BRITISH DENTAL ASSOCIATION – WHEN ANISH MET ASHLEY

I have often heard that students are clinically ready to head out into the world of dentistry, but when they do so they’re bright-eyed and not rounded professionals ready to hit the ground running. That’s not a criticism – far from it. More of an observation from many senior voices within the profession. One of those areas is a soft skill that takes a lot of hard work – even for seasoned dental professionals. Discussing finances with patients can be difficult, so Anish Patel spoke to Ashley Latter about how students can be ready to make the leap.

Copy this link to your browser to read the article http://www.ashleylatter.com/learning-zone/british-dental-association-when-anish-met-ashley

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IMPLEMENT THIS ONE IDEA TO INCREASE THE NUMBER OF ENQUIRIES TO YOUR PRACTICE

Asking your patients if they will do a video can be uncomfortable, but the more you do ask, the easier it will become, I promise it will become more comfortable the more you ask. However, just consider the benefits of having these videos.

Make it a mission in your practice to ask for video testimonials at the end of treatment, I think you will be surprised how many will do them for you. Put them on your website and have them ready to show patients on an iPad or computer.

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TIME TO THINK DIFFERENTLY

During the last 25 years, I have personally delivered more than 24,000 hours of business training to the dental market, all over the world. I have delivered these programmes in practices and in venues. During this time, I have discovered what the brilliant practices do and they have a very common thread – they are all very proactive. I have also discovered that they do things a little differently to other practices, so here are five off-the-wall strategies to help grow your turnover and profits.

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LEARN WHEN IT’S CONVENIENT FOR YOU

We appreciate that your time is valuable and not everyone can afford to take two days off work, sometimes three with travel to attend my two day Ethical Sales and Communication Programme.

With this in mind we are delighted to introduce to you The NEW Ethical Sales and Communication Online Programme with a special offer. We have 20 voucher codes to give away….

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MAKE YOUR TEAM MEETINGS MORE PRODUCTIVE

Everybody loves a juggler! The precise and skillful way in which they can keep all those balls in the air, without even appearing to break sweat; it can be mesmerising to watch.

In many ways, practice managers, are the jugglers of the dental profession, moving from task to task, dealing with each individual issue, focused and dedicated to resolving every challenge, without ever dropping a single ball.

Top class communication skills are crucial in order to maximise results from team meetings and encourage your team come up with ideas to take your practice to the next level. Here are five easy steps to make your meetings more productive.

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HOW TO SELL MORE CONSUMABLES

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?

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HOW TO DEAL WITH A CUSTOMER COMPLAINT

Although no one likes receiving a complaint, they present you with an opportunity to identify and rectify specific problems with your current systems or service. They can also help you to develop your relationship with your patient, by allowing you to demonstrate that you value their business by taking their concerns seriously and dealing with their complaint. So believe it or not, they are good for business. It gives you an opportunity to become a hero; however, it also means that if you don’t deal with it effectively, you can become a villain

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HOW TO BE A GOOD LEADER TO YOUR TEAM

One of the biggest challenges a leader faces is influencing their team, getting the best out of them and of course getting them to do jobs willingly with a smile on their face.

How many times have you ever woken up in the middle of the night thinking about a difficult team member or how you can sell an idea to the dentist? If this is you, then don’t worry you are not on your own. There are probably hundreds of Practice Managers up and down the country facing the same challenges.

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TURN MORE ENQUIRES INTO APPOINTMENTS

Have you ever considered how much a new Patient is worth to your Practice? In fact have you ever had the discussion at a team meeting to discuss this all so important question?

If you have heard me speak, or maybe read some of my previous articles you will know that a new patient enquiry to your Practice could be worth at least £5,000. If a new patient joins your Practice, maybe joins your plan and sticks around for ten years, has a little bit of treatment, they will probably spend that amount with you. That does not include any referrals that they may also introduce to the Practice.

Without doubt the Reception Team are the most important people within the Dental Practice. They are the first point of contact when a patient either telephones or visits.

Here are seven simple tips to help Receptionists deal with new enquiries to ensure they are most productive and profitable.

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THREE QUESTIONS TO ASK IN A COSMETIC CONSULTATION

Which three questions can you ask in a cosmetic consultation to help you build incredible trust with your patients and have more patients saying YES to your treatment plans?

When you are presenting a cosmetic treatment plan to a patient, they are buying your treatment plan based on emotion and they back up their decision based on logic. If you want them to proceed with your treatment plan, then you must deliver it to them in an emotional way. Many dentists find this challenging as they are technical people by nature and often like to talk about features of their services. It’s not what the patients are interested in.

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THE BIGGEST COMMUNICATION MISTAKE

What happens when you prejudge patients?
1. You may be costing yourself many thousands of pounds’ worth of new opportunities for you and your Practice.
2. By not making your patients aware of all the options, you will be denying them the opportunity to choose their favourite. You won’t even be making them aware of your diverse range of treatments. Remember: as a matter of informed consent, it is important that you do mention all the options.
3. You will be missing out on delivering technical skills that you have probably spent hundreds of hours learning – skills which you may well have developed during weekends and nights away from your family. Some of these courses will have cost you thousands of pounds, not to mention the amount of kit you will have invested in that will now have to remain pristine in its box!

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THE POWER OF EVIDENCE

Nowadays we all spend time researching a product before we make a purchase. The internet makes this very easy to do from our own home. Whether its a new piece of furniture or a car or even a hair-dryer lots of us will go on line and search for information and customer reviews. We feel more comfortable parting with our money on a product that has a good review. We can apply this same rule to our Dental Practice. Do you have a video of your Practice on your home page which includes Patient reviews? How about testimonial letters in a nice folder in your waiting room? You will of course need your patients permission for this but if you do an outstanding job for them, on the whole, they will want to help you

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15 TIPS TO BE AN OUTSTANDING COMMUNICATOR

In business, and life it is essentially important for you to be able to get your point across, whether it is to patients on a one to one basis, whether you are giving a formal presentation to an audience, presenting to your team at a meeting or presenting to your referring dentists, you are always communicating. If you want other dentists to refer patients to you, they will only do so if you are outstanding in front of them. Even when you conduct team meetings, you are selling ideas to your team; they will only take them on board if you can convince them. The fear of public speaking is very real. However, there are techniques to help you overcome your fears. There are even ways to help harness your energy in a positive way.

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THE DIFFERENCE BETWEEN EXCELLENCE AND MEDIOCRITY

Throughout my 24 years as a Business Coach, I have spent hundreds of hours working, socializing, and interviewing very successful people. They have many traits. They are persistent, if you knock them down, they bounce back, smile and start all over again. They take responsibility for their own lives and for their own results. If things don’t go quite as well as they would like, they don’t blame other people, or circumstances for their results. They never make excuses.

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REJECTION – COUNT TO FIVE, FORGET IT AND MOVE ON

If a patient does not say yes to a treatment plan do you take it personally? Could it sometimes affect the dialogue you have with the next patient? The truth is there are many reasons why a patient may not wish to go ahead. It could be for example that you have not asked enough questions..or it could just be that their dental health or a great smile is not important enough to that patient in which case there is absolutely nothing you can do and you need to forget about it, move on and be sure it does not affect your next appointment.

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KEEP IT SIMPLE

If you are a dentist or an orthodontist, I have some news that might upset you.

As an orthodontist, I am not sure your patients are interested in the fact that the treatment you are suggesting is made up of “passive self ligating brackets, which have low frictional forces using heat activated NiTi wires containing six per cent copper”. Similarly, if you are a dentist telling your patients that “an implant is a titanium screw surgically screwed into your jawbone under anaesthetic” is technical information that your patient may not understand.

The problem with too much technical information is that it can confuse the patient and even put them off taking up your treatment

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THE PERFECT CONSULTATION

I received this email from Simon Belford and I have had permission to share his experience with a brand new patient with you. Please read and observe The Perfect Consultation. Simon has taken my Ethical Sales & Communication Programme several times

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TWELVE STRATEGIES TO INCREASE YOUR MAINTENANCE PLAN SALES BY AT LEAST 25% IN THE NEXT 3 MONTHS

We all know the benefits to our practices if we have as many of our patients as possible join our plan, such as regular income, patient loyalty and not to mention money coming in whilst being on holiday! The big question is how do you grow the numbers and how do you get to hear a yes more often?
Here are 12 suggestions that if implemented can torpedo the sales of your plan.. Let me know how you get on!

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