How to Turn Around a Failing Dental Practice
For most businesses, the pandemic has made it a real struggle to keep afloat. Quarantining and social distancing have led to an absence of eager customers for almost every industry and profession. People are trying to stick it out in their homes and avoid getting infected with Covid-19, so they’re just not going to go out shopping or seeking services unless they really need them.
While things are slow for the vast majority of businesses, it’s safe to say that dental practices are definitely amongst those struggling the most. Patients simply don’t want to come in to get treatment unless it’s urgent. It makes sense; providing dental treatment is a very up-close and personal thing. While healthcare providers are typically great at being diligent with sanitization, some people just don’t want to take that risk.
Unfortunately, it’s not surprising to me when people come to me and tell me that their dental practice isn’t just struggling but is actually in the process of failing. Does that sound like you? Are you hustling like mad to get patients in the door only to find yourself coming up short at the end of the month? Trust me, you’re not alone.
In fact, I have some awesome news for you: I can help you turn your failing dental practice around. It’s nothing too complicated, either. These are just a few simple, amazing strategies that can do wonders for your practice. If you’re interested, keep reading!
1. Buy a whiteboard.
This sounds too good to be true, doesn’t it? I can almost hear you thinking: “How could buying a whiteboard turn my failing dental practice around!?” Believe it or not, though, something as simple as a whiteboard can be the key to unlocking profitability, efficiency, and, subsequently, the growth you need to turn your failing practice around.
An ordinary whiteboard—one you can buy at any office supply store for a few bucks—is responsible for doubling my practice revenue. It’s done the same for hundreds of dental bosses all over the world, too. It’s not the whiteboard itself, of course, but what you do with it. And what you need to do with it is use it each month to track individual services, set goals for those individual services, and then shoot for the stars with each coming month.
- Start by listing all the services you offer on the whiteboard.
- Set target numbers for the month based on your revenue goals and write that number in RED.
- Every day, mark down the number of that service that your practice has completed month to date in BLUE.
- When you hit the target you’ve set, change the BLUE number to GREEN.
Your goal is to change all of your blue numbers to green by the end of the month. When you get every blue number to turn green, you’re meeting productivity goals—which means you’re at least keeping your practice afloat.
But ending the struggle isn’t the objective; I want you to turn your failing practice around. So, next month, aim higher. Make those numbers larger. As each month passes and you keep turning those bigger and bigger numbers from blue to green, you’ll notice your practice is doing better than ever before.
2. Deliver a WOW customer experience.
At Delivering WOW, we’re all about providing each and every one of our patients an experience that WOW’s them. When we can make them feel like VIP’s, they’re bound to become raving fans of our practice who are quick to refer us to their family and friends.
That means our patients don’t just become loyal, they refer other patients who are likely to become loyal too. Having a dependable and ever-growing influx of patients coming through your practice doors is a big deal. You’ll be increasing the productivity of your practice — helping you hit those whiteboard targets each and every month. Any practice owner knows productivity is what paves the way for profitability and growth.
3. Give your team extensive training.
If you want your patients to be enthusiastic about the results they see after coming into your practice to receive dental treatment, you can’t be the only one WOWing them. Your team must, too, through the treatment they provide and the care they show your patients. The best way to achieve this is to provide your team with the right training. When your team improves their craft and can provide amazing results for your patients, your patients will be happy with their care. And when your team treats them like a VIP every time they walk through the door, your patients won’t ever think about going anywhere else for dental care.
When training your team on procedures, make sure to also train them in the benefits of the procedures so they can better connect with patients. So, don’t just give your team the right training in crowns. Make sure they understand the benefits of crowns, the different types of crowns you offer, and the long term effects if recommended crowns are not completed. Also give your team training about how to socially interact with your patients. Your team should be able to show before and after cases, answer questions, and refer patients to the proper resources. Train your front desk to handle phone calls effectively. Train your assistants to do preliminary work—X-rays, impressions, etc.—that allows you to be in and out in a jiffy. Set up your team for success, and you’ll see the results you want to see.
Need to turn around a struggling or even failing dental practice?
Turning a struggling practice around boils down to production and consistently delivering WOW experiences. And the key to doing that isn’t diagnosing more patients or bullying them into accepting unnecessary treatment. You just need to put the right systems in place and make sure all your team members are on the same page. If you do, you’ll get the results you want while better serving your patients.
If you’re looking for training or coaching for your team to accelerate your growth, click here to learn more.
Also, if you want to join a community of Dental Bosses just like you, I have a Facebook group where over 1000 Dental Bosses are already learning and growing. Join us in the Dental Boss Movement Facebook group if you want some support and training as you grow your dental practice.