Dentaltown October 2017 - 97

continuing
education

Ask for referrals
Any successful office's No. 1 source of new patients should come from
referrals. Ask for referrals three separate times-on the initial call, during
check-in and during checkout. Think about it like this: If patients come in from
referrals, it means they've already been told by someone else how great you
are as a dentist and how great your team is in the office. This will ultimately
lead to higher case acceptance.

Focus on recall
Recall is the lifeblood of your practice. It doesn't matter if you get 100
new patients every month; if they don't return, you can't sustain your office.
A few ways we manage recall:
Use practice management software to print a list of patients who are
past due for cleanings, and have your best front office person work this list.
Remember, you're interrupting someone's day when you're making these
calls, so be prepared with an offer. Don't just say, "We're calling to get you
back in"; create a sense of urgency by stating, "We're doing a back-to-school
special, and anyone who comes in for a checkup before the end of the month
will receive a free whitening kit." Such discussions will lead to higher recall
conversions.
Often, if you ask patients which day they'd like to come back for their
next appointment, they can't give an answer because the date seems so far
away. Always schedule patients' six-month recall visits at the same time on
the same day of the week as their initial ones. If their appointment began at
7 a.m. Monday, fill out an appointment card for 7 a.m. on the Monday six
months from now and assure them you'll call a few days before to remind
them or see if they need to move the appointment. This is better than just
letting them leave saying, "I'll call you back when I'm ready to come in again."

dentaltown.com \\ OCTOBER 2017

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http://www.dentaltown.com

Table of Contents for the Digital Edition of Dentaltown October 2017

Dentaltown October 2017 - Intro
Dentaltown October 2017 - Cover1
Dentaltown October 2017 - Cover2
Dentaltown October 2017 - 1
Dentaltown October 2017 - 2
Dentaltown October 2017 - 3
Dentaltown October 2017 - 4
Dentaltown October 2017 - 5
Dentaltown October 2017 - 6
Dentaltown October 2017 - 7
Dentaltown October 2017 - 8
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Dentaltown October 2017 - Cover3
Dentaltown October 2017 - Cover4
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