Welcome to the April issue of Straight from the ’Box.
We hope you’re finding a useful variety of information and tips in the newsletter. It’s our goal to provide you with the latest information that’s relevant to your continued and increasing success.
In this issue, we’re thrilled to report the Q1 SmartBox Challenge standings! If you don’t see your name among the leaders, check out this month’s article in the New in `Box and What We Do for You sections. They are filled with ideas to help you maximize your new patient numbers, and we have the products and services to help you put those ideas into action.
Thanks for reading Straight from the ’Box. As always, we’ll keep you posted.
And the Front-Runners Are ...
Congratulations to the Q1 SmartBox Challenge leaders!
These practices took the top honors in Q1; for the sake of confidentiality, we’re not releasing the practice names, but we have assigned every practice a unique identifying number.
Here are the top 10 eligible* practices and their scores for the first quarter, each of which receives $200 in gift cards!
|SmartBox Challenge number||PAD: Avg. Quarterly Answered Call Rate||PAD: Avg. Quarterly Scheduling Conversion Rate||PAD: Avg. Quarterly SmartBox Challenge Score|
* The quarterly top-performing practice and another top 10 finisher are in a state that doesn’t allow these type of competitions and are therefore not eligible for awards. The second-highest finisher didn’t have a full month of data for us to analyze and is likewise ineligible this quarter. Still, congratulations to those practices for their outstanding performance!
Ask your CSM for your Q1 SmartBox Challenge results!
These 10 top-performing practices are off to a great start for the year, but there’s plenty of time for your practice to step up its new patient-appointing game. Remember, there are quarterly prizes and fabulous annual prizes at stake!
Not to mention more new patients in your chairs.
Watch for the Q2 SmartBox Challenge results in the July issue of the newsletter.
New in ’Box
Appoint Every Possible New Patient Caller
Every prospect who calls your practice but isn’t appointed is a complete waste of your hard-earned marketing dollars. And few dental practices can afford to throw money away.
This isn’t to take anything away from front office staff. They’re undoubtedly great people doing the very best they can. However, there are a few people who are naturally gifted at overcoming prospects’ objections – stated or otherwise – and taking control of the call to ask for the appointment at the perfect moment.
In fact, SmartBox’s carefully gathered data indicates that dental practice front offices aren’t nearly as good at appointing new patients as dentists think.
We’re doing something about missed new patient opportunities. Our proprietary, dental practice-specific Patient Attraction Phone Training™ and Certification course will turn your front office into a new patient-appointing powerhouse.
This surprisingly affordable online training program includes examples of actual calls, quizzes, “mystery callers” to gauge the phone answerer’s skills, and much more.
Stop losing patients over the phone and wasting your marketing investment!
For more information about SmartBox’s proprietary Patient Attraction Phone Training™ and Certification, talk with your CSM.
We Have Ignition. Now What?
Three Tips to Maximize Your New Patient Appointments
Here are a few quick success metrics for your dental practice.
Your practice should get 50 percent of new patients from in-office referrals.
Word-of-mouth referral from happy patients is the least expensive marketing you can do. And what dental practice doesn’t like getting something for almost nothing? Pro tip: Asking for referrals when patients’ mouths are still numb is a bad idea. Use reminder programs to promote in-office referrals.
Your practice should answer 90 percent or more of incoming calls.
If that sounds like a “doh!” idea, consider that front office staff are frequently juggling multiple phone calls, patients at the desk, and much more. SmartBox’s data demonstrates that an astonishing number of incoming calls are never answered. Pro tip: Staffing up to meet the demand will pay for itself in caller satisfaction and new patients.
Your practice should answer 90 percent or more of new patient calls.
Does that seem like an unrealistic number? Pro tip: See the article about our Patient Attraction Phone Training™ and Certification course. Ninety percent is a very achievable goal and one that will make your bottom line happy.
Attain those goals, and you’ll very likely be seeing your practice’s name in our SmartBox Challenge Leaderboard standings.
Avoid the “Race to the Bottom” and THRIVE!
New patient specials still have their place … if you handle them right.
Discounts and specials are a mainstay of dental advertising, and it’s usually a case of the lowest price “winning.” That’s in quotes because you’ll often have to shave your margins to the bone to get a significant number of new patients.
But if your marketing is geared toward convincing patients that you’re the dental expert for them, you can avoid most of the price war because you’re offering more than a routine service at the lowest cost. That’s what SmartBox accomplishes for you.
Mine a Rich Vein
Patients who are looking for a cleaning, exam, and X-ray are dream patients who will be gold for you in the long run. They’re concerned about their dental health, and they’re making it a continual priority. These are the patients who will opt to get a root canal and a crown immediately when the problem arises instead of letting pain drive them to an extraction.
New patient specials are typically viewed as a quick-hit source of cash, but that’s a shortsighted approach. By providing a superior experience, you can often turn those patients into loyal followers of your practice with significant lifetime value.
For more tips on getting the most from your new patient specials, talk with your CSM.
I hope that you’ve become a regular reader of our Straight from the ’Box newsletter. It’s designed specifically to help SmartBox dentists realize maximum success.
Speaking of success – the first-quarter results for the 2018 SmartBox Challenge are in! You can read all about it in this issue of the newsletter.
The winning practices for the quarter will receive some fabulous gift cards for their efforts. And with their great start to the year, they’ve positioned themselves to be in the running to win one of three annual grand prizes.
We’ve seen a lot of improvement in our doctors’ new patient numbers during these three months. I hope that the SmartBox Challenge is inspiring your staff to appoint every possible new patient who calls your practice.
SmartBox gets you a steady stream of better patients so you can focus on doing the dentistry. We get your phone ringing, but it’s up to your front office to turn those calls into new patient butts in your chairs.
If your results from the first quarter aren’t what you hoped or expected, it’s time to have a conversation with your Client Success Manager. As you’ll see in this issue, we have the solution for dental practices that don’t appoint all the new patients they could.
Colin Receveur, Founder & CEO
COLIN’S UPCOMING CONFERENCES
Colin Receveur isn’t the kind of guy to sit behind a desk for long. In fact, he’s attending several upcoming conferences.
The Cure for the Common Practice
The first conference is Dr. Ron Receveur’s Dental Practice Transformation Seminar, May 17-18 in Louisville, Kentucky.
“Dr. Ron” is Colin’s dad and one of Colin’s earliest (and still best!) clients. In the space of just four years, the dynamic duo transformed Ron’s practice from a general practice pulling in $1.8 million a year to THE dental implants destination in the Midwest.
Ron works three days a week, doing only the cases he loves to do – consultations and surgery. He hired an associate to handle the general dentistry side of things. The practice pulled down $3.4 million last year and is on track to beat $4 million this year.
We’re sorry to say that the Dental Practice Transformation Seminar is sold out, but Dr. Ron is planning a fall conference on September 6-7. If you’d like more information, or to be notified when fall registration opens, contact:
Lora Mindel, Enterprise Growth Officer, at 502-443-1081, ext. 265, or email [email protected]
Speaking of a Dynamic Duo …
As if that wasn’t enough, Colin will also be co-presenting in June with Dr. Chris Griffin, The 3-Day Dentist and the recognized expert on dental practice efficiency.
Their P2 (Power Squared!) Seminar is the ultimate solution to working less while earning more!
P2 (Power Squared!) Seminar
Friday, June 22, 2018
Downtown Nashville, TN
8am – 5pm
Eligible for 8 CE Credits
Just $497 When You Register By May 17th!
($647 thereafter; reserve your spot early and SAVE $150!)