A shopper is on the phone, and the patient has refused even a FREE consultation appointment. Since you know they are not scheduling, you have nothing to lose (and possibly a new patient to gain) by asking them a couple of quick questions. About 90% of them will still say thanks, but no thanks. But how cool (profitable!) would it be if you could begin converting 10% of all prospective new patients who called but were not going to schedule? “Sure, Mrs. Jones, I understand you’re not quite ready to set up an appointment just yet … but let me share one thing with you … “I’ve been in dentistry for seven (fill in your number of years) years now, and if my spouse were relocated to Phoenix tomorrow for a job change … there are four critical questions I’d want answered before I’d even consider setting up an appointment with any dentist.”
2. “And I’d ask if the office uses air abrasion technology that allows the Dentist to fix small cavities with NO DRILL and NO SHOT!” 3. “Before I would even consider setting up even a consultation, I’d be CERTAIN that the Dentist has early morning and/or late hours (e.g., 7 a.m. or at least to 7–8 p.m.) because there’s no way we want to be leaving in the middle of work to go to the dentist if we don’t need to!” 4. If the caller told you they don’t have dental insurance, you can say: “Mrs. Jones, if my spouse and I didn’t have dental insurance, I’d want to be certain that the practice I chose offers a Dental Health Benefits Savings Plan for those of us without insurance.”
implants … THE latest technique that allows them to place the implants in just one visit, walk out able to eat ANYTHING they want, and EVEN use their OLD denture on the new implants!” 6. “Of course, I’d be ABSOLUTELY CERTAIN that Dentist was using a DIGITAL X-RAY system in order to reduce radiation to you and your family by 90% of what’s still used by many dentists today.” 7. “I’d ask about Invisalign … the new invisible braces technique where you don’t even need to wear brackets or wires to get your teeth straightened!” Give out these tips and get your caller thinking. You just might hear from them again in the near future.
5. “I would want to know if this Dentist was certified in the newest FDA-approved mini
Each question should eliminate 1/2 to 3/4 of your local other general dentists!
Choose four questions total. Use some of these if they apply, and/or create some of your own. Which questions you use is not important. Most important, use things that differentiate you SO MUCH that VERY FEW other offices could ethically answer YES if asked these questions. Here they are. 1. “Mrs. Jones, you know I’d ask if that office uses an FDA-approved laser cavity finder … because the research shows that offices NOT using this device are missing 76% of all of THE most common cavities!”
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