The Least You Can Do!

One way to think about running the most profitable dental practice is to figure out what the least you can do is, and just do that. That’s actually what many of the so-called “consultants” out there are teaching.

Spend more quality time with a patient? Heck no, get them out quickly in order to get to the next one. Send more staff to that great CE course? That’s a crazy idea! Way too expensive. Hot towels after an appointment? Come on now, that increases overhead. So does soft toilet paper in the restroom. Use the stuff that feels like sandpaper. Answering the phone in fewer rings… what’s the point? No sense being kind, looking people in the eye, being open or welcoming or grateful. That takes positive energy. Doing the least acceptable amount is the way to maximize short-term profit.

Of course, there’s a different strategy, a crazy alternative that seems to work: do the most you can do instead of the least.

Radically over-deliver.

Turns out that this is a cheap and effective marketing technique.


Thanks to our friend Seth Godin!

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