is with years of work. [...]
Why You Need To Exit the Implant Case Sales Game - Part 2 It’s more than okay that most implant clinicians truly suck at sales and have almost no chance of that fact changing. All of the facts we’ve reviewed in Part 1 about sales capabilities and the odds working against great clinicians from ever being proficient at sales (85% chance against) are more than okay because the everyday reality for patients is that clinical outcomes need to be at high levels! If most dentists planned and treated their implant cases at the same level of proficiency as their practice [...]
Why You Need To Exit the Implant Case Sales Game - Part 1 WARNING: This is a multi-part blog post, but if you are truly serious about treating far more implant cases than you do now (or if you have big dreams and aspirations to have a practice with an abundance of implant cases), you’ll take the time into read, digest, and act on what follows. Part 1 of this series will cover why it’s well past time to fire yourself and your staff from as much of sales process as possible with your full-arch implant cases. In a bit [...]
How is your dental implant practice hiring going? Hiring is THE implant business topic of 2022. Whether its associates, assistants, or basic admin, hygienists, finding staff is a challenge. If we are seeking highly specialized sales staff with direct to patient sales experiences the level of difficult is many multiples of difficulty beyond basic staff. As a sign of the reality of what’s happening on the ground, almost all of those dentists hiring report significant challenges in filling the vacancies. While finding staffing is a challenge or impossible, on the demand side, interest remains very strong with patients looking [...]
Music to me and my team's ears... "Hello James: a quick update on the activity of Full Arch =Program this last 2 weeks. We closed on an U/L AO4 "Medicare" case for $40,000 USD and also on a FMRx full mouth reconstruction $45,000 which came in due to the Program advertising plus my name recognition in newspaper plus the great content you have about my skills at the website. I find that new patients come in because I am in the public recognition which is a by-product of the AOX advertising." One week later: "Hello Doctor: in the time that I [...]
When you take the profession as a whole, single teeth implants are the only treatment modality most dentists have a basic understanding of and there are still docs who can't restore even a single implant. AOX Case Knowledge When we move to the partial arch case or the full arch case, even among those with good single tooth capabilities, the knowledge about full arch cases is very limited. Few understand what the current best options are for long term success with full arch cases. Few understand full arch restorative material choices. Few are capable of planning full arch cases surgically. Few [...]