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This was one of the best courses I have ever attended. It completely changed my professional life and gave me the tools to communicate better with my patients. Since the course my private income has increased over 90%, but even more amazing, my patients have had treatments with the latest technologies and materials because I can now help them understand better the benefits of these treatments. Sign up for it immediately!
Your course is really inspirational and energising: I have felt really motivated and focused since back in surgery and I have immediately experienced an increase in my private income. I am really committed to following your methods and your advice, I have found them absolutely life-changing. Thanks to your books and your course I have discovered how full of prejudices I am ( above all, that one toward money) and how bad my listening can be
Thank you for the webinar last night. Just thought I'd share something quite amazing with you; I've just "closed" £2k of anterior crowns on a patient. I hardly ever manage to secure treatment plans like that, all from the methods you mentioned in your webinar. Mostly from asking questions and from trying to describe solutions in a more exciting way using the patient's language, and then asking her to book in today rather than advising her to "have a think about it"
We are excited to continue to work with you as so far it has had the biggest impact on our business, we have already received a significant return back on our investment and staff morale
Essential changes like don't bring up the plan on the phone, photo book, video reviews and hand out some business cards together with asking for referrals alone has made your visit more than worth while.
I genuinely feel you have given me a blueprint to up our customer service to the next level. I can't wait for your next visit
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Posted on: 13-Oct-2016
When I visit dental practices in the UK, I am often surprised that many of these practices don't make a better effort in selling their consumables and oral health products. I regularly see half hearted, shabby displays, with empty shelves, often very dusty. When I ask at reception how are the consumable sales going, I get an unenthusiastic answer and the classic line, "We cannot compete with Tesco and Asda". Let's be honest who can? But if that is the mind-set of the practice, then we might as well give up now.
Did you know though that you could actually be sitting on a potential gold mine?
Only last year, when I was visiting a practice in Ireland, I was talking to the owner who informed me that his practice grossed over 70,000 euro from these sales. I think the practice had three dentists and maybe 9 other staff, so I would not say it was a particularly big practice.
While coaching a hygienist recently, she told me it was very difficult to get her clients to buy her teepees as they are cheaper at the supermarkets. If she starts off with this mindset then the likelihood of her making any sales will be zero.
To be able to present your products and services to your clients, you have got to have a very positive mindset and you need to have 100% belief in your products and services. If you don't believe in them yourself you may as well give up and find another job. You need to believe that you are not trying to sell to the patient but you are offering them the significant benefits of the products and they would be foolish not to buy them.
Yes, you are going to get the odd patient who says they will buy it in the supermarket because it is cheaper. The chances of them actually putting that on their shopping list are not great and you know as well as I do, they will not be buying the product. Have you ever seen a shopping list which reads..
The successful practice in Ireland I talked about had a beautiful display and they marketed and sold their products well. The dentist told me that when the team presented the products to their patients they would often say even though they were a few cents more expensive, it was more convenient to buy from them, that they had them in stock there and then and they most importantly sold the benefits of the convenience and better products that they had.
Don't take rejection personally. When you present your products to the patient, please accept that not everyone will be jumping for joy and buy them, some patients will say no. That's fine, but please do not let a "no" affect your confidence, and therefore take rejection personally. Some will, some won't, so what, next. Feedback I often get from clients is that when they hear a "no", they take it personally, lose confidence and stop offering these essential products to their patients. My view is move on to the next one and never dwell on the previous one. These "no's" can, if anything make you stronger especially if the next one is a "yes".