Dentaltown February 2016 - (Page 54)

practice management feature 7 Easy Ways to Boost Treatment Compliance by Jay Geier Jay Geier, founder and president of the Scheduling Institute, is a well-known coach and speaker who has helped more than 11,000 dentists nationwide grow their practices. For more information on Geier's programs, call (877) 317-6514 or go to Schedulinginstitute.com/dentaltown. 54 FEBRUARY 2016 // dentaltown.com If I had to guess, I would say the majority of dentists go into the profession for this primary reason: to help make a difference in people's lives by providing exceptional dental care. In theory, it's noble and admirable. In reality, however, it isn't easy. I've worked with countless doctors who tell me that their biggest practice frustration is actually their patients. For these docs, the lack of treatment compliance is the Achilles heel in their practice. Despite their best efforts, lack of acceptance leaves them deflated and discouraged-and don't get me started on what it does to their bottom line. Patient treatment compliance is one of the biggest missed opportunities for revenue in most dental practices. But with the right strategic approach and self-assessment, you can increase your patients' ability to accept, buy and comply. Here's how to start. 1. Know your market If I said that simply by catering to one person, you would appeal to the majority of your patients, would you believe me? Would you know who that one person is? Let me introduce you to her: she is between 40 and 65 years old, is college educated, has two cars and two kids in college, and lives in a house worth approximately $250,000. Let's call her Kate. Why is Kate so important? Because she is making 87 percent of the health-care decisions for her family. She is the one who approves the treatment plans, and it's likely that she's the one who encourages the family to comply with them. Be sure to keep her in mind in everything you do, from how you frame your marketing, signage and your practice's public image, to what food and drink you provide in the waiting room. Make Kate happy, and you're ahead of the game. Continued on p. 56 http://www.Schedulinginstitute.com/dentaltown http://www.dentaltown.com

Table of Contents for the Digital Edition of Dentaltown February 2016

On Dentaltown.com
HOWARD SPEAKS: There Ain’t No Silver Bullet in Business
PROFESSIONAL COURTESY: A Magical Meeting Experience
Continuing Education Update
Reverse Prep
An Overview of Sinus Augmentation Procedures
Figuring Out This Marketing Thing
OFFICE VISIT: Doing Dentistry in the Desert
Make Work-Life Balance Work for You
Pulpotomy Materials: An Update
Diligence: How to Successfully Purchase a Dental Practice
Parents Who Fool Themselves About Sugar in Kids’ Diets
Seven Easy Ways to Boost Treatment Compliance
You Should Know: ZendyHealth
Product Profile: DENTSPLY Caulk
Poll
Intraoral Scanning: A Great Resource in Today’s Dentistry
Must Haves for 2016
Product Profile: GC America
Simplifying Everyday Direct Posterior Restorations
Augmentation of Keratinized Gingiva
Industry News
Ad Index
Product Profile: United Business Funding
New Products
Product Profile: TCS
Top Three Strategies to Triple New Patient Numbers
Oral Diseases Associated with Women
Dentally Incorrect

Dentaltown February 2016