Since we began teaching dental offices telephone techniques and scheduling strategies way back in 1995, it seems as though we have seen it all. If you have been to one of our seminars and have heard us do live “secret shopper” calls to dental offices, you may have an idea of some of the difficult questions and problems that a typical dental team member has to field on a daily basis.
“Do you take my insurance?” (It’s the worst HMO in the world.)
“How much is a cleaning?” (It’s only been ten years and my gums are dripping blood.)
“What should I do for a chipped tooth?” (It’s actually a dangling piece of amalgam being held in by gravity.)
These kinds of things can drive you crazy, especially since we all want to do the best we can for our patients and members of our community. But sometimes when you are not sure what to do, giving the caller something for free can mean getting a fantastic new patient.
Recently on our monthly Audio Series (check it out if you want two FREE CDs!!) – we interviewed Dr. Vince Monticciolo, a general practitioner in Florida. With only two associates, he gets hundreds of new patients each month and produces and collects over seven million dollars per year!! Yes – that is seven million!!!
How does he do it? Well, obviously there are many things that go into that – but his absolute best way of getting new patients is to give something away. In Dr. Vince’s case, it is a free exam with radiographs. When a potential new patient calls with one of those impossible questions (or any question for that matter) they are immediately offered a FREE exam and x-rays. Many people have told Vince he is crazy for giving away these services. But then again, none of them have seven million dollar practices!
He also uses this technique in his marketing pieces. All new patients receive a free exam and x-rays. Does it cost a little bit in time and overhead? Sure. But it is all part of an overall strategy to get new patients in the door. After all, if they never come into your office, there is zero chance of any treatment being done!!
So next time someone calls on the phone with a question that you find difficult to answer, try offering a free consult, or better yet, free exam and x-rays. Then you will have the chance to work the magic!!
If you are not getting all of the new patients you want, it may be due to improper staff telephone training. Our new Profitable Scheduling program covers how to answer all of the difficult questions that potential new patients ask (like the ones above) plus many more proven strategies to get people off of the telephone and into your office! Check it out by clicking here.
Also, speaking of giving things away (which we love to do), on Wednesday November 4th at 8:00 PM Eastern Time we are hosting a FREE teleseminar on how to grow your practice like never before using Social Media Marketing. This is the hottest topic in dentistry, and now you can see what all of the excitement is about.
Here are the details:
FREE Dental Social Media Teleconference with The Madow Brothers
Wednesday November 4th
8:00 PM Eastern Time
Enter passcode: 547807#
Call in a few minutes early – it may be crowded!!
And don’t forget – sometimes you have to give a little to get a lot!!