We all have our own way of learning and grasping new concepts. There are 3 ways that people learn: Visual, Auditory, and Kinesthetic. Visual learning is when ideas, concepts, data and other information are associated with images and techniques. Auditory learning is when a person learns through listening. They may struggle to understand something they've read, but then experience a full understanding as they listen to the presenter. Kinesthetic learning is when someone learns things from doing or being part of them.

Use all 3 modalities of learning while presenting your case to your potential patients in order to convey your message more effectively.

TEXAS
363 n. sam houston pkwy. e. #1100 houston, texas 77060 281.582.0771 (phone) 866.318.7920 (toll free) 281.820.9310 (fax)

ARIZONA
1410 w. guadalupe rd. #109 gilbert, arizona 85233 480.733.2631 (phone) 866.318.7920 (toll free) 480.733.2749 (fax)

What your patients care about

A recent ADA report cited that 51% of adults would visit a dentist that has a friendly attitude and genuine care for them. What that says is that if your potential patient is bringing up objections, maybe it is time to examine what they are really objecting to.

Often times, people use money as an excuse to not take action. In reality, the real objection may not be money, the same ADA report states that only 34% of adults consider money is important in choosing their dentist. If you examine the objections a bit further, maybe you’ll find that the real objection is that they don’t feel like they are being treated in a respectful and friendly manner. Adults as well as kids fear going to the dentist, would it not make sense to put their minds at ease and give them exceptional and friendly service?

You can start by doing things right from the very first contact with your potential patient.

Here are 4 simple strategies to increase your traffic

1. First impression – The first impression is the one that will stick with your potential patient. Who will they interact with the very first time they make contact with your practice? What are the guidelines for responding to and asking questions? Is the person responding smiling while answering the phone or greeting your patients? These are some things to consider and relay to your team.
2. Develop a telephone response system that will allow your team to engage the caller, and deliver a consistent message. This will help you present your case much clearer and highlight value vs. Cost. It is important to train your staff on telephone techniques, develop written scripts, and practice the delivery of the scripts over the phone until they sound natural; no one wants to talk to a robot. Train them to show interest, desire, and willingness to help your potential patients. Document any and all objections you get and solicit your team for opinion as to the best way to handle these objections.
3. Develop an effective case presentation. What that means is you’ll need to start with listening to your patients, understand what it is that they would like to do, and present your case to address their concerns. Your case presentation should be professional, to the point, highlight value, and presented in a friendly way.
4. Stop chasing new patients while you have a treasure of past visitors who did not come back, or may not have come at all. Follow up with them; reach out to them with genuine concern and a friendly way. This is the most productive marketing technique you can use besides getting referrals from happy patients.

Look for Fifer BizBits

As we begin the new year, we have been very busy improving our excellent services and understanding the challenges our clients face. In our new Fifer Biz-bits, we will address some of the business challenges you may be experiencing in your practice.