THE INSIDE SECRET OF AVOIDING CANCELATIONS AND “NO-SHOWS”

DON’T LOSE THAT PATIENT! SUCCESS is in the follow-thru.

A first time patient may have been very impressed with the warmth and consideration shown by the Dentist and the dental team. The patient seemed eager to get started and the next appointment was made. A Treatment Plan was prepared, to be presented, or to begin. A week has passed and the patient has just called to cancel or, even worse…. does not show for the appointment. What went wrong?

In almost all cases, the disjunction was caused by a lack of continuous COMMUNICATION.

3-3-13 EINSTEIN- DISCOVERY

Here are few ideas to keep our patient engaged between visits by follow-thru. Please add your great ideas to the list. The objective is to build a lifelong relationship with our patient.

1. Send a New Patient Welcome Package after their first call to let them know how pleased you are that they chose you.
2. A friendly, engaging Confirmation Call– referring to the patient’s “clinical concerns“. Remember that this appointment is about THEM.
3. A visit-ending “debriefing”, recapping what was done today and the importance of the next visit. Stress the clinical concerns. Do this for closure at the end of every visit.
4. A follow-up letter or e-mail .telling them how you enjoyed meeting them and welcoming them into your family of patients.
5. Ask for permission to send them monthly e-newsletters with timely, interesting and fun-packed health-oriented information.

Does this seem like a waste of important administrative (front desk) time? Compare this investment to the loss of one hour in your schedule.

Make the right pitch and follow-thru. To a baseball pitcher, the trajectory of your arm, after the release of the ball, is a critical component to get the ball to a predictable location. You’re playing on a large field; DON’T LOSE THAT PATIENT! SUCCESS is in the follow-thru.

8-24-11-b.jpg

These are a few ideas for a start. What do YOU do, between visits, to maintain and grow that relationship, and make your patient eagerly look forward to that next appointment?

Do you want to read more about Schedule Productivity?
http://wp.me/p1OXM3-aS : “How to fill a dental schedule hole caused by a last minute cancelation?”

DOCTOR: Is “The ECONOMY” affecting YOUR Dental Practice? Why?

The only ECONOMY you should be concerned about is the ECONOMY OF YOUR TIME.
 Let others complain about a weak Economy; YOU know how YOU can flourish.
 
Plan your day
Use the Morning Huddle. Coordinate your dental team for the day to work cohesively, create a seamless flow, increase efficiency, reduce stress, and provide exceptional patient care. 
Schedule your patients for efficiency and production
See the “high production” services at the start of the day and first after the lunch break – when you are at your peak concentration and performance. 
Create a “uniqueness ” for your dental practice, and Brand yourself with it.
Stay consistent and don’t get distracted from your plan and its OUTCOMES. 
Select your Resources for economy and “one stop shopping”
Use a service like the Dental Mall Online to save your time and money, and select from vetted, reliable, vendors.
 
Don’t pour money down the drain. TIME is money.
  “Dost thou love life?

Then do not squander time, for time is the stuff life is made of .”

– Ben Franklin

The creator of the first Post Office in the United States,

depicted on the first adhesive American postage stamp (1847).