Don’t Overqualify Dental Patients
If you try to avoid talking to prospective patients until you are absolutely sure they are looking for what you offer and have the money ready to pay for your services, you’ll be left wanting. You’ll see other dentists reeling in the patients you want, and you’ll wonder, “Now why don’t I get patients like that?!”
I have heard consultants talk about how a patient could call one office and turn into a full mouth case, and at another office, the same patient would likely turn into a quadrant dentistry case at best. The difference is in the team’s approach to sales and communication. Of course, you can’t get blood from a stone, but assumptions can cost you tens of thousands of dollars in production.
Remove all the obstacles between the patient and your front door. During a new patient consult, the patient has the opportunity to understand the quality dentistry that you provide. They see that your office is not a dingy, crowded, would-you-like-fries-with-that dental office.
Yes, the patient may take up team time and still say no, but if your website presents a quality brand, your team is good at showcasing the amazing results that you get for patients, and your office makes the patient feel welcome, you’ll have many more yeses that make the noes worthwhile. Over time, even the noes are likely to say, “I wish I would have just gone with you guys in the first place,” but not if they don’t get the opportunity to speak with you and see what you have to offer.
In times of high demand, we can be very picky about who we allow onto the schedule, but we have to adapt when the new patient flow is a concern.