The 3 Best Questions Your Team Can Ask to Improve Treatment Acceptance

By | Blog

The dental team is overwhelmed tending to patients’ needs, scheduling new appointments and helping with daily operations. A treatment coordination conversation in the midst of it all may feel to them like one more thing to do.

Arm team members with three simple questions to focus the conversation, engage the patient and more likely turn the inquiry into that next big case.

Question #1: What is your understanding of your situation?

Does this image depict a young woman or an older adult?

The young woman has a scarf over the back of her head and a feather in the front. Her silhouette barely shows her eyelashes and nose. Her jawline is visible above the choker she wears around her neck.

The older adult’s headscarf is pulled over the left side of her face up to her left eye, and there is a feather on the other side. The younger woman’s jawline and choker become the bottom of the elder’s nose and her mouth, respectively.

In The 7 Habits of Highly Effective People, Stephen R. Covey wrote, “Two people can see the exact same thing, disagree and yet both be right.”

As a dentist, you might describe your patient’s case as, “Implants suggested for patient missing 7-9 in the upper jaw, missing 23-26 in the lower jaw with significant decay on the adult molars.”

Your treatment coordinator might refer to that as, “An all-on-four.”

But when you ask your patient what their understanding of the situation is, they let down their guard, open up and describe life with this condition. He might reply, “We were on our family vacation. My brother challenged me to a race down the driveway with the kids’ skateboards. As we came around the bend, the whole family was standing there. I wiped out, face planted and knocked out my front teeth. It was a horrible experience. I woke up the next morning thinking it was a nightmare. Walking around with no teeth was terrifying…”

This is your team’s opportunity to speak directly about how treatment might actually make life better. After all, that is the heart of the matter.

This is the golden opportunity to ask more of the right questions: What foods does he enjoy eating? What does he do for a living, and how important is his smile to his success? What does his spouse think he should do? The answers to these questions may help him to draw some new conclusions for himself.

The goal here is to ask open-ended questions to get him talking, help table topics that can’t yet be agreed upon and assist him in seeing commonalities in other viewpoints, which may lead to a signed treatment agreement.

 

Question #2: Why is that important to you?

As your patient shares thoughts and insights, listen closely to what motivates him.

Self-confidence is a big motivator for dental patients, of course. But go deeper. Your prospect may equate a transformed smile with achieving a certain career path, financial freedom, even finding new love.

Freedom is a big motivator for people. They just want to be sure that they will be able to preserve the autonomy that is at the core of being human, and being able to properly smile, speak and eat are integral to personal freedom.

As your prospect shares the situation with you, it is critical to ask at several points during the conversation, “Why is that important to you?” Watch carefully what happens. Typically, people let their guard down and get vulnerable. This is the soft, lovely place where relationships are built.

The answer to this question is gold in getting the patient to make the right choice for himself. Your team now has the insight needed to truly demonstrate that they can help him maintain that sense of freedom and self-confidence.

 

Question #3: Are you ready?

So often it is forgotten to actually ask for the sale. A great way to test for readiness is by framing this question as, “If money wasn’t a factor, how would you proceed?”

The reply will give both the dental team and the patient himself the ultimate clarity on what to do next: proceed, or table the conversation. Either way, everyone involved gets to focus energies on the highest and best use of their time, even if that means moving to the next patient and not pushing this one any longer for now.

Simply by asking the right questions, you open up all of the possibilities for all of the involved parties.

The Magical Marketing Funnel

By | Blog, Uncategorized

Back in 2015, Big Buzz published a blog titled The Funnel on the Top of Your Practice, which would go on to become one of our top-read blogs of all time. Because it was so helpful to so many of our 5,000 avid readers, we thought we’d publish a freshened version of it.

Imagine that there is a big funnel on the roof of your dental practice. At the bottom is a hole leading through the ceiling and right into your waiting room. Every day, even every hour, new patients flow steadily into the practice through this magical vortex.

Sound like make believe?

Well, it’s not.

The marketing funnel is one strategy that Fortune 500 companies and large healthcare organizations use to frame, measure and report on marketing. Here’s how you can do the same.

Have your office manager and/or dental marketing firm run reports that show four sets of data for 2017:

  1. How many people knew about the practice. This includes lapsed patients, people who visited the practice website, those that followed the practice social media pages, total number of online marketing impressions, account of drive-by traffic (the city or county can provide this detail), etc.
  2. How many new patient inquiries were made (calls, online forms, etc.)
  3. How many new patients entered the practice
  4. How many patients accepted treatment

The first set of data shows how many potential patients were in the top of your marketing funnel. They may not have an immediate need for dental services, but they know about you and may keep you top of mind when a need arises if the

y trust you and your team. That’s a big if. Educational marketing like content marketing, webinars, podcasts and lunch-and-learn events at the practice can help build that trust and move these folks down to the second part of the funnel.

The second set of data, or part of the funnel, represents those patients who may be curious about the practice’s services but need more convincing to actually enter the practice. For stable and mature practices, this is a great place to invest marketing dollars. Nurture marketing tactics include re-engagement email marketing and a website that clearly shows that the practice is available, affable and able. Be sure to include prominently on every page of the practice website: locations, directions and hours; warm and professional photos of the staff; the dentists’ accolades and accomplishments, including awards; patient testimonials and before-and-after photos. Ask your web provider to build your site to be responsive so that potential patients can easily request appointments by calling or messaging directly from their mobile device or tablets. This allows patients to smoothly transition from the nurture section of the funnel to intent.

The third set of data, or section of the marketing funnel, is full of patients who are intentional about finding a dentist right now. They are often, or often become, lifetime and even generational patients of the practice. So many dental practices negate this section of the funnel, thinking that marketing starts with awareness and nurture. This is your hidden goldmine! Bottom of the funnel marketing tactics include an internal referral program and patient loyalty strategies.

The final set of data shows those patients who are the most valuable to the practice. This is another often-neglected area. These people pack the most power to refer high-quality patients into the practice, if prompted. Again, a big if. The most savvy dental practices deliver highly strategic referral and loyalty programs to these patients in particular, thereby investing less in the other areas of marketing and earning more in terms of cost-per-acquisition. Even more, these patients’ referrals are the crème de la crème of future patients.

The magical marketing funnel functions best when all parts are worked  simultaneously and consistently.  For complimentary recommendations to improve your current marketing funnel, contact us now.

The Fourth Pillar: Beginning With the End in Mind

By | Advertising, Blog, Case Studies, Top Blog Posts, Uncategorized

A few weeks ago on our blog, we mentioned the three pillars that need to be buttoned up and maximized for a practice to survive and thrive:

  • Marketing
  • Operations
  • Finances

Upon reviewing the blog, a fellow dental expert and friend of ours, Kyle Francis, of Professional Transition Strategies, kindly, respectfully, and knowledgeably brought to our attention The Fourth Pillar: Beginning With the End in Mind.

No matter how buttoned up, planned out and strategized your marketing, operations and finances are, your practice will not be as successful as it could be unless all options are understood, you are set to grow with a purpose and the end result is mapped out.

As your career unfolds and evolves, there are countless options down the road: merger, acquisition, expansion, outright sale, DSO, affiliate with a DSO, associateship, partnership, the list goes on. The first issue is that many dentists are not fully aware of and do not fully understand all of their options, the pros and cons of each and ultimately which one fits into their dream and long-term plan the most seamlessly.

A practice “transition” can mean many different things, but without understanding all of your options, you’re indirectly and unknowingly limiting your pool of options.

As doctors look toward the last chapter of their careers, there are several moving pieces to consider:

  • Do you want to phase out of the practice over time?
  • Do you enjoy the business management side and want to have a hand in it?
  • What aspects of your practice are appealing or unappealing to a potential buyer?

These are just a few of the questions you can begin to ask yourself as you map out and plan your ideal exit strategy. By getting your ducks in a row as early as possible, the clearer and more seamless your path will be.

Take this doctor, for example, who purchased a practice in 2010 for $800,000 and has grown it over the past 8 years to over $3,000,000, almost entirely organically and without conscious effort. Now, this doctor is looking to sell his practice and his options are rather limited. His plan and desire was to mentor a doctor and train him into full-time, ultimately taking over the practice. However, not many single doctors at that stage in their career can afford this size of practice, nor would they thrive in a mentorship program built on this foundation. His options now are limited to an affiliate DSO or private equity investors.

There are worse problems to have, though. If this doctor would’ve mapped out his exit strategy and grown his practice with that intention, he’d have more options at this point in time.

Another often-overlooked option is a shared space practice. In locations that are more densely populated and with greater competitive saturation, this is a fantastic option. In many cases, just by joining forces, consolidating operations, minimizing facility costs, bundling overall expenses and maximizing production, an additional 14% can be made on the bottom line.

Kyle and his team have seen a $1,200,000 shared-space practice (with three doctors total) reduce overhead to 42%. On the flip side, they have seen a single doctor-practice doing $1,200,000 with overhead never dipping below 65%. By scaling strategically and making conscious business decisions, you can bring your career dream to fruition and bask in the power of being out of debt.

Kyle and his team are practice transition specialists, dedicating their lives to helping doctors maximize their careers, fulfill their dreams and live a debt-free life. Professional Transition Strategies offers complimentary consultations to effectively and realistically map out your exit strategy and end result.

4 Quick Fixes for Your Social Media Marketing

By | Blog

Social media can play a large role in your marketing plan. When done correctly, social media marketing can boost new patient numbers, production and brand awareness. Take your social media marketing to the next level by implementing these four quick fixes:

  1. Change who you are targeting: Social media appeals to the young and trendy, but that’s not the only demographic using it! According to a Pew Research study, mentioned here, Facebook users aged 45-54 are spending more time on the social media website now than ever before. That same age group is likely your target demographic. These patients also have children and parents that can become your patients, too. Market to this group with content, imagery and information to which they can connect. For example, if they are busy getting kids to soccer practice while also having to take care of their aging parent, be sure to mention you offer CEREC same-day crowns. Quality care and convenience is exactly what they’re going after.
  2. Post smarter. Posting to social media regularly can feel like a task, especially when different users are posting at various times or login information is in several places. Use a tool like Hootsuite to house all your social media pages and to schedule posts throughout the week. Hootsuite allows your team to use one login to access all your social media pages, and to see exactly what has been posted and what’s scheduled to go out.
  3. Remember to listen. In the book, Social Media is a Cocktail Party, authors Jim Tobin and Liza Braziel connect social media to a social gathering. Just like you wouldn’t do all the talking at a cocktail party, you shouldn’t do all the talking on social media. Spend just 10 minutes each week looking at other people’s posts to see what’s happening in their world. Are you a specialist? Look at the pages of the general dentists who refer to you, and share their relevant posts (i.e. share posts about their canned food drive or the new technology they just installed in the office). They will likely reciprocate.
  4. Try something new. The video trend grew immensely in 2017, and it’s not stopping. One way to keep video fresh? Live video! Platforms like Facebook and Instagram allow users to post live broadcasts about what’s happening in their lives. Use live video feeds at your practice by giving tours of the office, sharing a tip of the week, or introducing new staff members.

 

 

 

Complete Guide To Google’s 9 Major Algorithm Updates

By | Blog

Google launches an update to its algorithm nearly every day. Most of the time these updates are merely minor adjustments but on occasion, can seriously impact search results. This article is designed to help you make sense of Google’s most important algorithms as well as some SEO advice for each one.

Panda

First Launched on February 24, 2011

Risk of Penalty: Duplicate content, plagiarized or thin content sections, spammy content, keyword stuffing and/or hidden links in copy.

What is Panda?: Panda works by assigning an organic quality score to each page on your website; this quality score is used to rank best results for SERPs (search engine results pages).
When Panda first initially launched, it acted as more of a filter rather than part of Google’s ranking algorithm. However, in January 2016, Panda was officially merged into Google’s core algorithm. Currently, Panda updates occur more often with both penalties and recoveries happening more quickly.  Google has openly announced that it considers Panda as one of its top two ranking algorithms.

What to Do: Ensure that your content is useful, relevant and unique to your practice. Check your website regularly for content duplication, thin content and keyword stuffing. To do that, you can use a free site crawler, such as siteliner.com or Copyscape to check for plagiarism.

 

Penguin

First Launched on April 24, 2012

Penalty Risk: Spammy, deceptive links that are considered manipulative in nature, keyword stuffed hyperlink text, a large accumulation of low-quality external links from, or to, a particular website.

What is Penguin?: Google Penguin’s main purpose is to downrank websites that use links considered manipulative. Penguin has been part of Google’s core algorithm since late 2016, and unlike Panda, it works in real time. Penguin, along with Panda are considered the two most important ranking factors.

What to Do: Monitor your link profile’s growth and run regular audits with a backlink checker. If you accumulate a large profile of poor or spammy links, make sure to submit a disavow request to Google so as to reduce your risk of a Penguin penalty.   When making changes to your own website, ensure that when content is moved or updated you 301 redirect URLs to their corresponding pages.  This goes for broken links such as 404 response codes as well.

Hummingbird

First Launched on August 22, 2013

Penalty Risk: Keyword stuffing and/or low-quality content

What is Hummingbird? The purpose of the Hummingbird algorithm is to better interpret search queries by providing results that match searcher intent. While exact match keywords are important, Hummingbird allows a certain page to rank for a search query even if the word typed into the search doesn’t contain the same words the user entered. This is achieved with the help of natural language processing that relies on latent semantic indexing, co-occurring terms and synonyms.

What to Do: Do you research. Use tools such as Google Keyword Planner and keywordtool.io. You can also look at the autofill queries when typing in a certain keyword or the blue suggestive links at the bottom of search to gain ideas about similar search suggestions for your specific keywords.

Pigeon

First Launched on July 24, 2014

Penalty Risk: Poor Onpage and Offpage SEO

What is Pigeon: Pigeon affects search queries in which the user’s location is deemed more relevant. The update further connected the local algorithm with Google’s core algorithm, incorporating traditional SEO factors into local search results. This gives priority to local businesses who utilize best SEO practices.

What to Do: Invest effort into on- and off-page SEO. Work with a company or research best practices for technical, on-page and off-page SEO to ensure that your website is optimized for highest ranking results.

 

Mobile Friendly (Mobilegeddon)

First Launched on April 21, 2015

Risk of Penalty: Poor user experience on mobile devices. Lack of mobile-friendly or responsive web design.

What is the Mobile Friendly Algorithm: Google’s Mobile Update, which was coined “Mobilegeddon”, gives preference to mobile-friendly websites for mobile search, while pages not optimized for mobile are filtered out from the SERPs (search engine results page) or severely punished in rankings.

What to Do: First test your site with Google’s mobile-friendly tool. Google’s mobile-friendly test allows users to see which aspects of your page’s mobile version need to be improved. You can then work with a qualified web design company to ensure your site is mobile friendly and responsive.

RankBrain

First Launched on October 26, 2015

Risk of Penalty: A mix of everything. Shallow or thin content, poor linking, bad user experience metrics such as bounce rates or time on site.

What is RankBrain: RankBrain is a machine learning system that is able to understand the meaning behind specific searches, and serve the best search results in response to those queries. Recently Google announced RankBrain the third most important ranking factor, behind Panda and Penguin. While RankBrain still remains somewhat of a mystery, the consensus is that it is highly intelligent AI software that identifies relevance features for web pages ranking for a given query, which is basically query-specific ranking factors.

What to Do: Ensure that your website has quality links, provides a good user experience and is chalked full of useful and relevant content. For more insights, you can look at the over 200 SEO rankings that are believed to be processed by RankBrain.

Possum

First Launched on September 1, 2016

Penalty Risk: Increased Local Competiton, Filtered from Local Search.

What is Possum?: The Possum algorithm made it so that local results varied more frequently depending on a users location: For example, the closer you are to a business’s address, the more likely you are to see it among local results.
The Possum algorithm also resulted in greater variety among results ranking for very similar queries, like “dentist San Diego” and “dentist near me.”

What to Do: Expand your keywords, copy and meta descriptions to target local variations. Local businesses now, more than ever, need to be targeting more keywords than they used by targeting a set of keywords for each page.

Fred

First Launched on March 8, 2017

Penalty Risk: Thin, affiliate-heavy or ad-centered content

What is Fred?: Fred targets websites that violate Google’s webmaster guidelines. The primary websites that were affected were blogs with low-quality posts that appear to be created mostly for the purpose of generating ad revenue.

How to adjust: Start by reviewing Google Search Quality Guidelines and avoid the use of thin content. If you do show ads, make sure that they appear in a relevant and/or appropriate manner. In a nutshell, don’t try to trick Google into thinking your page is about something when it really is a gateway page full of affiliate links and ads. There are a lot of publishers that make money off advertising, which is fine as long as it is not in a deceptive or manipulative way.

Hawk

First Launched on August 22, 2017

Penalty Risk: Competition in close proximity to your target location.

What is Hawk? Hawk is an expansion on the 2016 Possum update that ensured local results were more closely related to the area in which the user was searching. Prior to Hawk, local businesses may have been filtered due to the fact that a more prominent competitor was down the street. Now, more listings appear on local search based on where the user runs a query.

What to Do: Ensure that your practice has a Google Business Page and that your NAP (name, address, phone number) is consistent across all mediums: Website, Google Business, Citations, and Social Media.

 

 

References:

8 major Google algorithm updates, explained. (2017, September 18).

SEOPowersuit

Fortune Management Guest Blog – Retention: The Difference Between a Million-Dollar Practice and One That Can’t Pay the Bills

By | Blog

By Marissa Nicholson / Executive Coach at Fortune Management 

I have been in the dental field for more than 20 years. I have lived my life as a hygiene assistant, EDDA, manager, regional trainer, territory manager, and a dental consultant. I have been on teams of six and lead teams of 1,000. With all I have seen and learned in this field I love so dearly, retention remains one of the biggest issues in practices all over the country. How is it we can give someone a crown in one day and we can’t figure out how to keep the patients we have so carefully and painstakingly attracted to our office?

The answer? Control. Simply put, the more control we have over the patient visit, the more comfortable they are. Comfortable people refer others, accept treatment, and pay their bills. So how do we create control without being controlling? Systems. Systems are what take us from average to extraordinary. They are also what keeps our staff members from feeling like they are surviving every day to feeling like they are arriving every day!

So why doesn’t every office have strong systems in place?

The truth is, as a dentist, you are so busy being the CEO and the main production source that knowing exactly what metrics to focus on is often lost. If there is any advice I can drive home, it is that what you give attention and power to will thrive.

That being said, retention is a wonderful place to devote your time. Often I have dentists tell me all they need is “X” amount of new patients a month. The truth is, if those new patients aren’t being retained, they do you no good.

Take a step back and look at how your patients are being escorted through your practice.

  • How is your phone being answered?
    • Is there a pleasant, knowledgeable staff member answering your phones?
    • Does your office have a new patient intake form that helps create a relationship?
    • Have you made your vision clear to all staff members of how you want your patients to be treated?
  • How are we scheduling?
    • Is staff being mindful as to where the patient is scheduled?
    • Have we trained all admin staff to read our schedule so they are giving the visit enough time to ensure no wait times?
    • Do our new patients see Hygiene first or are they filtered through the doctor’s schedule?
  • Are we saving spots for key appointments in our schedule to ensure a quick conversion rate?
    • If we want 40 new patients a month, we need to save 40 new patient spots.
    • Do you have big production spots saved in the restorative schedule to ensure you are hitting goal?
    • Are you planning your day or is it happening to you?
  • How are patients greeted?
    • Is your team standing to greet the new patient as they arrive?
    • Are we making them aware where the bathroom, snacks and/or coffee are in our practice?
    • Is the back staff approaching the new patient and introducing themselves and their role as they bring them back?
    • Are we making sure we let the patient know where to put their purse, coat or other belongings as they are seated?
    • Is your team explaining every step as the patient is walked through the patient experience?
    • Are we making sure to check on the patient’s comfort throughout each appointment?
  • How are they enrolled in our Hygiene program?
    • Do you have a clear hygiene protocol?
    • Are we saving SRP and Perio Maintenance spots in our schedule?
    • Are we booking out at least two PM appointments?
    • Is there a protocol in place to take Intra oral photos on all new patients?
  • What does the exam/diagnosis process look like?
    • Are you calling out the treatment in dental terms to a hygienist or assistant?
    • Are you then sitting with the patient up to discuss their needs in layman’s terms?
    • Are you taking time to ask what is most important to the patient?
    • Are you going into an exam in the last five or 10 minutes of the hygiene appointment?
    • Are you going in with at least 20 minutes to spare to ensure your financial coordinator has time to prepare a strong treatment plan?
  • How are we handling the patient hand-off to the front desk?
    • Are we walking the patient up with the route slip and treatment plan at the same time?
    • Are we truly passing off the patient and treatment in a way that creates urgency?
    • Are we stating needs to the front office and giving them the time and information they need to complete the patient appointment?
  • What does the financial arrangement and scheduling of treatment look like?
    • Do you have a staff member that is comfortable with finances that is in charge of this system?
    • Are we fully trained on all third-party financing that we offer?
    • Do we have a strong follow-up system in place?

We have to over-communicate with our patients and control their visit so they feel comfortable. A comfortable patient will overlook when the lab case isn’t back on time, or when the estimate doesn’t match the EOB. Most importantly, they will refer others that will trust you as well. If you don’t have strong systems in place for controlling each step of a patient’s experience, I urge you to look closely at them. I truly believe that the difference between the million-dollar-plus practice and the practice that is barely paying the bills is the systems that are in place to control and provide a WOW patient experience. You too can have a well-run practice that feels like a well-oiled machine. Your key to getting there is control through systems.

The Top 3 Questions We Hear Most Often

By | Blog

Since the launch of Big Buzz over 10 years ago, we have worked with hundreds of dental practices nationwide. Over the past 10 years, the questions we hear most often have remained consistent.

How do I set a specific, quantifiable goal?

The initial need for marketing is generally to increase new patient traffic. Often, it extends beyond that, to hire an associate, grow a specific side of the practice, expand to a second location, etc. At the heart of it all, though, is one uniform, underlying goal: new patient traffic needs a consistent, sustainable boost. In setting this goal, we find it most effective to picture the end result and work backwards. When you are reaching your goal, what will you be able to accomplish that you currently can not? When you are reaching your goal, what will that allow you to do in your personal or professional life? Now, in comparison to current new patient traffic, how many new patients will you need to see per month to make that vision a reality?

Why isn’t my current marketing, or marketing-to-date, working?

Marketing is effective and successful when it is comprehensive and consistent. If you are working with multiple vendors, cobbling together solutions from a direct mail house, an SEO firm, and the local newspaper, they are likely deploying and delivering mixed messages with incongruent strategies. If you can have one team of experts utilizing a comprehensive strategy and working together to deploy specific tactics, your marketing will be infinitely more successful; and, you won’t have to spend your precious time communicating and coordinating with multiple vendors!

Which marketing tactics will provide the quickest and healthiest ROI?

This is the most overlooked aspect of marketing. Throwing darts in the dark will not provide a healthy or sustainable return on investment. Trying the latest and greatest marketing tactic will not provide a healthy or sustainable return on investment. So, what will? Ask the people. Get in the habit of asking your patients regularly how they found you, what types of media they consume, what marketing they pay attention to, and where they look to find other healthcare practitioners. Even more granularly, deep dive with your ideal patients, those who you would love to replicate and attract in droves to your practice. In doing so, you’ll uncover exactly how, where and why they found your practice, and will be able to market directly to more potential patients just like them effectively and assuredly.

Marketing should be an investment, not an expense. Every tactic should be tracked and analyzed on a regular basis to ensure it is driving traffic, boosting awareness about your practice, and ultimately providing a return on investment. When implemented effectively, marketing will run like a well-oiled machine that is consistently bringing in new patients and those visions will become your reality.

 

What’s In It For Them? Use Your Team to Reach Your Goals

By | Blog, Uncategorized

As a dentist and business owner, you are capable of reaching your goals, whether they include attracting more new patients, increasing online reviews or growing the cosmetic side of your practice. However, it doesn’t mean you have to do it all alone. Having a strong team behind you not only allows you to focus more on dentistry, it also helps you to reach your goals in a more effective, efficient, and enjoyable manner.

Here a are three ways to do this:

1. Incentivize: Incentives can be a great way to encourage team members to work harder and stay motived. Once your team is fully motivated and engaged with the practice goals, the whole office can begin to reach its full potential. It is important to use incentives as rewards for stellar performance, not acknowledgment for status quo efforts. Together as a team come up with reachable goals that will be rewarded when met. For example, if the goal is to increase referrals each month, give the staff member who asked for the most a gift card to their favorite restaurant. When the staff feels appreciated and reaps the benefits of reaching the practice’s goals, they will work harder to achieve them.

2. Celebrate Wins: This is important no matter how big or small the win is. While it is nice to celebrate a big win, they are often only occasional. The celebration of a small win can have the same positive effect as the celebration of a big win. According to The Harvard Business Review, small wins can increase people’s engagement in the workplace and also their happiness while at work. Celebrating small wins evokes a sense of pride in an employee’s work making them want to create that feeling again by winning more. Small, but continuous steps forward by an entire organization result in larger goals being met or even exceeded.

3. Provide Feedback: Feedback lets your staff know how they are doing and allows for improvements to be made. Without feedback your staff has little to no idea how they are performing, which hinders progress towards your goals. When employees are provided with constructive feedback, the result is greater efficiency, higher functionality, and increased productivity. The staff is also happier because they have a clear picture into what they are doing correctly and what they can work to improve on. Constructive criticism is just one part of feedback though. Be sure to provide praise for actions that help the team to reach the practice goals. Reinforce those actions and you will see them multiply.

In the end, using your staff to help reach your goals will help more than just you; it will create a team that is excited, happy and motivated to work towards something bigger than themselves.

Promote Your Practice on Social Media to Gain Patients and Increase Production

By | Blog | No Comments

Social media marketing is becoming increasingly important within the dental industry. Millennials and the Gen-X group are looking to social media to connect with others, seek advice and research information. When looking for a local dentist, many are looking to platforms such as LinkedIn, Instagram and Facebook. Many dentists are unaware or unsure of how to maneuver social media sites or do not have the time or interest to put in the effort needed to see results. Below, we have outlined five ways to promote your practice on social media that are easy, quick and require minimal effort.

  1. Take photos of your practice. When your potential new patients are looking for a dental practice, they will want to familiarize themselves with the team and the aesthetics of the office before making an appointment. Did you get some new furniture? Post it. Hire a new receptionist? Tell the world. Make sure photos of the practice show it in its true light; fast paced and full of bright, healthy smiles.
  2. Take photos of your happy patients. There is no better way to advertise than to show real photos of your success stories. Post before and after photos, or share pictures of laughing children with genuine smiles. The photos can be anything from a patient in the dental chair, to someone simply smiling with a staff member in the reception area. Be sure to get written permission to post patient photos to social media.
  3. Designate one staff member to be in charge of social media. We have found that social media activity tends to be forgotten, especially when no specific person is in charge of the practice’s social media presence. Remedy this by designating one staff member to take on social media. This person doesn’t have to be a marketing coordinator; assign the front office person or patient coordinator to take on the task of posting to social media profiles. Start by asking your staff if anyone wants to spearhead social media and go from there.
  4. Like and share. Social media promotion is about more than just posting to your page. It requires interacting with other pages, too. Be sure to like other posts on Facebook or share fun dental facts on LinkedIn. These interactions don’t have to be 100% dental oriented. Be sure that you are interacting with your following in a way that interests them and you’ll be good to go.
  5. Follow the 80/20 rule. To follow this rule, post health facts and tips, photos of happy patients, and informative dental articles 80% of the time, and promote your practice 20% of the time. For example, once every two weeks, post that you are accepting new patients, ask for referrals, or tell your following to call to inquire about your new treatment offering. Your other posts should be upbeat and informative, and published about three times a week.

Social media doesn’t have to be overwhelming. Do you need some inspiration? Check out Dr. Hall of Hall Family Dentistry’s Facebook page. He does a great job keeping his following engaged. Regularly posting on social media will keep your practice top of mind for patients, so their chances of forgetting to show up for an appointment are reduced. At the end of the day, promoting your practice on social media will attract new patients and increase revenue for you and the practice. If you find that you still need help managing your social media page and attracting new patients, call Big Buzz at 720.350.4484.

Dentists Who Make an Impact

By | Blog

Dentists come to us because they want to implement a marketing strategy that helps them attract more new patients to their practice. After diving deeper into their vision and goals, we often uncover additional core motivations and desires, all of which drive these marketing needs. Most often, our dental clients want to spend more time doing what they love, practicing dentistry, and less time running the business.

When the marketing, operations and financials of a practice are buttoned up, time can be spent actually practicing dentistry, enjoying time with family and friends, and giving back to the community.

Dr. Thomas Jennings and Dr. Bradley Perrett of Pinnacle Dentistry in Colorado Springs, Colorado, believe and emanate excellence in everything they do, both inside and out of the practice. Dr. Jennings served in the US Army, providing dental work to his fellow service men and women.

Dr. James Kearney of Austin Bluffs Dental, also in Colorado Springs, runs annual drives at his practice to give back to his local community. He and his talented team are currently collecting donations for people with Alzheimer’s.

Dr. Clarke Stevens of Braces Omaha in Omaha, Nebraska, has been on several dental and healthcare related mission trips, one of his most noteworthy being a leadership seminar in Togo, West Africa in 2015.

Dr. Brett Kessler and his team at Town Center Dentistry and Orthodontics in Denver, Colorado, complete free dental work, including full mouth reconstruction, for addicts in recovery each year.

Without a comprehensive and automated marketing strategy and business plan, these dentists may not have the opportunity to let their philanthropic passions thrive.

How are you building your business so that your potential can span well beyond the dental chair? Speak with a dental marketing expert today.