One of the suggestions that I make to client TCs that I am coaching is to send me their more difficult patient consults when selecting videotaped cases for review; the…
You are in a business in which the Economic Buyer – the person releasing the funds for treatment – is often not in attendance for the initial consultation. This fact…
A sales-related problem inherent to the orthodontic profession is the fact that, in many cases, not all parties are present for the consultation, and so what goes home to the family…
One idea that I’ve been asked my opinion on several times by doctors is the feasibility of recording a video presentation for the non-attending spouse, copying this to a disk, and…
We’ve all heard the phrase, “you have one opportunity to make a first impression”. In your business, the first impression that your practice makes on a future patient is the…
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”…
