The Dental MeTaMorphosis - The Profitable Dentist

of systems that set the stage and carry the patient through to a
successful result. Only if the patient says “Yes”, shows up, pays
for treatment, and refers everyone they know do we have true
case acceptance. Our patients vote with their feet. If you keep
seeing the backs of their heads, something is wrong.
Where do we start? Let’s look at it from the patient’s
point of view. I’m going to show up at your door step in one
of two scenarios: I call with a problem (toothache) or I call
and want my teeth cleaned. From the perspective of the caller
(potential patient) these are the only things I know to ask
for. As a consultant, I feel we need to give the patient more
of what he or she wants, and less of what he or she doesn’t
want. Remember, you can’t get better at giving patients
what they don’t want. If a potential patient calls and you
can’t say “Yes” to what they ask for, the first step in the system
of successful case acceptance has failed. As the patient, I
want my teeth cleaned or I want the problem to go away. We
sell “solutions to problems” and “good feelings.” You must
happily give them what they want, and tell them what they
need. The trick is to help them “want” what they need, and fit
it into an already tight budget.
Turn Key practice
opportunity:
pLaza
DeNTaL
GroUp
For
saLe
Dear Doctor,
How, as dental professionals, do we balance this ethical
dilemma with running a consumer driven business? Let’s look at
it from the doctor’s point of view. We have conflicting strategies
of what the new patient “experience” should look like. It seems
that every guru or consultant has a different definition of what
“comprehensive dentistry” is and how we should deliver it.
How can we determine what to do? Axiom #1: You must tell
the patient what is wrong, what caused it, what will happen if it
is not addressed and what you recommend as treatment options.
Axiom #2: You must give the patient what they want, in order to
have the opportunity to eventually deliver what they need. Vary
from these principles and your case acceptance will plummet.
These last few sentences form the foundation to excellent case
acceptance. Misunderstand their implications and you will ruin
any opportunity at success in dentistry. Before you challenge
any of the above, remember: If you are not growing you are not
meeting your patients’ needs.
Back to the original question from our doctor: There are....
Read the rest of this article complete with sample forms at
www.TheProfitableDentist.com.
Are you looking to stArt A prActice
without spending $250,000?
Last year Woody started Plaza Dental Group and Plaza Dental Assisting School
in beautiful New Albany, IN just over the river from Louisville, KY and right next to the
publication office. While Woody enjoyed putting the office together and getting it off to a great
start, I’ve convinced him that he’s too busy with his other commitments and his recent back
surgery to spend time “at the office” working on teeth. He asked me to coordinate the sale of
the dental office while allowing him to retain the assisting school since that doesn’t take hands-on
time from Woody. This is a wonderful opportunity to be mentored by one of dentistry’s greats while
growing your own dental practice. I’ll bet you’ll also get all the dental DVDs, CE seminars and one-onone
visits with the people Woody interacts with … most of the biggest names in dentistry.
Take the virtual tour at www.plazadentalgp.com. Woody only spent $83,000
putting the office together, which includes great signage, reception, consultation and
business areas, central sterilization, lab, Panoramic x-ray, and two fully equipped
operatories. He would be happy to just get his money back out, which is pretty generous in
my opinion … but that’s Woody. Please call me at 1-800-800-6950 to discuss if you might be
a candidate for this opportunity to work with woody!
to your success,
Bill Kimball, DDS
President, Kimball Consulting, Inc.
Bill
800.800.6950 Direct 805.460.0774 Fax 888.357.8346
www.kimballconsulting.com
1 - 8 0 0 - 3 3 7 - 8 4 6 7 2 0 0 8 S P R I N G 1