Big Case Dental Practice Marketing Blog
Just what impact can better “selling” have on different practice models in today’s economy.
There’s little doubt that the world is permanently different following the recession. I’m working on a presentation for the AAID’s national meeting in Vegas next month and needless to say, part of the discussion will include these changing realities.
The lesson for today: While the world has changed and continues to do so, and a lot of practices are struggling with this fact, some practices are refusing to address it or seek solutions. Practices are refusing to make decisions on which practice model they are in. Some will either evolve into one that heavily promotes for and performs mostly fee for service cases, or a practice that moves into the single tooth “dollar store” commodity model.
Just be aware that no decision is also a decision in that it competitors and the whims of the market will decide for you.
Regardless of which model you choose, are choosing, or will wind up having chosen for you (see no decision above), the ability to ethically and confidently discuss treatment and to not shock or embarrass patients who can or can’t afford treatment in either model, is a big deal.
Professional responsibility demands it. Economics demand it even more so. That same ability, regardless of model, ultimately translates into how successful one is economically, in BOTH models.
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The AAID meeting is fast approaching in Vegas. Dr. McAnally, CEO of Big Case Marketing, will be delivering a podium presentation at 8AM October 20th on ‘Finding the Right Patient–It takes more than an ad.’ Most dentists have the misconception that they are simply missing the one “magic” ad. This presentation shows that yes, great ads are a necessity, but there are other key factors that can be effective. During the afternoon, Dr. McAnally will be providing a two hour work-shop on the basics of case acceptance.
See you in Vegas!
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We’ve been talking a lot about the world’s first online case presentation training program teaching a system for ethically selling dentistry now in use on more continents than any other.
I’m so confident in the program and what we’re putting into the first two months that if you gives us 60 days to train your and your team, it will put $60,000.00 into Your Practice.
How can we promise you $60,000 in 60 days? While the increase will likely be more, especially for those with higher levels of clinical skills, for the average practice, $60,000 is a good starting point. We have four ways we make this predictably happen in the first two months:
#1: Month 1 Program Training Session delivers three major case acceptance boosters effecting every case being presented in the practice immediately from single teeth, quadrants, and up.
#2: Month 1 Bonus Presentation: A brand new, exclusive to our members only, training about Appropriate Pricing. Getting the fees you deserve usually involve a resetting of your thinking and eliminating misconceptions about pricing. Presentation number 1 takes care of this.
#3: Month 2 Program Training Session delivers two more major case acceptance boosters that effects whether a patient opts for a better treatment option including the truth about what motivates decision making.
#4: Month 2 Bonus Presentation: A second, brand new, members only Part II of Appropriate Pricing. There are 17 laws of dental fees and this presentation gives you the tactical (to do) steps on getting the fees you deserve.
Thus, the first two trainings of the Maximum Case Acceptance System, the boosters contained in the first two months, and the two Appropriate fee presentations will return to anyone implementing what’s taught—literally $60,000.00 in 60 days.
Best of all…….if you’re unhappy with your results, we’ll courtesly return your latest month’s tuition. Zero risk–All gain…..
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Two items crossing my desk this morning of note.
Item #1. August 15th’s ADA News. Am I in a time warp or what? While you won’t have any of the pertinent news in this publication that actually effects practices what you will find is the following:
“Barriers statement” discussing those who don’t have dental care. Same discussion as the one I observed BEFORE I was in dental school in the 80′s and that has continued to this day. Not new.
“University reaches out to Native Americans.” Shortage of native americans as dentists. 70′s, 80′s, 90′s, 00′s, and 10′s. Nothings changed and it’s not “NEW”s.
“New dentist optimism.” Aren’t most new dentists optimistic especially until they realize what they don’t know? Has that changed and is it new news? Nope.
“Antibiotic prophy ineffective against endocarditis.” That data has been around since the 80′s and 90′s. Again…..not much new under the sun here to call news.
Item #2: Real news of import to all in private practice. WSJ in-depth report on how P&G is dealing with the “Hourglass” economic changes underway in the US middle classes. Every dentist could benefit from buying the journal today to read this story. Take-home message. If you aren’t planning to sell differently, your woes shall only get worse as this same trend that P&G is dealing with goes right down to the level of your local practice. Income inequality in the U.S. now on par with Mexico and Phillipines. Sobering…..
Have you checked out our new on-line case acceptance training? It’s a proven path to being able to sell under any conditions…… www.CaseAcceptance.com
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Know what decision fatigue is? If you don’t better be looking it up.
It’s quite literally creating lots of bad decision making throughout the population and something impacting each and every major case presentation. Addressing this will likely increase case acceptance by several cases each month.
I’ll be covering this plus other advanced concepts during October’s case acceptance summit. Find out more here. We might have 1 or 2 seats left…..
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Just got off the phone with one of our Elite member practices who uses the Public Seminar route to find implant cases. Over the past few years, we’ve been tweaking what they do and it just keeps getting better and better.
This (seminars and open houses) is still a great way to help supply cases to any practice on a regular basis but the game is dramatically changing due to internet trends. The catch is you have to know what to do otherwise they are big fat flops…..
No one else out there besides my groups really understand how to use this strategy and it’s only available to our elite program members. And of course the Public Seminar system members have at their disposal comes with all the steps, to do’s and ads to market the seminar…..
Ready to up your game? Click here for more information on our Elite Marketing Training for Doctors.
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