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Coaches Corner – Ten Tips To Increase Whitening Acceptance!

By October 16, 2019 Coaches Corner

Hello Friends,

Coach Betty Hayden here. Many of your patients are thinking about all the pictures that they will be smiling for at their end of the year office parties and family dinners. Help them get their smiles camera-ready with teeth whitening.

Beautiful bright, white teeth for winter.

Ever wonder why it is that some offices have a lot of success with teeth whitening sales and other offices not so much?

Here’s why… No whitening system sales or whitening goals will ever be reached if the entire team isn’t on board with it and consistently offering it. How do you do that?
Here are 10 Tips to Help Make Teeth Whitening a
Successful Service in Your Office!

Step One:
White Teeth for Doctor(s) and Team Members

Everyone in the office needs to have a beautiful white smile and an experience to share with your patients, and that means complimentary whitening trays for each & every team member.

Step Two:
Goals

Set a monthly whitening goal! Talk about daily goals at morning meetings. Consider offering a team bonus or incentive for every whitening case completed.

Step Three:
In-office messaging

In addition to being ENTHUSIASTIC when talking to your patients about the teeth whitening services you offer, team members can wear buttons and/or have a nice 5×7 framed sign in each treatment room at patient’s eye level offering teeth whitening. Some examples are…
“Get a Whiter, Brighter Smile with
Teeth Whitening!”

 

“Whiten Yellow Teeth & Virtually Eliminate
Tobacco, Coffee & Tea Stains!
Ask Us How!”

Step Four:
Scheduling 

When scheduling hygiene appointments over the phone include these powerful words:

“Would you also like to whiten your teeth at this appointment?”

Step Five:
Take a shade

Let your patient know that you’re going to start the appointment by recording a shade of their current tooth color for your records. Be sure to show them where they are on the shade guide. This very often leads your patient to ask you about teeth whitening and other cosmetic treatment options.

Step Six:
Listen to your patients

What are they telling you about upcoming events in their lives? Wedding? Seeking a job? Recently single? Holiday time? Special events? Vacation? Class reunion?

What a great time to ask if they would like to have a bright, white smile for their special event, job interview, etc.

Step Seven:
External Marketing

Include offers for teeth whitening and patient teeth whitening success stories with your… Newsletters, Postcards, Social Media sites (Facebook, Twitter, Pinterest, Instagram, etc) Website and Blog Posts.

Step Eight:
Reviews/Testimonials

Video testimonials are a powerful marketing tool for your social media platforms.

Photos – Take excellent before and after teeth whitening pictures to share on your office social media pages.  Display before and after photos in your office so your patients that may be interested in teeth whitening can see real-life examples.

Online Reviews/Recommendations – Ask your patients to share their teeth whitening experiences on Google and Facebook.

Step Nine:
Use only the BEST teeth whitening products and techniques!

Quality matters, as does comfort! Make this appointment as comfortable & sensitivity-free as possible for your patients.

Step Ten:
Buy sunglasses!
Because your office is going to be filled with such bright smiles, you’ll need to wear shades!

If that’s not enough for you because I love you all so much here are Five Bonus Tips!

#1 – Offer a fun promotion in the community to local businesses, such as a drawing to win free take-home teeth whitening trays to one or more people. Offer this at local salons, restaurants and schools.

#2 – BOGO Special Offer – Buy One, Get One 50% Off Teeth Whitening. This special offer increases your opportunity to bring in new patients.

#3 – Make it convenient for your patients to say yes. Your patients are busy, so assure them that this appointment will be quick. It’s helpful for all your team members to be cross-trained to take impressions and make trays.

#4 – Teeth whitening makes a great gift! Make gift giving easy for your patients by suggesting that teeth whitening makes the perfect gift! Have Gift Certificates ready for purchase.

#5 – Be sure to set up computer reminders to call, text, email or send a postcard to your patients that have purchased teeth whitening trays around the time when they will be due for a refill.

Did you enjoy these tips and ideas?  Please remember they will only work if you do them and follow through!

I’m confident that if each step is followed closely and consistently you will see success with your teeth whitening goals.

Yours for Greater Success,
~Betty

Betty Hayden is the lead coach at The Madow Center For Dental Practice Success. She has over 25 years of experience in the dental profession. Her expertise is in effective telephone answering techniques, profitable scheduling, marketing campaigns, communication, social media, new patient acquisition, practice growth, and much more. She is called “The Idea Woman” because she grows practices!
 

If you have a question for this column, please write to us at coaches@madow.com. And remember, we would like to offer you a complimentary 30-minute coaching session and practice analysis! Please CLICK HERE to schedule yours. Doctors only please.

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