Dental practice management-Associates and practice owners with associates who whine When it comes to dental practice management the mumero uno complaint from practice owners – “My associate doesn’t do enough dentistry or doesn’t sell enough dentistry.” Invariably there are two things absent from these practices. Absent item #1 – no sales training/no selling system. Absent item #2 – not understanding that a big key to a successful associate set-up is at least some of the dentistry is being performed at full fee. The answer of course is to get off of your bu** and manage [...]
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So far Leah Heldman has created 15 blog entries.
Dental Marketing Ideas-The best questions are….. McAnally Selling Rule #11 in dental marketing ideas - Dumb questions are the best questions. Getting a patient to ask questions is always better than blathering at a patient until their ears turn blue! Remember, EVERYONE but another dentist is a layperson. I advise my clients who have patients with larger needs to have a check-list they follow so they can ask the right questions that stimulate patients to ask you the dumbest questions possible which then in turn gives you the opportunity to lead them higher ground with [...]
Dental Practice Advice on Dental Colleges, Boards, Consultations, and Your Competition Here is sound dental practice advice: The Dental industry…like many industries, functions in a bubble. Each has its own economy, politics, and agenda. …and like many industries, Dentistry as a profession is segmented. [As a very important aside, your patients as consumers of dentistry are becoming more segmented based on demographic need and economic changes in the middle class–this dental practice advice is something discussed at length in my newest book The Dentists Unfair Advantage Volume 3 -The Ultimate Guide to Niche Dental Marketing. [...]
In dental practice marketing a great presentation is key.... In dental practice marketing my McAnally Selling Rule #10 is: Give a great presentation before you give a presentation. As part of any check-list system for selling in dental practice marketing, it’s up to you or a well-trained team member to guide the patient through leadership based discussions about what you are seeing in their situation as compared to others in similar situations. “When I see patients like you…….” Feel like you (or your front desk, office manager, hygienist, assistant, treatment planner, financial coordinator, etc.) don’t [...]
Dental Practice Advice-The economy is back….. I ask my members to take my dental practice advice and use the recovering economy to cash in on it. There’s little doubt that the U.S. economy is picking up speed much to the chagrin of at least 50% of politicians. Consumer prices are ticking up. Wage pressure is on. I will bet $100 to anyone reading this that your staff has asked for a significant raise in the last 6-12 months. Job postings are at their highest level since 2001. Yes “highest” is debatable when we factor in [...]
Dental case acceptance-Who is doing the Talking ? In dental case acceptance it is imperative the the patient is interacting with the dentist and involved in the discussion. A patient doing nothing but listening is going to get bored and disinterested by the time you can stop talking. You are likely to lose the case if the patient is not involved in the discussion by asking questions and being totally informed. Snore….. Are you getting your patients to talk EVEN during presentations? If not, results and decision making are automatically hindered. If you can and [...]
Dental Implant marketing and expensive technology.. In dental practice marketing, utilizing your new high tech CBCT unit and making it pay for itself are a must. There’s no doubt that for those who are truly serious (or want to be serious) about ortho or implants, cone beam CT is the new standard. It makes diagnosis and treatment planning more certain and eliminates a lot of error in surgical based procedures. That being said…a common refrain from the owners of these units is “I don’t use it enough.” There are usually two issues in these practices [...]
When It’s Safe to Assume using Dental Marketing Strategies Using dental marketing strategies and a proven checklist will prevent you from assuming too much and blowing up a case presentation. Assume – taking that something is going to happen or is the case, without proof. We assume things all the time in our daily interactions with patients (and staff). Assuming has a very close cousin named mind reading that usually rides shotgun. How great are any of us in the correctness of our assumptions OR in the talent of mind-reading? Using a dental marketing strategy [...]
Dental Practice Advice-What the ADA won’t tell you- Let's touch on some dental practice advice which all my clients know about already but the ADA certainly won't share with you. Dental insurance has played an amazing role in the profession and in the good it has done for millions patients over the years. If we back up in time to when this employee benefit came to be, the annual maximum bought a LOT of dentistry. Fast forward 40+ years and the same maximum doesn’t do nearly as much. We can debate the current state of [...]
Silence is deadly in dental case acceptance. How to deal with it in patient interactions. In dental case acceptance silence can be deadly when dealing with case presentation. To the untrained silence results in discomfort. It is human nature to fill uncomfortable pauses and silences in conversation with something else. Usually that something else is to simply “talk AT” people instead of initiating some form of meaningful interchange. It is important not to race to fill the void and alienate the patient. Anyone wanting proof needs to simply monitor practice phones where untrained staff are [...]