Blogging Live from Booth 1446 of the 2015 Yankee Dental Congress at the Boston Convention Center about Best Practices for Improving Call Conversion and Seating New Patients Now that the rich Dentist Profit Systems “dentist branding and marketing ecosystem” is driving new patients to inquire about your distinctive services, the right response from your … Continue Reading »
Developing Your Team
Empower the Patient’s Dental Education Process
By Susan Kulakowski, Director of Practice Enhancement Doctor, Pass the Power! New patients are often introduced in dental practices via the hygiene department. Immediate needs are diagnosed quickly and presented chairside without a comprehensive examination and presentation of a custom designed treatment plan for complete care. Rather than a thorough treatment plan, … Continue Reading »
Are Broken Appointments Breaking Your Dental Practice?
By Susan Kulakowski Some dental practices have six broken appointments a month and others six a day! There can be a beautifully engineered schedule first thing in the morning and several phone calls later the schedule has fallen apart. 5 REASONS FOR BROKEN DENTAL APPOINTMENTS 1. Lack of Communication Regarding the Importance of the Next Appointment … Continue Reading »
Is Your Clinical Team Setting the Stage for Case Acceptance?
By Susan Kulakowski, Director of Dental Practice Acceptance Encourage your clinical team to set the stage for case acceptance through “third party selling.” The sun rises and sets on great clinical assistants who are three steps ahead of the doctor, always properly set up and never leaving the treatment room for a forgotten instrument or … Continue Reading »
Why Dental Team Familiarity is Key to Performance
In December 2013’s issue of Harvard Business Review, Robert Huckman (professor at Harvard Business School) and Bradley Staats (associate professor at the University of North Carolina), reviewed studies on the benefits of keeping teams intact to optimize performance and the probability of highest success. They reported that even though managers understand intuitively that team … Continue Reading »
Is the Conversation in Your Dental Practice Setting the Stage for Case Acceptance?
By Susan Kulakowski, Director of Practice Enhancement Is the conversation in your dental practice setting the stage for case acceptance? Observations of dental practices indicate that most conversations between team members and patients are 75% social and 25% educational. Reverse that, and “magical” things begin to happen. It is important to make patients feel … Continue Reading »
Your Most Important Dental Practice Instrument
By Susan Kulakowski, Director of Pratice Enhancement The telephone is the most important instrument in every dental practice. It is your lifeline to the outside world. How it is handled impacts your success. It’s amazing how many dental practices still have voicemail answering like this: “Thank you for calling Dr. Jones office. … Continue Reading »
The Backbone of Your Dental Practice
By Susan Kulakowski, Director of Practice Enhancement The hygiene department is the backbone of the dental practice and should be at least 33% to 40% of overall practice volume. An effective recare system is the heart of a dental practice. Many practices think their hygiene departments are effective simply because their hygienists are … Continue Reading »