by Dr. Ann Marie Gorczyca
The conveyance of clinical excellence is the most important aspect of your marketing. Patients want value. They want quality. And above all, they want orthodontists whom they can trust. They want durability and long-term stability of their results. It is important for your patients, community, and referring doctors to know you are clinically excellent.
Topics: Communication, Ann Marie Gorczyca, excellence, practice community, customer service
by Ann Marie Gorczyca
Focus your marketing efforts on the new patient experience first and clinical procedures second. "We will take great care of you" is the orthodontic team's verbal promise and testimonial to the new patient. Make a point of telling each new patient that you will take great care of them.
One way to show new patients that you will take great care of them is to listen to them. Ask the new patient questions about themselves and let them speak uninterrupted. Devote time and attention to their responses. Care enough to listen. You want your new patient to say, "She really listened to me. She really cares."
Topics: orthdontics, Communication, Relationships, Ann Marie Gorczyca, success
By Roger P. Levin, DDS
Prior to the Great Recession, scripting was viewed as the be
st way to be sure patients and parents were getting the information they needed in language they could understand. It still serves that purpose, but Levin Group has reshaped scripting into a powerful motivational tool. We call this new communication technique Value Creation Scripting™.
Topics: orthodontic practice management, Communication, growth plan, Roger Levin, production, scripting
by Dr. Ann Marie Gorczyca
Thanksgiving will soon be here. As we look forward to gathering with family and friends on Thanksgiving Day, November is the perfect time to update, restock, and redistribute business cards to every member of your orthodontic team.
Topics: orthodontic practice management, Marketing, Communication, Ann Marie Gorczyca
“When it comes to marketing, everything counts.” So begins Dr. Ann Marie Gorczyca’s new book, It All Starts with Marketing: 201 Marketing Tips for Growing a Dental Practice.
Over the past couple of months I have been working with Dr. Gorczyca to move her practice from our original DOS product, OneTouch, to our cloud product, Edge. Working with her was an absolute pleasure and her excitement and passion are contagious. So when I heard she had published her first book I couldn’t wait to dive in, and I wasn’t disappointed.
The book is written specifically for the dental specialty, and yet almost every idea she shares is practical and applicable even to my job today. Dr. Gorczyca divides the book into three sections, focusing on the areas of Internal Marketing, External Marketing, and Relationship Marketing. Each section contains suggestions and actionable ideas for rolling out and implementing her clever tips, proven methods, and common-sense approach.
Topics: orthodontic practice management, Marketing, Communication
by Kayla Hoorelbeke
With the popularity of the paperless office, advances in technology, and the ubiquity of e-mail and social media, orthodontic practices have access to cost-effective options for reaching a multitude of their current and potential patients. Yet while they may be cost-effective, are they marketing-effective?
Topics: Marketing, Communication, Orthodontic, Kayla Hoorelbeke
It is critical that potential patients walking into the ortho practice become starts. The treatment coordinator must be completely focused on those prospective patients and parents. Parents must be carefully handled when they call, when they enter the office with their child and, finally, when treatment is accepted. Ortho growth in the post-recession economy depends on truly excellent new patient experiences.
Topics: Communication, Consultants, orthodontics, Roger Levin, treatment coordinators
Among the most critical aspects in learning to deal with difficult or confronting situations with patients is the old axiom that says, "it's not what you say but how you say it that counts." 93% of communication is non-verbal. While it is important to remember mom's admonition to "watch what you say," it is even more important to monitor your tone and body language when speaking. Words comprise only 7% of the message; 38% of the message is auditory (volume, rate of speech, intonation and inflection, even accent); while 55% of the message is derived from visual aspects (facial expressions, body language, even what you are wearing or the environment you are in.) If what you say doesn't match up with how you sound or how you look when you speak, the person will think you are, at best, insincere. (For example, if someone were apologizing to you for some situation, and was laughing while speaking, you wouldn't believe the apology was sincere.)
Topics: orthodontic practice management, Communication, Consultants, Relationships, Joan Garbo
Be sure to check out Part 1 of Balancing the Personal Touch with Technology by clicking here. Carol discussed Benefits of Technology and Benefits of a Well-designed Website and Digital Images.
Topics: technology, Marketing, Communication, Consultants, Ortho2, orthodontists, Carol Eaton, Orthodontic
If you haven’t noticed, being recognized as an orthodontic specialist and retaining the market share as an orthodontist has become more and more challenging. The end result and the process of creating a beautiful smile that is also functional have always driven orthodontists to not compromise with patient care, technology, and education. It is just unfortunate that a general dentist can do orthodontics in a six month period and not really worry about occlusion but rather focus on what the consumer wants: the front teeth aligned, braces on the teeth in as little time as possible, and less cost! Oh, and throw in the fact that the insurance companies love the lower benefits being paid out to policy holders on behalf of the non-specialist! All this adds up to the orthodontic specialty being challenged to project the difference with the level of patient care they provide and the benefit of choosing this specialty!
Topics: orthdontics, Communication, Consultants, New Patients, Ortho2, Char Eash, practice growth
