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1. Take the Test! Take the time to sit down with your entire team and honestly evaluate where you are today. Give yourself five points for every one of the 20 which you can say you routinely do … and do well . 2. Triage the List. Let’s say you’ve already nailed five of these. You have 15 left to go. Put them in the order, Nos. 1–15 (or however many you still need to deploy) based upon which you feel would have the most positive impact on your practice. 3. Respect TOBI! Once you’ve got your list sorted and ordered to suit your needs, focus only on your No. 1 and allow your team to put the rest out of sight and out of mind. Even if it takes you the next two years … adding just one of these Gems every other month … following these three steps and eventually deploying most, if not all, of the above will have a radically positive effect on your patients’ health and the level of income and wealth you are able to derive from your practice.
Some patients come right out and say what they are thinking, while others may not say this but are absolutely thinking it. As Dentists, you and I are just too close to the money. Even if they love and trust us, we’re just too close. Whereas your patients see your Hygienist as separated from a direct connection with the money and as a result … YOUR PATIENTS ARE FAR MORE LIKELY TO BELIEVE THE NEED FOR CARE IN THE ABSENCE OF SYMPTOMS when they first hear of the problems from the Hygienist. By the time you walk in the room, you are merely a “second opinion.” A detailed explanation and team training on this concept (and how to get around the fact that a Hygienist can’t diagnose or treatment plan) can be found on the Members’ website:
Site Map GoldMine UnderGround Team Training Toolkit 053 BOBBLE HEADED DOG ACHIEVES MAXIMUM CASE ACCEPTANCE
This concludes our three-part series examining "The Difference Between Stagnation and Massive Success." Over the last 20 years, Elizabeth and I have had the honor and privilege to work with so many wonderful Doctors and teams. I’ve just shared the 20 commonalities we’ve found among the most outrageously successful dental practices.
Tom “The Gems Guy” Orent
P.S. Remember … you’re only one Gem away!
P.P.S. I’d love to hear from time to time how this 20-point Success Quiz has helped your practice grow. Shoot me an email now and then to Tom@1000Gems.com to let me know.
Here is my “prescription” for your success:
working for them, and when I asked to speak to their Marketing Implementer, they admitted that they never hired one. You can’t effectively deploy marketing campaigns by working on them only when you or your teammembers have some downtime, or it will never happen. Hire someone, give them an hourly salary (pay them a figure more enticing than minimum wage), and then add an incentive based on performance. While this person doesn’t need business or marketing expertise to excel in this role, they absolutely NEED to be an extrovert, and they NEED to be coachable. As long as they enjoy approaching and talking to current and prospective patients, your Gems Coach can train them with the rest. CREATING FACEBOOK ADS THATWORK After your Marketing Implementer has created a Facebook business page with you as the administrator, they can craft ad campaigns geared toward the specific demographic you want for a relatively low cost. For a Valentine’s Day promotion, I purchased a jar and a bag of candy. I filled the jar, took a photo, and paid Facebook $10 to ensure that the ad would run in front of 40–65 targeted people for a week. The post said, “Enter Our Valentine’s Day Contest to Win! Guess the number of candies in the jar, post your guess in the comments below, and then share on your Case Study: Jar Contest
By Lisa Weber, Certified GG12 Coach
Many dental practices see fewer new patients walk through their doors now than ever before. To combat this trend, you need to be proactive and find new means to increase production, profitability, and new patient flow. Whether you’ve been a part of the Gems Family for two weeks or two years, you’re likely aware that you have a wealth of marketing strategies available to you here on Planet Gems. But one of the easiest, least expensive, and most effective options is Facebook advertising. THE NUMBERS SPEAK FOR THEMSELVES As of December 2018, Facebook reported having 2.32 billion monthly active users, which is a 9 percent increase in users since the beginning of 2018. 1.52 billion people log onto Facebook every single day, and every 60 seconds, 510,000 comments are posted, 293,000 statuses are updated, and 136,000 photos are uploaded. Suffice it to say, while many people believe that
Facebook is becoming outdated, numbers like these prove that it is still as popular as ever.
While statistics concerning Facebook are certainly important, here are a few more numbers that are equally necessary to consider. 1-800 Dentist recently conducted a study showing that the average dental practice loses 10 percent of its patients per year. Say that you have 1,000 active patients, and you lose 10 percent of patients; this equates to losing 8.5 patients every 30 days. You MUST find ways to bring in new patients or your practice will continue to bleed. Enter Facebook advertising! THE FIRST (ANDMOST IMPORTANT) STEP Start by hiring a Marketing Implementer, if you don’t already have someone in the office whose focus is strictly marketing campaigns. I can’t tell you how many times I’ve met with members who’ve claimed that Facebook advertising wasn’t
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