Dental Unfiltered Episode 102 - S-E-Double Hockey Sticks: SELL
Jul 1, 2025
Explore the pivotal role of sales in dentistry, where patient trust is essential. Discover the evolution of treatment coordinators and the importance of tracking acceptance rates for success. Delve into the challenges of employee performance and finding the right cultural fit within practices. Uncover strategies for improving patient conversion rates through effective communication. Learn why strong sales skills and innovative recruitment can transform dental practices, enhancing both patient care and revenue.
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Dentistry is Inherent Sales
- Every dental professional is inherently involved in sales as trust and emotional transfer are key.
- Patients choose their dental caregiver for years, making this type of sales critical and unique.
Close Rate Drives Practice Success
- Treatment coordinators' close rates vary widely, greatly impacting office success.
- High close rates (70-80%) propel growth, whereas low close rates (30-40%) limit potential despite patient flow.
Track and Incentivize Close Rates
- Track individual treatment coordinator close rates daily and send weekly standings to encourage accountability.
- Use bonuses to foster friendly competition and motivate better performance.