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Marketing and Management Ideas for August

Today we are going to hear from Lead Coach Betty Hayden! Betty specializes in working with both doctor and team to grow production, lower overhead, increase collections, foster accountability, and generate referrals. She also knows dentistry should be fun – and today she will offer up some ways to put smiles on everyone’s faces while growing the practice! Take it away Betty!!

The Back to School season, while dreaded by many children (and some parents and teachers too), it is a great time for your dental office to exceed patient’s expectations and educate the community on the importance of good dental health for their children as well as for teachers.

Here are some Dental Marketing and Practice Management Ideas for the month of August…

Theme:  Back to School With Healthy Smiles!

Target Audience: Teachers and School Aged Children

Focus: Preventive Dental Services.

What: Education, Promotion, and Special Offers

  • Send a press release to local papers and news stations with “Children’s Dental Health Tips for Parents,” such as healthy snack and beverage ideas, when to visit the dentist, what-to-do in a dental emergency, brushing and flossing tips, mouthguard information, sealants information, and more.
  • Facebook (live) videos sharing the aforementioned tip and ideas.
  • August is Get Ready for Kindergarten Month – Send out a press release and promote social media posts that focus on kindergarten-aged children.

Book Fairs – Many schools will be hosting book fairs this school year.  And if your local school(s) are anything like mine, these book fairs draw a very large crowd.

Create fun, interesting bookmarks for your local schools that include your office contact information. Deliver these bookmarks as a gift to the local schools to use during their book fairs. Easy! Right?

Donations/Community – Use your office as a community donation site for school supplies or new & gently used books to be donated to local children and/or schools in need. Advertise in office, on your social media sites, to local businesses and the news media via press release that your office is collecting donations for school supplies or books.

This is a GREAT way to bring in potential new patients… when folks come into the office to drop off their donations, be sure to warmly welcome them, give a brief tour of the office, hand out small thank you gifts that are imprinted with your office information or have a raffle they can enter to win a prize.

~ Social Media Post Ideas to Improve Engagement ~

August 6th – National Fresh Breath (Halitosis) Day ~ Excellent Blog and Social Media Educational Post opportunity, as well as service/treatment opportunity in the office.

August 10th – S’mores Day ~ Patient Appreciation Gift Idea “We Need S’MORE Patients Like You. Thank you for your referrals!” label that includes your office information, attached to a mini s’mores kit. See our Pinterest board for ideas.

August 25th – International Tongue Twister Day ~ Share some tongue twister riddles on your social media pages.

August 27th – Just Because Day ~ Do something special for your boss or team members…just because.

What are you planning for August? Feel free to share your plans with me. I love hearing about all the different and creative ideas!

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! Please CLICK HERE to schedule yours. Doctors only please.

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The Important Trait That Most Successful Dentists Share!

What is the ONE trait that most successful dentists share? It’s not clinical abilities, but you knew that. And strangely, it may not even be excellent business skills, although you sure need that. So what is it?

Likability.

Let’s face it – if you are likable, people want to be around you. They want to listen to you. They trust you. And they want to tell their friends all about you. Fact is, being likable (and of course honest and ethical) can cover up a lot of ills. But as we all know, some people are just naturally more likable than others. However, even if you are not a natural, there certainly are some traits you can cultivate that likable people seem to have. Here are the top ten!!

1. They focus on people more than anything else.

When you are talking to a patient or team member, focus on them and truly listen. Don’t think about how you feel or what you are going to say. Listen with both ears!

2. They are authentic.

Why try to be someone else? Be the best version of yourself!

3. They enthusiastically love life.

When things go wrong they take it in stride and move on.

4. They are not big on small talk.

During conversations they make true emotional connections.

5. They treat everyone with respect.

Everyone!! They are just as nice to the janitor as they are to the biggest patient. (We always say you can tell how nice someone truly is by how they treat the waiter….)

6. They have integrity.

They don’t talk the talk, they walk the walk. And they don’t gossip or demean others.

7. They don’t constantly try to one-up others.

Ever know someone who always steers the conversation to their accomplishments, or always has a comeback to every story that tops it? Yeah – so do we. And we don’t like it!!

8. They smile.

Nothing is more important in dentistry!

9. They make an effort to look their best, but they don’t overdo it.

No one likes to hang out with a schlub. But the same goes for those who obsess over their appearance. Likable people get the balance right.

10. They respect the opinions of others.

You certainly can never agree with everything you hear. But likable people recognize the line between fact and opinion, while realizing everybody sees things differently.

To wrap it up, and to quote author Travis Bradbery, who is responsible for these concepts….

“They think about other people more than they think about themselves, and they make other people feel liked, respected, understood, and seen. Just remember: the more you focus on others, the more irresistible you’ll be.”

Now go be an excellent clinician, a great business person…..and be likable!

Coach Rich
Coach Dave

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

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June Marketing and Management Tips from Betty!

We often hear that things slow down in June. Here are some tips to keep your patients engaged during the summer months.

Marketing Tips & Ideas:

Theme: “Cruise On In For Better Dental Health.” With summer vacations on everyone’s minds, let’s join right in!

Service/Product Feature: Sealants, Mouthguards, Oral Cancer Screenings, Cleanings, and Exams.

Gift Basket Drawing Ideas: 
Car Care Kit. (Bucket filled with car care supplies.)
Summer vacation “Emergency Dental Kit” (including, of course, your emergency contact information! )

Hygiene Continuing Care Reminder: Summertime is a great time of year and it can also be a busy time of year. We encourage you to remember to take the time to squeeze in your regular dental visit before the summer months fly by. Regular dental visits are so important to your overall health.

Gift Certificates: Remember to offer gift certificates for purchase. They make an excellent graduation gift!

Educational Opportunity: National Migraine and Headache Awareness Month & National Headache Awareness Week: June 3rd – 9th – If it’s not your patient in the chair that suffers from migraines or headaches, it’s someone that they know. Great opportunity to share with them information about how you can help bring them or a friend some relief.

Blog Topic Ideas:

June is…

National Smile Month

National Candy Month

National Dairy Month

National Headache Awareness Week: 3-9th

Men’s Health Week: 11-17th

Social Media Post Ideas to Improve Engagement:

National Thank God It’s Monday Day: 4th

Corn on the Cob Day: 11th

National Cotton Candy Day: 11th

Eat Your Vegetables Day: 17th

First Day of Summer: 21st

International Body Piercing Day: 28th

 

Practice Management Reminders and Ideas:

Incomplete Treatment Reports:

Some insurance companies renew their maximum on June 1st. Pull a report of any patients due in hygiene or with incomplete treatment that have a June renewal date. Make calls and send letter/text/email that their maximum renewed and encourage them to schedule an appointment.

Recess At Work Day: 21st  

Get outside for a few minutes with your team for some fresh air. If you can’t all get outside, open the windows and turn up the radio.  How about a sweet treat to enjoy during “recess”? (ex: ice cream, frozen drink, etc.)

So how has your year been so far? June marks the halfway point in 2018. If things aren’t going exactly to your expectations or you are not reaching your goals, let’s chat! We know how to get you there!

With a free, no-pressure thirty-minute call we can learn about your practice, your goals, your struggles, and get the ball rolling towards your success!!

It won’t hurt a bit – we promise!! Just click here and we will take care of the rest!

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! Please CLICK HERE to schedule yours. Doctors only please.

To sign up for our mailing list CLICK HERE

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Coaches Corner – R U their? Your needed. Too times.

Dear Friend and Subscriber,

With e-mail, texting and instant messaging being the preferred form of communication for the young generation (actually for every generation!), a new crop of abbreviations have popped up, and getting things grammatically correct seems to have taken a back seat to speed.

Unfortunately, we have seen some very sloppy office-to-patient communications, and have been victimized by them ourselves. 

That doesn’t mean you should spell-check your dental assistant when she is texting her boyfriend in the middle of a crown prep (gloves off please) – but it does mean that the new lack-of-rules does not apply to patient communication.
 
Anything sent to a patient, whether written, e-mail, text, or scribbled on a paper airplane, should contain proper spelling, grammar and structure.
 
If the writer doesn’t know the difference between “there,” “their” and “they’re,” they probably should not be providing written communication to patients. It just looks unprofessional. (Too-two-to, and you’re-your seem to be common offenders as well.) Please make sure that anyone in the office who provides written communications to patients (and that includes texting) can write on an acceptable level. 

They’re is a good lesson or too in this addition of Coaches Corner, and their are many others to; all two be found online. U should check out a few article’s.

And if you think that last paragraph was fine, you are hereby banned from writing in any form.

Coach Rich
Coach Dave

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please. 

To sign up for our mailing list CLICK HERE

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Coaches Corner – Tips For A Great May!

Hello Friends,

With a little planning and a lot of enthusiasm it is very possible for you to have the best May ever in your practice.  Here are a few ideas to get you started…

Dental Tips and Ideas for May 

Theme: Family Fun

May is Family Wellness Month & National Family Month.

Goal: Bring in new patients, increase production & exceed patient’s expectations.

Focus: Hygiene Preventive Services & Mouthguards (Consider special pricing on mouthguards).

Contest/Raffle – Family Fun & Wellness Gift Basket (Tote/Cooler) – Fill with lawn games, BBQ supplies, sunscreen, citronella candles, toothbrushes, paper products, chalk, etc.

Patients earn entries with Facebook likes, check-ins, reviews, Google reviews and for referring new patients.

Educational Opportunity:

Root Canal Awareness Week: 6-12 / Root Canal Appreciation Day: 11th

Can you believe there is actually a day and a week dedicated to root canal awareness? Strange as it is, let’s use it as an opportunity for patient education. We can teach how to prevent needing a root canal, what happens during root canal treatment, and why. Emphasize that root canals can be very comfortable procedures!

Social Media Post Ideas to Improve Engagement: 

Receptionists Day: 9th

Root Canal Awareness Day: 11th

National Piercing Day: 16th

Eat More Fruits & Vegetables Day: 24th

World No-Tobacco Day: 31st

Practice Management Reminders:

Insurance Renewal – Many insurance companies renew their maximum on June 1st. Pull a report of any patients due in hygiene or with incomplete treatment that have benefits remaining and renew in June.  Starting now, make “Use it or Lose It” calls, mail reminders and share on social media.

Continuing Care Reminders – Summertime is a great time of year and it can also be a busy time of year. We encourage you to remember to take the time to squeeze in your regular dental visit before the summer months fly by. Regular dental visits are so important to your overall health.

Gift Certificates – Gift certificates for teeth whitening make great gifts!

Have a great May!

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! Please CLICK HERE to schedule yours. Doctors only please.

To sign up for our mailing list CLICK HERE

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Coaches Corner – My Last Dentist Never Told Me That!

Dear Madow Coaches,

Last year I purchased the practice of a retiring dentist, mainly for the “charts.” I have been very pleased with the amount of patients who are coming to see me from this practice.

The problem is, most of them are dental-neglect disasters. It’s bad enough that they never seem to have had a proper examination; “Dr. Jones” never even took x-rays! Then I turn out to be the bad guy for doing a proper diagnosis and treatment plan.

When someone says to me “Why didn’t Dr. Jones tell me that?” I am at a loss. I just say to them “Dr. Jones didn’t take x-rays.” Seems like a good explanation, but I’m not sure. What do you suggest?

Flustered in Florida

Dear Flustered in Florida,

We understand that a lot of people are flustered in Florida! But that may be for different reasons….

Okay – here is the number one, most important, cardinal, oriole, blue jay rule. Don’t throw old Dr. Jones under the bus. Remember, no matter how incompetent and vision impaired Dr. Jones may have been, his patients probably loved him! So it’s not cool to insinuate that his diagnostic abilities were less than stellar. 

So just be honest and try something like this:

“Well, I can’t tell you what Dr. Jones saw during your last examination, but I can definitely tell you what we are seeing here today…..” Then go on to explain your thorough exam. Be sure to tell them things like “New research has shown the need for a very comprehensive examination of your gums to check for infection and inflammation…” 

They will get the idea, and you will (somewhat) spare the reputation of their beloved Dr. Jones! 
 
Coach Rich
Coach Dave

 

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please. 

To sign up for our mailing list CLICK HERE

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Management and Marketing Tips For April

Today’s column comes from Betty Hayden, the lead coach at The Madow Center for Dental Practice Success!

Hi everyone! Today let’s talk about some easy-to-implement tips tied in to the month of April.

When I share practice management and marketing ideas with you each month, my goal is to help you exceed your current and potential patients’ expectations. Just as important, if not most important is to consistently exceed your employees’ expectations. Why? Because an employee that feels appreciated will always deliver more than is expected.

Here are a few tips ideas to help you get your second quarter off to a great start!

April is Oral Cancer Awareness Month & Oral, Head and Neck Cancer Awareness Week: 1st -8th   – This is an excellent opportunity for you to raise oral cancer awareness and the need for early detection in order to save lives. Consider offering complimentary oral cancer screenings during the month of April or on a designated day. Be sure to promote your event on your social media platforms, in-office, and to the local TV & Print News Media Outlets.

National Pet Month –  People love to talk and brag about their pets. Use this week to ask your friends/patients on your social media sites to post pictures of their pets. Post pictures of your team members pets. Turn it into a contest: the pet with the most likes wins a special treat.

Give-away: Hand out dog treats packaged with your office information. Even if a patient doesn’t have a dog surely they know someone who does…great way to get your office name out there!

Stress Awareness Month ~ Stress can impact your dental health. Share tips on how to de-stress and protect your smile. Or, for some, going to the dentist can be a stressful experience. Share ways that your office helps to make dental visits comfortable and stress-free.

National Dental Hygienist Week (Canada): 11-17  – This one is for our Canadian friends – celebrate your hard-working hygienists all week long, eh?

Cleaning For A Reason Week: 18-24 – Send out email & text reminders to your patients that are due/past-due for their hygiene visit. Time for their Spring Cleaning! The “reason”? For their health’s sake – or, consider donating a portion of the production to a local charity.

Administrative Professionals Week: 22-28 –  Your administrative professionals are the first and last impression people receive from your office. Show your love and appreciation for all that they do to keep the office running smooth each day.

National Fun at Work Day: 5 – Have a silly & fun theme for this day. (For example, crazy hair, silly socks, decades day, etc.)

So there you have it, some fun & educational ways to help your patients and potential patients smile and exceed their expectations during the month of April.

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! Please CLICK HERE to schedule yours. Doctors only please.

To sign up for our mailing list CLICK HERE

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We All Screw Up

Dear Coaches,

Please help to settle a little disagreement in our office. A patient came in for a crown insert, but the crown was not here! We messed up by putting the wrong date on the lab slip. My assistant thought that we should tell the patient that the lab did not deliver the crown on time. I thought a better answer was that we looked at the crown and were not happy with the quality. Who is right?

Thanks,

Dr. Lynne Jeffries
Manchester, NH

Lynne,

Thanks so much for your question. It can be tough to figure out what to do when things go wrong in your office.

Maybe (as in your case) a patient came in for their insert appointment and the crown was not back from the lab.

Or possibly you had a schedule malfunction and couldn’t see a patient when they came in.

Or maybe your insurance estimate was way off and the patient was pissed because they owed a lot more than they were originally told.

The list can go on and on because no matter how conscientious we are, screw-ups happen. But there is a pretty simple three-step formula for taking care of them.

Tell the truth.

Trying to fudge the truth to appease a patient or telling a white lie to make the doctor or team member look better rarely works. And of course as the saying goes, when you tell the truth you never have to remember what you said!

Take responsibility and apologize.

So don’t “blame it on the lab.” Even if it was the lab’s fault, that excuse looks about as hollow as saying the dog ate your homework (or blaming any other situation on the dog). The fact is – anything that happens is ultimately the responsibility of the practice.

Make restitution.

Waive the fee. Give a Starbucks gift certificate. (It’s great to have a stack of these around the office.) If the patient is being reasonable, do your best to accommodate.

Simple? Yes. The right thing to do? Absolutely! When you screw up – admit it, apologize, and make it better!

We had a minor mess-up at The Madow Brothers office last week. We had the tuition incorrect for our upcoming “Deeper Than Dentistry” seminar, which will take place on Friday March 23rd. So for that – we take full responsibility and we are very sorry!

To see the correct (low!!) tuition and to find out more about this unique and life-changing (seriously!) course, visit www.deeperthandentistry.com!

Hope to see you there!

Coach Rich
Coach Dave

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

To sign up for our mailing list CLICK HERE

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What Does “CDA” Really Stand For?

Dear Coaches,

I am at the end of my rope. My dental assistant has been with me for six years and the patients love her. She is a decent enough dental assistant – she is not always on the ball but she knows the procedures pretty well and after six years she knows my clinical routines. 

The problem is her attitude. She shows up late several days per week and cruises into the morning huddle like she didn’t do anything wrong. She refuses to do work that is “below her,” such as confirmation calls, even if she has down time.

She can also be a bit of a rabble-rouser with the other members of the team. I have noticed that everyone else has a great attitude and are real team players, but as soon as Diana enters the picture everyone starts fighting and pointing fingers. Last week she threatened not to attend the annual team Christmas dinner unless we changed the location to a fancy steak house, even though it was already on the schedule. She also bad-mouths other team members (and me!) in front of the patients. She won’t attend CE courses even though I pay her to do so. I have warned her about all of these things several times and she promises to change but never does. It actually seems like she is getting worse. I am wondering if CDA stands for Certified Dental A-hole! What should I do?

Dr. R Fader
Bayonne, NJ

 
Dr. Fader,

You sure ask a lot of questions for someone from New Jersey. So we have a few for you.

1) Who owns this practice?
2) What kind of dirt does Diana have on you?
3) Why are you so afraid of this person?
4) Are you out of your mind?

As coaches, we rarely go into a practice and recommend firing a team member. That is the reason some people are afraid of coaches, and we recognize that.

However, the situation you describe, if it is indeed accurate, is pretty horrendous. Unacceptable behavior. Multiple warnings. One person bringing down the entire practice. You know what to do. We know what to do. So stop being a wimp. It’s time Diana gets the opportunity to “contribute” somewhere else!!
 
Coach Rich
Coach Dave

 
Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.

Quickies In The Office?

Welcome back to Coaches Corner! We are happy to share our years of experience working with dental offices all across North America.

Today we will be sharing some “quickies” from our Coaches Corner mailbox.

Q: How do you get Google to remove fake reviews?  I have tried contacting them but have gotten nowhere whatsoever. There are three fake reviews on my google review page, two stating I am young and inexperienced. I am 62 and have been practicing dentistry since 1979!

None of them are my patients. The thing I did do is to respond to the reviews, stating they are false and that they are not patients of mine, but it would be good if Google can remove them to keep my 5 star rating intact.

Thanks,
Ira Biderman DDS
Howard Beach, NY

A: Ira,

We just checked your reviews. You handled the responses to the poor ones very well, and your many five-star reviews speak for themselves. The thing you don’t want to do (and what you have avoided) is to get into a “pissing contest” with an unhappy or fake patient.

Our advice – getting Google to drop the fake or poor reviews is nearly impossible (the old freedom of the press thing!!), so stop driving yourself nuts. Your reviews are fantastic – just keep getting more good ones. If we were looking for a dentist and saw those reviews we would go to you in a second!! Remember, the more positive reviews you get, the more buried the fake ones are.

Q: Hi guys, my name is Fredric Siegel, a Promail user for 20+ years.  When a patient does not have the funds and doesn’t qualify for Care Credit, I would offer a ” lay-away” type arrangement.  Patients make payments till almost paid, then do the treatment.  This way it’s done and paid, a win win situation.

Best wishes,
Dr. Fred Siegel
New Rochelle, NY

A: Thanks for a great tip Fred. And we are pleased as punch that Promail is helping you get new patients! Check out our New Patient Postcards as well. And please give our regards to Rob and Laura!!

Q: Great rebranding of “The Madow Brothers” to “The Madow Center For Dental Practice Success.” What made you want to make that change?

Michelle Lynn,
Boca Raton, FL

A: Hello Michelle – and thanks for noticing.

Maybe it came from our reluctance to “toot our own horns…” but we realized that of all the people we have the honor of reaching through our e-letters, live seminars, articles, blogs, etc. – many do not really know what we do!! So it just made sense to utilize a name that says it all, and we feel The Madow Center For Dental Practice Success does just that.

After all, we LOVE coaching individual dental practices – but many folks didn’t even know we do that!! We produce in-office training programs, have new patient marketing programs, and more – and they are all designed with one thing in mind – the success of YOUR dental practice!

So it’s not just a name – we are proud to be “The Madow Center For Dental Practice Success!”

Coach Rich
Coach Dave

Dr. David Madow and Dr. Richard Madow are actual dentists who have been helping dental offices become more successful for over 28 years. They are down to earth, real people who personally connect with their clients and are proud to call them friends. If you have a question for this column, please write to them at coaches@madow.com. We are now offering a complimentary 30-minute coaching session! Please CLICK HERE to schedule yours. Doctors only please.