imately 83 % of learning takes place visually . Nothing is more impactful in educating a person about their dental needs and / or opportunities than photography .
Show before and after photographs of similar situations to educate patients about possibilities for their own situation — and to show them “ proof ” that you can accomplish the discussed results .
Now , as much as ever before , it is imperative that you evaluate all of your management and personnel systems . Your success will be in direct proportion to the success of your systems . Refine them — each of them . Keep on doing the things that are working well but make a commitment to do everything a little bit better . Malcolm Gladwell , in his best seller , The Tipping Point says , “ It ’ s the little things that make the biggest difference .” Complacency has no place in these times . Be committed to refinement of your systems and to retention , retention , retention . It ’ s your best — and most productive defense !
Use patient financing more than ever before to overcome the number one reason people do not proceed with treatment . If one person per day goes ahead with treatment because they can make small payments and you multiply that times 200 days per year ( average days a practice is open ), that adds an additional $ 100,000 per year to the practice — and so on .
Offer new treatment options to existing patients . Many of your patients do not even know what you offer at the present time , so continue to educate patients through e-newsletters , social media and in person about what you do in your practice to bring the latest and best services to your patient family .
Your existing patients already trust you . They have already invested with you . These are the people who will be ready and willing to invest with you again . They just need to know what you offer . Don ’ t let your patients hear about options in a practice down the street and go there to receive treatment not knowing you provide that kind of service .
Cathy Jameson , PhD is the founder of Jameson Management , Inc ., an international management , hygiene , and marketing firm based in Oklahoma City . Jameson Management offers proven management and marketing systems for helping organizations with both in-office and digital / online consulting and training services designed specifically to meet the needs of each individual practice .
Cathy provides coaching on Leadership and on Collecting What You Produce . She provides this training either in person , through her workshops , or virtually . Cathy is the author of eight books , including the 3 rd Edition of her bestseller , Collect What You Produce . All eight of her published books are available from Amazon . Contact Cathy at cathy @ jamesonmanagement . com .
For more information on the consulting services of The Jameson Management Group , contact www . info @ jamesonmanagement . com or www . jamesonmanagement . com .
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VALUATION
Know the value of your practice ( 469 ) 222-3200 | ADStexas . com
You have a relationship of trust and confidence with your patients . If each of your patients refers one friend , family member , or colleague to you , your practice doubles . Make sure that each interaction with every patient is fantastic . All team members have the opportunity to make or break the relationship with the patient with each interaction .
Express gratitude to your patients . Thank them for their faith , trust and confidence in you and for their referrals . Appreciation goes a long way .
Jeremy Brown JD , Joe Piazza DDS , Terry Watson DDS , & Frank Brown JD
Practice Sales & Appraisals www . northtexasdentistry . com | NORTH TEXAS DENTISTRY 23