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Talking to Your Patients About Their End Of Year Benefits

It's about that time of year again, Holiday and Crazy Families. Don't get distracted and forget to have your dental team talk with you dental patients about end of year insurance! What can you do to drive end of year insurance benefits and end of year business? What is the best methodology? Pushing to use remaining insurance before the end of the year is not a new concept and probably isn't new to any of you but it's our methodology in how to notify your patients that can make all the difference!

Posted by Super User on Wednesday, 11 November 2015 in Dental Patient Acceptance

When You Lose A Dental Patient, Not If

I saw this article written by Joe McGonigal and it resonated with me as I recently had to deal with a circumstance like this myself. Reading this article helped me to feel better about how to handle it myself. These instances can be challenging to say the least. I know I lost sleep over it and I am sure some of you do as well. This is some great advice. ~Darren Kaberna

When You Lose A Customer, Not If

Photo Credit: woodleywonderworks via Compfight cc

Every year you will lose clients. It’s the natural ebb and flow of business. Some you’ll lose to price, some because of service issues, and some because you are no longer the best option. Don’t waste time worrying about whether or not it will happen, spend that time deciding how you’ll react when it does. Clearly this isn’t to suggest you should just let people walk out the door. You should absolutely make every effort to understand the client’s motivation and see if there is a way to retain their business. But when it’s clear they are leaving, you have a choice.You can get mad, storm out of their office, and say, “Don’t say I didn’t warn you.” Or You can wish them luck, tell them you’re disappointed they’re leaving, but remind them the door will be open should they choose or need to return. I had that experience last month when I canceled a service I’d been using from Grasshopper. Here’s the email they sent me.

Your request (#We’re sad to see you go) has been deemed solved.

Hello Joe,

As requested, we’ve officially canceled your account. It’s a sad day for us today here at Grasshopper – we hate saying goodbye to friends! We’ll really miss you and hope this won’t be the last time we hear from you. If you decide you miss us too, we’ll gladly welcome you back with open arms and waive any reactivation fees! Just give us a call.

Regards,

Johnnie K.

Not only was it not what I expected, it left me with a very positive feeling about the brand. What’s your typical reaction when a client leaves? Are you leaving them with a positive impression or is your reaction only affirming their decision? Losing the client doesn’t define you, but how you react does.

About Joe McGonigal

Joe has spent the last 12 years as both a front line producer and sales leader for a large, publicly traded healthcare distribution company. During that time, he received numerous sales and leadership awards for his contributions. Joe uses a blend of coaching and consulting to help sales professionals and organizations find ways to initiate new opportunities and grow sales.

Posted by Darren Kaberna on Wednesday, 26 February 2014 in Dental Practice Management

Relationship Building within the Dental Office

Every Relationship within your dental office requires an Emotional Bank Account. Once recognized, you will begin to understand the importance of carefully establishing accounts for every individual within your life. This includes your dental team and dental patients. Preparation for each account is imperative. The giving of time and thoughtfulness will effectively enhance learning, build achievement, and allow healthy change to occur. Once prepared, move forward by making deposits of trust, thoughtfulness, and a willingness to understand. So that over time, when you make withdrawals, by asking someone to change something, you won't deplete the account too much. It is important to make deposits first, build healthy relationships, etc… before allowing any withdrawals to occur.

Whether you are seeking to understand a Team Member in the Dental Practice, a Patient, or even someone very close to you; remove your egocentric viewpoint. Our mind must understand their thought process and then take a walk in their shoes to fully comprehend their feelings. Try to completely LISTEN to the other person. When we gather our next thought; the tendency to fire off a response explodes. You must learn to listen and genuinely concentrate on the conversation taking place.

Posted by Darren Kaberna on Wednesday, 11 December 2013 in Dental Team Work

Put First Things First in Your Dental Office

Put First Things First in Your Dental Office

In Habit 3, Covey demonstrates a parallel division of distinguishing leadership from management in that leadership is more of an art, referencing a right-brained activity consisting of asking the ultimate questions relating to life whereas management is implementing this perspective into action. Effective management is implementing first things first, while leadership involves the decision of what the first things are. This is where prioritization plays an important role.

It is imperative that in your Dental Practice a clear understanding is distinguished. There are a few ways to assist in making more profound Leadership and Management decisions. A couple of pertinent questions within your personal and professional life might include…

Posted by Super User on Wednesday, 11 December 2013 in Dental Practice Management

Could a Social Media Sweepstakes Help Your Dental Practice?

I thought this article on Social Media might be helpful to all Dental Offices. ~Darren Kaberna

How to Run a Successful Social Media Sweepstakes

Adeel Vanthaliwala
Published November 4, 2013

Do you need a guide to ensure that you don’t miss the crucial elements of a successful sweepstakes promotion?Are you planning to run a social media sweepstakes to make your business stand out this holiday season?