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Are You Part Of The Forty Percent?

Our good friend Fred Joyal, co-founder of 1-800-DENTIST and one of the marketing geniuses behind Patient Activator, recently told us that amazingly forty percent of telephone calls placed to dental practices during normal business hours go unanswered.

Being the skeptics that we are, we immediately got on the phone and started randomly calling practices. Well “Guess” what? He was right!

During normal business hours either no one answered or we got an answering machine. The typical messages?

“If you are hearing this message during normal hours it means that we are busy treating other patients blah, blah, blah…..”

Let’s run that one through the patient translator and see what it says. Okay – here it is:

“Gee, this practice is way too busy to see me; guess I’ll call someone else!”

Here’s another common one:

“We are currently at lunch and will return at 1:30 PM.”

Different message, same patient reaction.

How many times have we heard the old adage that our dental practice is a business? And what business would not have their phones answered during normal business hours, particularly during the lunch hour when working people have time to make personal calls? It just doesn’t make sense.

So whether it means forwarding the office line to a cell phone if everyone vacates the office during lunch, paying someone to “babysit” the office on a day that you are closed, or hiring an extra team member if you seem to constantly be short-handed, do whatever it takes to make sure the phone is answered!

This one tip should increase both your new patients numbers and your production significantly, and will be worth every penny it takes to pay for the extra team coverage times ten! Oh – that is unless whoever is answering the phone is not properly trained in how to do so. But that’s a topic for a different day!

And, since we are on this subject, we need to give you a huge apology. Even though we try extremely hard to practice what we preach, every once in a while we have a slip up at The Madow Brothers office as well – as in yesterday!

Our special pre-announcement of the brand new “Love Dentistry In A Box” caused quite a stir, and there were times during the day when people got busy signals or put on hold for longer than we ever care to do. If you were caught in that situation, you have our sincere apology.

The good news is – the announcement we put up yesterday must have been a good one, because we were seriously slammed all day! The even better news is, if you didn’t get through or maybe even missed the announcement, it’s not too late! Check it out again by clicking here.

Or, if you don’t want to read the very cool announcement and just want to skip right to the information on “Love Dentistry In A Box,” well then just click here!

And then give us a call at 1-888-88-MADOW. We promise to answer the phone right away today and not put you on hold!!

Be One Of The First!

As you know from our seminars, daily e-blasts, webinars, Powerhouse, audio learning programs, and the many other things we do around here……

We LOVE teaching dentists and team members how to succeed beyond their wildest dreams and have fun while doing it!

And since you are on our daily e-mail list, we want to give you first crack at something that can truly change your practice forever!

No one else knows about it yet. As a matter of fact, it is technically in a “pre-release” stage right now. But we want you to get the jump on things – and have the ability to put some incredible practice building ideas in high gear before anyone else gets the chance!

After all, this is the kind of information you may not want your dental “neighbor” down the street to ever see!

Whether you are a doctor looking for a better practice and more income, or a team member who wants to do a better job, enjoy your work more, AND share in the new-found success of the practice, both in the financial rewards and more job satisfaction,  you gotta check this out.

And when you see what it is all about, you will see that we also make a somewhat outrageous guarantee that few people would ever attempt!

What is it? Just click here to find out!!

If you’re still curious but haven’t clicked yet, here are a few hints!

– It comes in a big box
– It gets delivered right to your door
– Here are some of the things contained in this “big box”—–

  • One simple thing to add to every patient exam (it will take 30 seconds or less) that can add more than $100,000 in treatment this year!
  • How to banish no-shows and cancellations once and for all!
  • Five million people per month go to Google when looking for a new dentist. Here’s how to get them to find your practice!
  • How to finally achieve 100% treatment planning success every single time! Imagine what would happen if you could perform all of the treatment your patients need!
  • Ready to grow? Here are ten simple lessons from the world’s greatest marketing company. You can use all of these in your practice for free!
  • Stop “educating” your patients – simply tell them this and they will beg you for treatment!
  • One of the coolest dental products we have ever seen – it will help grow your practice too.
  • Who makes the most money in dentistry (by far!) and why! It’s time to join in.
  • The number one key success factor in operating a profitable dental practice. It’s not what you think!! Don’t ignore this one.
  • Three simple things that can TRIPLE the value of every patient in your practice!
  • What a famous company did to increase their sales by 27% in one year and how you can do the same. It’s simple, costs no money, and anyone can do it!
  • Why a beautiful website may be doing nothing for your practice – and a butt ugly one may be bringing in new patients like crazy!
  • ONE SIMPLE THING that can quadruple the amount of new patients coming into your practice!
  • Actual phone calls made to dental practices – did we call yours?
  • Spend five seconds doing this and watch your no-shows vanish!
  • How to make sure that instead of throwing your business card away a prospective patient will keep it FOREVER!
  •  A treasured secret from a Japanese businessman that your colleagues do not know! It’s a real practice builder!
  • Turn the tables! Here’s a way to get specialists to send patients to YOU! It’s simple and it works!
  • A true “marketing machine” that will get everyone in your community to want to come to your practice. The great thing is – you already own it. Now learn what to do with it!
  • A simple thing to ask every patient in your practice to get them to refer others like crazy!
  • How to successfully present a $20,000 treatment plan in ninety seconds or less EVERY TIME!

 

  • Why tracking your new patients isn’t good enough. Track this statistic and get ready to see your new patient numbers explode!
  • What the “Four Most Dangerous Words” in dentistry are and how to avoid having them ever said about you!
  • What to do when a patient says “I chipped a tooth” but they really need TONS of treatment! No need to scare them away.
  • Do patients ever call your practice during off hours to cancel their appointment on the answering machine? Here’s how to banish the “Coward Call” forever!
  • Forget the old way of newspapers, Yellow Pages and word of mouth – here’s how to use Facebook, Twitter, YouTube and more to grow your practice more quickly than ever. You can do this even if you are computer illiterate!
  • How to get the best practice building information delivered to you every single day for FREE!
  • The simple five second trick to see of your dental website is any good. Why have a website if it is not bringing you tons of new patients?
  • The number one most crucial thing that potential new patients search for when looking for a new dentist. If you don’t know this, you simply will not be found!
  • Seven “Magic Words” that will increase your practice by ten percent or more! Anyone can do it.
  • The hidden truth about laser dentistry that “they” don’t want you to know!
  • How to easily become the “go-to” dentist in your community!
  • Six amazing ways to “Slice and Dice” your overhead! Why work hard and not keep as much as you deserve?
  • The world’s second largest search engine (behind Google) is begging for dentists! Here’s how to get on there before your competition!
  • Ten “Incredible Practice Builders.” They are all easy, simple, inexpensive, fun, and will grow your practice like CRAZY!
  • High Tech Dentistry – what are the “must-haves” and the “must-nots?!”
  • Something everyone in the practice needs to carry with them at all times. It fits in a pocket or purse and will have new patients knocking at your door!
  • Want to know if your website is working well? Here’s how to get a free “report card” just for you!
  • How to easily lower the lease payments on your building even if your contract is not up!
  • Worried about your reputation? Here’s how to make sure good things are being said about you on the internet!
  • Most dental offices refuse to “open the door” to new patients and don’t even know it. Learn what a clothing store owner taught us so that your new patient door will ALWAYS be open!
  • How to truly “Super-Charge” your perio department. Knowing this can double your hygiene income!
  • Tired of re-makes and long adjustments? Here are simple secrets for getting the best work out of your dental lab!
  • The best, most powerful, practice building email service. Best of all, it’s FREE!

 

  • The true secrets to giving a painless injection EVERY SINGLE TIME. Talk about a practice builder – wow!!
  • Running late is killing your practice. Here is a simple tip so that you will never run late again!!
  • Something every dental practice has been doing forever that is incredibly counter-productive. (Yes – you too!!) Make this simple change and watch your patients thank you, your team become happier, and your profits rise!
  • What happens when a prospective new patient calls your practice after hours? Do they get an answering machine or service? Here’s an easy way to get them on your appointment book!
  • A simple way to “Mastermind” and share ideas with the best dental practices across the country!
  • How to get “shoppers” and other crazy callers off the phone and into your office!
  • How to claim your place on internet “local business” listings. You need to do this before your competition!
  • Six simple, effective “almost free” ways to get and keep new patients!
  • Why the high-pressure case presentation does not work – and what to do instead.
  • How to make sure your patients can actually afford the treatment they need and NEVER owe you money!
  • Why “pay half at the prep and half at the insert” is a recipe for disaster and what to do instead! Your patients will thank you!
  • Why you should never ask a patient “Would you like to schedule an appointment?” and what to say instead.
  • The proper way to present outside financing. This one “Magic Phrase” can bring hundreds of thousands of dollars into your practice!
  • How to have an “Invisible Sign” that works twenty-four hours a day, seven days a week to throw new patients right into your chairs!
  • One thing that needs to be in every single patient’s chart. They will love you for this and never leave your practice!
  • How to provide excellent patient care when you are on vacation!
  • The new patient appointment is the number one “no-show.” Here are three things to do so that never happens again!!
  • Put this in your reception area and get your entire community talking about your practice.  This one is totally off-the-wall and it works!
  • A really great way to get your patients fighting over who can refer more people to your practice!

What are these pictures worth?

We are down in sunny Boca Raton, FL getting ready to do our “Love Dentistry” seminar in front of a totally packed house today. Yesterday we were in Orlando and what a great group that was. Incredible energy in the room! Welcome to all of our new friends here today!

We just posted tons of pics from TBSE 2011 on our website and wow are they incredible! Feel free to check them out at http://www.tbse.com/tbse-photos/.

They say a picture is worth a thousand words. If that is true, these must be worth millions! If you were at TBSE 2011, see if you can find your and your team! If you were not there, please check them and you will see why they call it The Best Seminar EVER!

Either way, we know for sure we will see you on November 9-10, 2012 in Vegas, right?

Have a great weekend!

The Easiest Way To Lose New Dental Patients!

According to a recent study, over 30% of telephone calls to dental offices never actually get answered. Of course we didn’t believe this – so what did we do? Called a bunch of dental offices!

Believe it or not, our anecdotal research showed that it was indeed true. Amazingly, most offices did not have phone coverage during their day off (typically Wednesday, Friday, or both) and just about every single one had an answering machine on during the absolute best time for new patient calls – lunch! Even more amazing – it was not uncommon to get a message such as “We are busy treating patients right now and cannot answer the phone…..” YIKES! Why not just scream to a potential new patient – “We are too busy for you!”

Think about it – if you are closed one day per week with no phone coverage and put the answering machine on during lunch, you are automatically losing 30% of your calls. Many of those are potential new patients who will never call back!

Now think of how much it would cost you in staffing to have the phones answered during these times. With a new patient being worth anywhere from $3600 to $10,000 (depending on whose statistics you like) – can you really afford NOT to have the phones answered?? Having constant telephone coverage is a guaranteed way to increase new patient numbers AND existing patient satisfaction.

For more tips on scheduling LOTS more new patients, click here to find out about our great new program, Profitable Scheduling, or call us at 1-888-88-MADOW.

Become the Expert Dentist with a Press Release!

Here is a great idea that you should try as soon as possible in your dental practice.

Have you ever watched the Today Show or any of those other morning network shows? Let’s say they are doing a segment about depression. Typically, what they will do is have an expert on the show who can talk to the viewers about some aspect of depression. Perhaps the expert will talk about the “Five Warning Signs of Depression,” or maybe will reveal some “Safe Natural Cures for Depression.”

Is that “expert” who is being interviewed by Matt Lauer necessarily the smartest or the most qualified person to talk about depression? Most likely NOT!!! There are probably hundreds of people in the country who know more than this expert. So how did this particular person wind up on the Today Show and the others did not? Again, it comes down to simply knowing how to get the proper publicity!

Have you ever turned on the local TV and seen one of your colleagues being interviewed about dental implants? Or have you opened up your local newspaper and noticed a full-page article on whitening and the dentist down the street was the one they quoted? They made him look like he was the damn authority, didn’t they? How did you feel? I bet you were a little pissed off that they didn’t come to YOU for this information, right? You probably even know more than the schmohawk that they interviewed! Well, the only reason that you did not get the publicity is that you didn’t know how! Again, it’s that simple.

Dr. Mitchell Josephs has figured out how to get all of the free publicity that he wants down in Palm Beach, Florida. You’d better believe if the press in South Florida wants to do a story about snoring, gum disease, removable grills, or what to do in case of a dental emergency, they are going to contact Dr. Mitchell Josephs! Again … it’s not that he is necessarily the best dentist in Palm Beach (although I know he is pretty damn good), it’s just that he knows what to do to be known as the “expert” in his area!

How about you? Are you ready to become the local expert? I hope so, because you would not believe how many patients you will have knocking on your door once you are perceived as the expert. It’s insane. Think about it. Everyone wants to go to the “best dentist in town.” Are you the best? It doesn’t matter! The only important thing is that you are perceived as the best!

You may be thinking … “What can I do to become the local expert in ______________ (fill in your city here)?” Well, there are multiple things you will need to do. But the good news is that many of these are totally free! But I don’t want to get you scared so we will start slowly with just one very important thing. It is called a press release. It’s simple but powerful. A press release is generally a short (one page) piece of information that would be of interest to the public. If you want to become known in your area, you need to first write a press release and try to get it published in your local paper. I will now take you through it step by step.

First of all, you need to decide what you will write in your press release. Let me make this easy for you. It should be on a topic that not only the public would be interested in, but something that you have an interest in as well. For instance, if you have no interest in doing dental implants, do not write a press release about them (unless you want to have tons of potential implant patients knocking at your door)!

OK, let’s pick a simple topic for illustration purposes. We’re going to write about the effectiveness of over-the-counter whitening systems. How many times do your patients ask you if the tooth whitening kits at the local Target store are any good? I bet all the time. People want to know this stuff.

So you’ve got your topic. Now you need to think of a title. The title has to catch the editor’s attention. How about if our title is something like … “Do Over-the-Counter Tooth Whitening Systems Really Whiten Teeth?” That’s fairly catchy, isn’t it?
Now, I know you would like to sit back and have me do all the work for you but, sorry to say, it’s time for you to get your creative juices going. Here’s what I want you to do. Write a one-page “story” that will teach the readers exactly what they need to know. Tell them that the over-the-counter systems are very weak and could work fairly well in limited situations. Discuss why the concentrations of the “bleach” have to be weak. Maybe suggest which people would be best suited to trying over-the-counter whitening. Then tell who it’s not good for!

Make the story interesting and write in lay terms. No dental jargon! Write it in the third person, occasionally using your name. For example, you might say, “According to Dr. Jerry Katchke of Cliff Street Dental Associates in Columbus, many people get frustrated with these over-the-counter whitening systems because even if they work, the results do not last as long as most in-office products.” Be sure to talk about the whitening kiosks that are springing up in malls across the country too!

A few tips. Please do not make the story a blatant sales pitch for your office. If you do, it will not get printed! Make it pure information. Limit it to one typed page. At the top left, type the words “For immediate release.” This lets the publisher know that they are free to print this right away. At the top right, type your contact information. It can be your name, e-mail address, and phone number, or that of a team member. Either is OK.

Your headline should appear in Bold Letters! Then comes your story on over-the-counter whitening. At the very end of the story, type three pound signs like …
# # #

This tells the publisher there is no further copy.

Before you bring your press release to the publisher, be sure to have a proofreader check for typos, inconsistencies, grammatical errors, and to make sure that it is understandable to a nondental person. A poorly written article is worse than no article at all.

So now you have the ammunition as well as the knowledge to write your very first press release. Go ahead and give it a try. Again, please pick a topic that you like and that readers will be interested in! In the above example, your office will most likely receive calls from people who are interested in whitening and are seeking more information.

Next time I will help you pick which publication to send your press release to as well as give you some tips on how to actually send it and how to follow up once you do. But in the meantime, get writing!

One more thing before I close. I want to stress how powerful getting a press release published can be for your office. Because once you get one published, that is only the beginning to becoming the “expert dentist” in your area. I really hope you follow through with this step.

The Madow Brothers love teaching dentists! For more information on how to “Love Dentistry, Have Fun and Get Rich” check out www.madow.com.