When, and How, to Present Contracts
Most of you think of closing new business as the act of signing a contract, and that’s understandable. The real estate business even refers to the transfer of property as taking place “at closing”. However, ‘closing’ really isn’t signing paperwork. Making the decision to move forward with a purchase, and then formally committing the agreement […]
The Case for Reducing OBS Cases
In previous posts I have noted that, from a case-acceptance-rate perspective, cases going into observation fall into the ‘non-qualified’ category, meaning that these are visitors that could not start treatment if they wanted to. Of course, most practices welcome observation cases for the opportunity to establish a relationship early on with a future patient, and […]
Reasons for Fluctuations in Your Case Acceptance Rate
A common trend I see when reviewing practice case acceptance rates is a wide fluctuation in these numbers from one month to another, with no logical pattern or trend. In fact, it is not unusual when looking over a year’s worth of month-to-month data to see a difference in excess of 50% between the high […]
How to Start More Adult Cases
For most practices that I work with, adult cases represent between twenty and thirty percent of their total patients. Most practices that I work with also feel that adult cases are a more difficult “sell” than child cases. Yes, they are, and there is a good reason for it. If you want to improve your […]
Doctor Interpersonal Skills for Initial Consultations
One of my client doctors sent this quote to me via email this past week. From a corporate sales executive, it is good advice for all of us: “Business is personal. Stand out by making a real emotional connection that touches your prospects and makes them feel understood and cared about. Focus on making a […]
Appliance Choices and the Fee Presentation
In previous posts I have emphasized the importance of helping patients select a single treatment plan during the consultation. For the doctor, this means taking an “if it were me” approach to selecting the best treatment plan when there are multiple options; as I have noted previously, leaving the decision on how best to proceed […]
The High Cost of Being Right
I have been a loyal, weekly customer of a local dry cleaner for several years. When it comes to my shirts, I learned some time ago to check them for spots and if found, to spray and wash them before taking them in, because dry-cleaners will permanently “tattoo” them into clothing otherwise. At any rate, […]
Should You Text Pending Cases During Follow-Up?
Several months ago, I visited a favorite antique store, looking for furniture for my new home. Once of the sales people there, a woman named Julie, introduced herself and showed me around the place. I mentioned during the walk-around that I was looking for a specific piece of furniture, and she offered to let me […]
How to Use Hand-Held Devices in NP Consultations
Those of you who have worked with me know how I stress the use of visuals to communicate value in your business. Your deliverable, in the eyes of the patient, is the finished result, which is why the use of visual tools in your presentations is central to winning cases. It is also why I […]
How to Get Around FSA Start Postponement
Once again, we find ourselves at that time of year when Mom and Dad want to talk now and start Junior’s treatment later – later here being after January 1st, when flex funds become available. You can’t blame your patients for thinking that way; it makes perfectly good economic sense to them to wait. At […]