If you have been a regular listener to Thriving Dentist Show you have had the opportunity to learn from some amazing guests. Gary has developed very close relationships with some of the most incredible leaders in the dental profession. These are people who truly believe that ‘the rising tide raises all boats’ and they willingly share everything they know to help their colleagues. This episode takes this concept to an entirely new level! The title of today’s episode of Thriving Dentist Show is a quote from the late, legendary UCLA basketball Coach John Wooden. It is Gary’s favorite Coach Wooden quote and it goes like this, “It’s what you learn after you know it all that counts”. You will understand why we’ve titled the show with this quote as you listen to the episode! With that in mind, we are absolutely thrilled to have one of Gary’s mentors on the show. He is; Mike Shoun, the founder of a company called Affordable Image Marketing.
It is very easy to get distracted by the shiny, new thing. We are all guilty of that. In dental marketing, the shiny new things are digital marketing, the internet, SEO, social media and a host of other things using the latest technology. These are cool, but there are times when it is important to revisit the ‘tried and true’. Direct Mail is not the sexy, new thing but it can work extremely effectively as part of a comprehensive marketing strategy for your dental office and we are so very fortunate to have an authority on direct mail on our Show.
This Show is all about how to develop a THRIVING dental practice. One of the most important elements of a thriving practice is the ability to consistently attract quality new patients. New patient flow is the lifeblood of a thriving practice. While there are many elements that make up a thriving practice, and we have covered many of these topics in past shows the fact remains that new patient flow is often the single most significant difference between a thriving practice and a struggling practice. One of Gary’s most popular courses is titled; Dental Marketing 2012: How to Consistently Attract Quality New Patients and Gary and I discussed how you can develop a comprehensive marketing plan for your own practice.
Marketing is not only critical for your business success, but there are also strong community service reasons to master marketing. Sadly, the American Dental Association reports that in 2010, less than 50% of the adult population in the US is visiting the dentist on a regular basis. That percentage has not changed on bit in the 60 years that the ADA has been reporting this data. Given the connection between good oral health and good systemic health it is more important than ever to ‘invite’ new patients into your practice and help them get on the path to great oral and general health. This is a fantastic time to be in the dental profession and the marketing opportunities are endless.
The three ‘silos’ of a successful marketing plan.
1. Internal marketing – Informs patients of benefits of moving forward in their treatment and makes them raving fans who tell others about your service.
2. External marketing – Traditional marketing
3. Digital marketing – The new digital marketing
Let’s go into detail in each marketing segment. Outline the three most successful things to do in the area of internal marketing.
Internal Marketing 1. Make evening “we care” calls to patients who received an injection. This makes it a system.
2. Hand-written thank you notes.
3. Ask for referrals
External Marketing Now let’s discuss external marketing strategies. What are the three most successful external strategies you recommend?
1. Direct mail is not dead
2. Make NFL quality mouth guards
3. Wellness hour
In the last episode of Thriving Dentist Show Dr. Howard Farran, the founder of DentalTown shared some profound information with our listeners about the US and World economy and how dentists need to do things differently to succeed on the new economy. Dr. Farran has a unique vantage point on the dental profession since he has lectured in 40 countries and has created a forum in DentalTown where over 100,000 dentists are actively registered and participate in the dental forums. Dr Farran has so much powerful information to share with our listeners that we have invited him back to share his wisdom about the 4 specific things dentist need to be doing right now to THRIVE in today’s economy. Welcome back, Dr. Farran!
In the last episode of Thriving Dentist Show Dr Farran defined the four specific things that dentists need to be doing to THRIVE today and he spoke in detail about how dentists need to reduce their costs and he provided very specific recommendations to control spending. Dr. Farran said that the largest single budget line item for dentists is staff wage costs and he provided very specific guidelines for what these expenses should be in a healthy, profitable dental practice. Today, Dr Farran is going to discuss his other 3 recommendations for dentists to Thrive today.
Let’s re-define the four specific things that you feel Dentists need to be doing to THRIVE today.
Increase Marketing 1. Now can be a great time get in a better place location.
2. Simplify your signage
3. Make yourself visible on mobile devices
It is no secret that the economy has been a challenge not only here in the US but internationally as well. The Thriving Dentist Show now has listeners in 54 countries and that number grows every day, so it is important for us to address dental topics on the local level and internationally as well. While the economy has been a challenge, it is still absolutely possible to have a THRIVING Dental Practice as evidenced by Gary’s practice in Phoenix, Arizona. Not only has Gary’s practice survived in brutal economic conditions, but they have figured out how to thrive in these conditions. We were honored to have a very good friend of Gary’s, and a fellow Arizonan, as a special guest on the Thriving Dentist Show. His name is Dr. Howard Farran and he is one of the most progressive minds in the Dental Profession Today.
In the last episode of Thriving Dentist Show we discussed the importance of Tribes in Dentistry. Dr. Farran created one of the most incredible Tribes in Dentistry when he created DentalTown. Dentaltown is THE community for dental professionals. Dentaltown.com offers message boards with more than 140,000 members discussing all things dental (and some things not), online CE to keep you informed about the latest treatment techniques, classified ads to help you staff and stock your practice, monthly polls to show you what’s trending in dentistry and much more. One of the greatest benefits of being a member of the DentalTown Tribe is that you never have to feel like you are practicing alone!
The concept of ‘Tribes’ is something that the renowned thought leader Seth Godin has written about extensively. His concept of tribes is that it is human nature to want to be part of a community of people who share common goals and values. People who are part of the dental profession are no different. Dentists have long had the opportunity to be members in various associations and societies that promote education and fellowship within the profession. The great news is that the American Association of Dental Office Managers (AADOM) is a tribe geared specifically for office managers and business team members. This awesome group was created to provide a forum where office managers can learn and connect with the leaders in the dental profession. Today we are were very fortunate to have Lorie Streeter, the Senior Vice President of AADOM as a special guest on the Thriving Dentist Show.
The role of an office manager in a thriving practice is absolutely critical. Lorie’s dental career spans over 22 years now, 12 of which were spent as an office manager. Lorie understands the unique demands of the office manager position and perhaps most importantly she understands how the office manager can help a dental practice achieve its full potential. Lorie’s role as Senior VP of AADOM is to seek out resources and companies willing to invest in your future and also to create unique education opportunities for AADOM members.