How to Prepare When “Winter Is Coming”

Jun 21, 2018

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Key Takeaways:

A lot of general dentistry practices see a slump in the summertime. Kids are off school so parents focus more on their dental care.
Boulden predicts what is done in March will predict business for April, May, and June.
Cycles happen and they are normal.
Oral surgeons tend to have busy months, so take advantage of those procedures.
During downturns pay attention to pre-appointment rates. What % of your patients are leaving with another appointment scheduled? If you’re in the 90% range you have an iconic practice.
Pre-appointment rates have the highest correlated number for profitability and overall practice size.
Have your providers with high pre-appointment rates train those who are lower on how they do it.
Also look at your revenue per patient and work on growing that number.
Focus on the # of visits, avg production per patient per visit, and profit rate.
Only 11% of what can be maximized on dental insurance is being used.
Marketing isn’t print ads anymore; it’s influencer marketing, spending on patients, social media, etc. Focus your dollars on where people’s attention is.
Today it takes about 20 impressions of an ad before people choose to act.
Influencer marketing is currently very low-priced attention.
Authentic testimonial videos are GOLD.
Videos don’t have to be super-well produced. People respect unpolished testimonials and often weight them as more authentic.
Find a dental advocate who wants success for you. Bounce your ideas off them and share tips and tricks.

References:

Tweetables:

Use pain as a motivator. – Dr. Craig Spodak

You get what you focus on. – Dr. Peter Boulden

Influence is the difference. – Dr. Craig Spodak