By Roger P. Levin, DDS
Like many businesses, orthodontic practices have been adversely affected by the recession. There are still a large number of practices that have been challenged to reach their production numbers for three years. This lack of growth is due to the absence in many ortho practices of what Levin Group calls post-recession systems and marketing programs.
One of the major steps Levin Group has taken to ensure that client practices continue to grow is the creation of the 5 Stages of Closing™—a new post-recession case presentation system for ortho treatment coordinators (OTCs). This step-by-step process has been extremely effective for OTCs who use it to close more than 90% of new parents and patients during treatment consultations.
UNDERSTANDING THE CHANGE IN CONSUMER PSYCHOLOGY
The 5 Stages of Closing™ was developed in response to a change in consumer psychology. According to a recent study in the Wall Street Journal, consumers with household incomes of $200,000-$250,000 per year have dramatically changed their decision-making process when making a purchase. These individuals now focus on three key questions before making a purchase:
- Do I really want it?
- Do I want it now?
- Do I want to buy it here?
In this economy, consumers of all income levels who once made impulsive buying decisions are now concentrating on these three questions and often postponing purchasing decisions, waiting for better deals or deciding to buy somewhere else. This mentality has made new patient ortho consults much more challenging.
THE 5 STAGES OF CLOSING
After extensive testing, The 5 Stages Of Closing™ has proven to be one of the best new approaches to increasing ortho starts. This revolutionary new case presentation method comprises the following steps…click here to read the full article.
About the Author
Dr. Roger P. Levin is Chairman and CEO of Levin Group, Inc. Levin Group provides premier, comprehensive consulting solutions that deliver Total Ortho Success to orthodontists in the U.S. and around the world.