Ethical Selling Dentistry

  • Advice from Truman

Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ?

2019-10-23T14:24:56-04:00

Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ? Dental schools do not teach you strategies or give advice on how to deal with unpleasant surprises in your practice. You screw up, people are angry, now what? You should have a strategy for dealing with situations like this. Our members are give solid and proven advice which helps them in such situations. Harry Truman liked the saying “the buck stops here.”  The phrase originated from the wild west and gambling habits but by the time Truman latched onto it, [...]

Dental Practice Advice-You Screwed Up So Now What Happens? Do you have a strategy ?2019-10-23T14:24:56-04:00
  • Niche marketing

Niche Services Nirvana Revealed for Dental Case Marketing

2019-10-23T14:51:32-04:00

Niche Services Nirvana Revealed for Dental Case Marketing The McAnally Selling System makes marketing for niche services easy by following our methods. There truly is a secret formula for niche cases (outside 20th century referral networks). We offer advice to our members and reveal the secret formulas for getting strong case acceptance on large cases. The niche nirvana secret formula is: Niche Website (not a national cookie cutter template) Testimonials (Audio/Written Video and Google and Yelp reviews) Big Direct to Consumer Media (In 2015 almost always PPC + TV) A Real Selling Method = Niche [...]

Niche Services Nirvana Revealed for Dental Case Marketing2019-10-23T14:51:32-04:00
  • Case acceptance

Dental Case Acceptance-The Good News about Hard Selling

2019-10-23T14:53:36-04:00

Dental Case Acceptance-The Good News about Hard Selling McAnally Selling Rule #16 in dental case acceptance- Hard selling focuses on OUR reasons why a patient would pick a certain treatment versus their reasons. This one fact alone suggests that hard selling is a bad idea. To be blunter, hard selling isn't just a bad idea it's something that isn't necessary for case acceptance and doesn’t belong in our administrative systems as highly trained ethical clinicians. More on hard selling in a moment. Most dentist knee-jerk reaction to the word “selling” is because they equate all [...]

Dental Case Acceptance-The Good News about Hard Selling2019-10-23T14:53:36-04:00
  • Dental Marketing Ideas

Dental Practice Advice- Patient Instincts -do you know how they will react

2019-10-23T14:55:31-04:00

Dental Practice Advice- Patient Instincts -do you know how they will react As part of my dental practice advice and how to market and present to patients I ask my members - "Do you have any idea of how your patient is going to react to your dental marketing and sales in your dental practice ?" McAnally Selling Advice-Rule #16 -If you make the patient uncomfortable, hard-wired, gut-level instinct takes over.  Guess what..... instinct does not work in your favor (or theirs!). Instinctual deciding occurring directly out of doctor and team actions is derailing good [...]

Dental Practice Advice- Patient Instincts -do you know how they will react2019-10-23T14:55:31-04:00

Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ??

2019-10-23T14:56:46-04:00

Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ?? Doctor’s routinely ask “how much more dentistry” will they do if they begin using The McAnally Selling System as part of their current fee for service dental practice marketing or if they take the sales training and attach themselves to Big Case Marketing through our Elite Advertising Program or through a private customized marketing package. Practices doing fee for service marketing, can expect 25-50% more production from the exact same funds spent on external practice marketing (or referral [...]

Dental Practice Marketing-How much do you REALLY want to produce? 2, 4, 6, or 8 Million ??2019-10-23T14:56:46-04:00
  • Dental practice advice

Dental Practice Advice-Hey doc, this is awkward…

2019-10-23T15:04:22-04:00

Dental Practice Advice-Hey doc, this is awkward... One of the main rules we like to impart to our members through our dental practice advice is: McAnally Selling Rule #14 – Eliminate awkwardness and more patients win. Awkward; causing or feeling embarrassment or inconvenience. If something has happened in a patient relationship or in the early stages of prospective patient relationship that’s created or is creating awkwardness, the best thing you can do is take the responsibility to raise the issue and talk about whatever it is that’s going on. It’s not just the best thing [...]

Dental Practice Advice-Hey doc, this is awkward…2019-10-23T15:04:22-04:00
  • Ethical selling dentistry

Ethical Selling Dentistry-Professionals don’t take orders

2019-10-23T15:06:52-04:00

Ethical Selling Dentistry-Professionals don't take orders In my ethical selling dentistry system we do not take orders........we take the lead gently and lead our patients to realize what it is they actually need to help them to better dental health by using my proven sales system. McAnally Selling Rule #13 –Professionals don’t need or have to take orders. Frequently from the podium, you’ll hear some management “guru” telling dental teams that they need to "take the order" as if they were working at some fast food joint. I have nothing against fast food in fact [...]

Ethical Selling Dentistry-Professionals don’t take orders2019-10-23T15:06:52-04:00
  • dental practice marketing

In dental practice marketing a great presentation is key….

2019-10-23T15:11:16-04:00

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 [...]

In dental practice marketing a great presentation is key….2019-10-23T15:11:16-04:00
  • Dental case acceptance

Silence is deadly in dental case acceptance. How to deal with it in patient interactions.

2019-10-23T15:22:57-04:00

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 [...]

Silence is deadly in dental case acceptance. How to deal with it in patient interactions.2019-10-23T15:22:57-04:00
  • Ethically Selling Dentistry

Ethical Selling Dentistry-correctly presenting a case

2019-10-23T15:36:37-04:00

Ethical Selling Dentistry-correctly presenting a case In ethical selling dentistry, even though you might be the most advanced skilled clinician, if you don't know how to present and listen to the patient, you most likely will blow up the acceptance of the case. If you’re a clinician with advanced niche skills, the clinical questions you ask yourself that lead to an appropriate sequence of diagnostic steps and then a treatment plan are likely documented and followed as a consequence of your education.  You’re trained to do this and you follow a clinical system.  Those clinical [...]

Ethical Selling Dentistry-correctly presenting a case2019-10-23T15:36:37-04:00