New Patient numbers are down. My new patient numbers are down – how can I increase my production?
New patients are the life blood of the practice. We all need new patients.
My point is this: while you are marketing for new ones … make the time you spend with your old ones more valuable! Your hygiene department is FULL of existing patients who already trust and follow your best recommendations.
You diagnosed these hygiene patients maybe 5 – 10 years ago (or longer!). What have you learned in the past 5 – 10 years? And have you given your older existing patients the opportunity to benefit from your most current expertise like you are giving your brand new patients …, I don’t know, maybe with … BioCompatible Dentistry for Whole Body Health??!!
This will be a comprehensive exam and a new look at an old patient. All you need to do is offer these trusting faithful existing patients a complimentary comprehensive new patient exam and re-diagnose (using the 7 Diagnostic Disciplines™) and re-treatment plan their case with your current knowledge on mercury safe/BPA/occlusion/TMJ/perio/sleep apnea/etc., and voila … you’ve got yourself a NEW PATIENT (no marketing costs, either!).
Verbal skill for you and your hygienist:
“Leslie, you have been coming to see me for ____ years now. You have always been on time for your appointments and treated us with respect. We appreciate this. Thank you. Your first exam was back in August of 2005 [put your dates in here]. Dentistry has changed quite a bit since then as you may well have imagined. We have seen major advances and I have always promised you my best skill and attention. It’s time for me to look again … I will feel better once we’ve done this. Just 20 minutes, no charge, I’ll tell Sally to make time in my schedule this week.”
So, anyone in the practice who was seen as a new patient between 5 – 10 years ago (or longer) gets a new complimentary comprehensive new patient exam. Period.
This is how you find new patients who have been with you for some time … and how to take care of them with your new knowledge and increase production at the same time.
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Difference, LLC