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Grow Cosmetic Cases in Your Dental Practice

By: Debbie Seidel-Bittke, RDH, BS

June 1, 2024

Boosting Case Acceptance and Per Patient Production

Dental offices that experience high profitability from cosmetic procedures typically have a substantial patient base originating from general practitioner (GP) services. This extensive patient base is crucial for generating cosmetic cases. 

The emphasis is on “generating” these cosmetic cases because they won’t be magically scheduled. While cosmetic cases may naturally be scheduled, you miss out on many opportunities when you aren’t proactively discovering that your current patients want a more beautiful and confident smile..

The first priority is to increase general patient volume through hygiene appointments, hygiene patient reactivation, and attracting new patients. This increased volume provides a larger pool to present your cosmetic services. Presenting cosmetic cases to your existing patients is more cost-effective and yields better results than marketing to find more new patients.

This blog will delve into ways to more effectively grow cosmetic cases in your dental practice.

Present Cosmetic Services to Existing Patients

Don’t Assume Patients Know What Services You Offer

Many dentists are surprised to find that loyal, long-term patients often go elsewhere for services like clear aligners or veneers simply because they didn’t know these services were available at their usual practice. It’s ironic to see dentists spend heavily on community advertising while neglecting to inform their own patients about their offerings.

Increase Cosmetic Case Acceptance

Your Hygiene Department is the Mitochondria of Your Dental Practice

Most patients spend more time with their dental hygienist than any other clinician in your dental practice. Make certain your hygiene department is optimized to effectively communicate treatment needs and truly understand what your patients’ smile goals are.

It’s ironic to see dentists spend huge amounts of money on community advertising while neglecting to understand what they current patients’ smile goals are.  Did you know?

Teeth whitening is an 11 Billion Dollar industry however, few people search for a dental office to buy teeth whitening.1

Dentists are missing out on easy profit solutions and a way to have more patients accept cosmetic dentistry.

Strategies to Boost Cosmetic Cases to Existing Patients

The Smile Evaluation. Cosmetic Questionnaires

Introduce a smile evaluation – a cosmetic questionnaire for all new patients and annually to every patient.

Learn what your patients’ smile goals are. People are more likely to pay money for what they want so find an easy what to know what your patient wants.

In-Office Promotions

Display promotional materials throughout your office—posters, flyers, videos, and before-and-after photos. Place these in high-visibility areas like the waiting room, in front of dental chairs, at the front desk, in hallways, and even restrooms.

Consider offering patients a patient rewards program like The Smile Club.

Patient Engagement

Encourage your patients of record to follow your practice on social media. Post informative videos, patient testimonials, plus, before-and-after photos. Always include a compelling offer such as The Smile Club where patients receive free whitening pens.

Give patients a reason to keep their dental appointments. Make dental appointments fun, not dreadful.

Team Training

Ensure your employees are well-informed about the cosmetic services you offer so they can educate patients effectively. Consider scheduling “lunch & learns” and implement consistent training with your team. Get everyone on your team, the same page.

It takes a patient 7 times to hear something new like information about ‘Gum disease and gum treatment.” Break down the words you use into words your patients easily understand. Understand your patients values and know how to attach a benefit to their values or objections.

Use words such as gum disease over periodontal disease. Explain they have infection, inflammation, a hole in their tooth or bleeding gums.

Consider scheduling a team training to elevate your cosmetic case acceptance. Your hygiene department is key to successfully getting patients to “YES!” and boost cosmetic cases.

New Patients

While marketing cosmetic services to new patients can be effective, it can also be costly and tricky. Using Google ads, targeted social media ads, implant marketing funnels, and direct mail can be expensive.

There are effective ways to use your website to attract more new patients looking for cosmetic dentistry such as: Teeth whitening, Invisalign, and implants, etc.

Reach out to us and ask for our template to use on your website – proven to attract more new patients.

Keys to Successful Marketing of Cosmetic Services

1. Manage and Track New Patient Leads

How you manage new patient leads is crucial. Make sure your front office employees promptly and repeatedly follow up with online form submissions and phone calls from potential new patients. Train your team to handle these calls effectively, and use call recording systems to monitor and improve performance.

2. Invest in Training

Never cut corners or expenses when building a strong-seamless team. Invest in training your team, consistently optimizing your patient care, services and technology. Ensure the best patient and practice outcomes. Understand your key performance indicators and train your team to drive their specific metrics. Doctor’s job is not to micro-manage but when your team understands what’s expected and how to monitor their expectations everyone stops working so hard!

3. Track and Manage Results Closely

Successful dental practices monitor their progress and growth or lack-of. Track cost per new patient lead, appointment scheduling rates, case acceptance rates, overdue hygiene patients, cancellations, etc, etc. 

With our no-cost snapshot we will show you and your team exactly what opportunities lie in from of you and each team member understands their responsibility to drive profitability without working hard. 

The doctor and entire team must stay actively involved in your success strategy. Doctor’s role is to inspect what they expect of their employees. We consistently hear that many employees simply do not know what their employer, the dentist, expects of them!

Conclusion

  • Boost Cosmetic Cases: Focus on reactivating overdue hygiene patients and market your cosmetic services to these existing patients first. When you reactivate many overdue hygiene patients, many will have restorative and cosmetic cases that are unscheduled. Now is your chance to get them scheduled.
  • Invest Wisely: Be prepared to invest  on effective strategies to grow high-value patient services.
  • Monitor Results: Understand your key performance indicators and Track your progress. Train your team to ensure you have systems in place that will to help you work SMART and stop running on a treadmill. 

Implementing these strategies will significantly boost (cosmetic) case acceptance rates, enhance your per patient production, ultimately growing your practice and profitability. 

For personalized direction on your practice growth, book a no cost opportunity ZOOM call with us. We’re here for you and want to see you get to your next level of success.

Contact us to grab our Smile Evaluation or Schedule a Team Training so your team knows exactly what’s expected. 

Posted in Business of Dentistry, Case Acceptance, Dental Coaching Consulting, Dental Consulting, Dental Hygiene Appointment, Dental Hygiene Patients, Dental Hygiene Services, Dental Hygiene Treatment

Change the Low Insurance Reimbursement and High Overhead Dilemma!

By: Debbie Seidel-Bittke, RDH, BS

March 27, 2024

In the realm of dentistry, dental practice owners grapple with insurance reimbursement and high overhead costs. These hurdles can impede practice growth, hinder patient retention, and limit opportunities for expanding a dental business. 

However, amidst these obstacles, a transformative solution emerges. It’s called The Smile Club. This innovative approach not only addresses these issues but also enhances patient loyalty, boosts cosmetic case acceptance, and fosters a thriving practice environment.

The Predicament: Low Insurance Reimbursement and High Overhead

Dental professionals frequently find themselves at the mercy of insurance companies, grappling with insufficient reimbursement rates for their services. Coupled with the ever-mounting overhead costs of running a practice—ranging from equipment maintenance to administrative expenses—dentists often face financial strain. These factors can jeopardize the sustainability of their practices and compromise the quality of care they provide.

The Smile Club: A Game-Changer

The Smile Club is a paradigm shift in how we deliver dental care. We should no longer rely on traditional insurance models, The Smile Club offers patients a membership-based approach to accept dental care. By enrolling patients into The Smile Club, patients gain access to a range of benefits tailored to their oral health needs, including discounted services, priority scheduling, and exclusive perks.

Empowering New Patient Appointments

One of the most significant advantages of The Smile Club is its ability to attract new patients to your dental practice. By offering a transparent and cost-effective alternative to traditional insurance, The Smile Club appeals to patients seeking comprehensive dental care without the constraints of insurance limitations. 

The allure of priority scheduling incentivizes prospective patients to schedule appointments, keep their scheduled appointments and boost practice growth.

Enhance Patient Retention

Beyond attracting new patients, The Smile Club also plays a pivotal role in retaining existing patients. The Smile Club has an emphasis on personalized care and member benefits that helps patients feel valued and invested in their total health. The membership-loyalty program o ensures that patients receive timely and convenient appointments, fostering a sense of loyalty to the practice.

Boost Cosmetic Case Acceptance

Cosmetic dentistry represents a lucrative avenue for dental practices, yet many patients hesitate to pursue such treatments due to cost concerns. The Smile Club eliminates this barrier by offering discounted cosmetic services as part of its membership benefits. This not only encourages patients to explore cosmetic treatments but also enhances case acceptance rates, thereby augmenting practice revenue.

The Smile Club is a turn-key system for practice growth with personalized on-boarding for the dental practice to jump start their growth boosting cosmetic cases, growing new patient numbers and putting a halt to numerous open holes in the appointment schedule.

Imagine the cost to hire a consultant to help your practice grow. The Smile Club offers personalized implementation for each dental practice and includes a web portal of marketing, learning videos (think about training for your team about case acceptance and enhancing hygiene patient care) and implementation guides, scripts, etc, at your fingertips.

When you use The Smile Club you have a consultant at your service without the cost of more than your Smile Club purchase. A low-cost investment that will yield over 100k annually.

That is no exaggeration!

Foster Patient Loyalty

The Smile Club is more than just a membership program—it’s a catalyst that builds lasting patient relationships. By prioritizing patient needs and offering tangible benefits, dental practices cultivate a loyal patient base invested in their long-term oral health. 

This type of patient loyalty extends beyond a financial transaction by fostering a sense of trust and partnership between patients and dental clinicians.

Conclusion: The Smile Club—Empowers the dental team, it changes the anxiety and bad connotation around dental appointments into a situation where patients enjoy seeing their dentist and the dental team!. The Smile Enriches the Lives of Your Patients creating a WIN-WIN for all! The Smile Club BOOSTS Patient-Centered Care. It’s the next level of patient care like your patients have never experienced!

“IT’S ALL ABOUT THE PATIENT!”

In the face of low insurance reimbursement and soaring overhead costs, dental professionals are embracing innovative solutions to thrive in an evolving landscape. The Smile Club represents a beacon of hope—a holistic approach to dental care that transcends conventional insurance models. 

The Smile Club will attract new patients and retain your existing patients; insurance PPO or not! The Smile Club will boost cosmetic case acceptance, and foster patient loyalty, The Smile Club heralds a new era of dental excellence. As dental practices across the globe embrace this transformative model, they not only secure their financial viability but also enrich the lives of those they serve, one smile at a time.

The Smile Club means less insurance dependence!

The Smile Club cultivates the next level of patient-centered care.

When you ask your patients what they want for their smile, you notice that your case acceptance improves dramatically. Understand what your patients want their smile to look like and you will have more patients say “yes!” to your care!

Join our Monthly Power Hour and learn more about this innovative approach to grow your dental practice NOW!

And/Or schedule a demo Today and learn more about using The Smile Club for your dental practice growth!

Posted in Business of Dentistry, Cancellations, Case Acceptance, Continuing Care, Dental Coaching Consulting, Dental Consulting, Dental Patient Retention, Dentist Life, Hygiene Appointment Reactivation

Maximizing Dental Practice Productivity: Work Smarter, Not Harder With A Dental Coach.

By: Debbie Seidel-Bittke, RDH, BS

February 18, 2024

 

In the ever-evolving landscape of dentistry, maintaining a high level of productivity is essential for the success of any dental practice. From managing patient appointments to optimizing workflow efficiency, the demands on dental professionals continue to grow. In such a dynamic environment, dental consultants play a pivotal role in helping practices navigate challenges and maximize productivity without necessarily working harder.

Understanding the Role of a Dental Coach – Consultant

A dental coach – consultant brings a wealth of knowledge and experience to your dental practice, offering strategic insights and actionable solutions tailored to the specific needs of each practice. Whether it’s streamlining administrative processes, enhancing patient experience, or improving team performance, or optimizing your dental hygiene department services and technologies, a dental coach-consultant acts as a trusted advisor, guiding dental practice owners to achieve their goals.

Optimize Workflow Efficiency

One of the primary ways a dental coach – consultant boosts productivity is by optimizing workflow efficiency. By conducting a comprehensive assessment of the practice’s operations, including scheduling protocols, scheduling strategies, hygiene department services, reactivating hygiene patients, and sequencing specific hygiene appointments for best reimbursement, and time management strategies, dental coaches – consultants identify areas for improvement and implement strategies to streamline processes for the best productivity.

For instance, implementing digital scheduling systems and appointment reminders can help reduce no-shows and last-minute cancellations, ensuring optimal utilization of valuable chair time. Moreover, an effective dental coach – consultant will gather data, create a strategic plan and then be able to monitor the effectiveness of the expectations during the coaching process.

Enhancing Patient Experience

In today’s competitive market, the patient experience plays a crucial role in attracting and retaining patients. Dental consultants understand the importance of delivering exceptional service at every touchpoint, from the initial inquiry to post-treatment follow-up. Dental coaches- consultants help dental practices create a welcoming and patient-centric environment.
This not only fosters patient loyalty but also generates positive word-of-mouth referrals, ultimately driving practice growth.

Empowering Team Performance

Behind every successful dental practice is a team of dedicated and motivated team members. A dental coach – consultant recognizes the importance of investing in team development and empowerment to drive productivity and morale. Through targeted training programs-workshops, and mentorship opportunities, coaches- consultants help team members enhance their skills, boost confidence, and foster a culture of continuous improvement.

By aligning team goals with practice objectives, coaches – consultants inspire collaboration and accountability, laying the foundation for dental practice productivity and sustained success.

Optimized Hygiene Patient Technology and Systems

An optimized hygiene department with strategic systems allows for improved patient care, higher patient satisfaction with hygienists who enjoy their day treating patients and take pride in being a dental professional.

Dental coaches – consultants leverage their expertise to develop tailored strategies and systems that resonate with the vision of the dental practice owner-doctor and the entire team; specifically dental hygienists.

Happy team members, happy dental practice owners, yield happy patients. Happy patients create more. new patient referrals.

Conclusion

In conclusion, a dental coach-consultant serves as a catalyst for productivity and growth within dental practices, offering strategic guidance and innovative solutions to overcome challenges and seize opportunities.

By optimizing workflow efficiency, enhancing the patient experience, empowering team performance, and implementing effective systems and up-to-date technology, dental coaches-consultants help practices thrive in an increasingly competitive landscape.

In essence, working smarter, not harder, is the mantra of the modern dental consultant, as they empower practices to achieve their full potential and deliver exceptional care to their patients. By embracing the insights and recommendations of a dental consultant, practices can position themselves for long-term success and make a lasting impact in the communities they serve.

Check out our workshops and how you can more easily streamline your dental hygiene department and enjoy your day as a dental professional with harmony.

Book a quick call and discover how to STOP working so hard!

Posted in Dental Coaching Consulting, Dental Hygiene Department, Time Management

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    • Home
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      ▲
      • About Us
      • Testimonials
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    • Practice Growth
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      ▲
      • Hire a Dental Hygienist
      • Dental Hygiene MAX Course
      • 6-Month Dental Hygiene Department Optimization
      • 12- Month Dental Hygiene Department Training
      • Dental Hygiene Department / Team Workshop
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      ▲
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        ▲
        • BOOST CASE ACCEPTANCE eBook
        • Treating the Gingivitis Patient
      • Oral Inflammation and Systemic Vitality
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      • Power Hour March 15 2024
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