Looking for more new patients?
Here is one of the most overlooked opportunities that costs nothing and is just sitting there. Here are the exact things you need to do:
1. Track on a daily basis the number of potential new patient calls that come into your office each day. Anyone who answers the phone in your office just keeps a tally of how many calls they answer from anyone who makes and inquiry about the practice.
2. Track how many new patient appointments are scheduled each day. These two numbers should be recorded daily so that the team can see how successful they are at converting “inquiries” into scheduled patients.
In the past, we always thought that if we could convert about 80% of the prospective patients, we were doing OK. After all, you are not everyone’s dentist and you won’t be a good fit for everyone.
That 80% target changed not too long ago, thanks to a very perceptive team member who understands that the purpose of the practice is to always be creating happy, paying patients.
In looking at the statistics of one particular office at the end of a month, I noticed that the calls to scheduled new patients ratio was over 130%. I thought there was a mistake and that the two lines had been switched. Upon further investigation, I discovered that everything was totally correct. Not only was the new patient being scheduled, but each one was being asked, “Who else do we need to get scheduled today who needs to come in and see us?” or something similar. In other words, JUST ASK! If a new patient is calling your office, chances are that someone else in their life needs a dentist as well. So, just ASK who that person is.
So, the next step is:
- Ask every new patient after he or she schedules a new patient appointment, “Who else do we need to get scheduled today?”
While we used to just shoot for 80% in the past, today we compete to see how many new patients can be scheduled in one call! The record so far…7! 7 new patients scheduled from one phone call. Just because someone asked!
It is a simple idea. But a very powerful and profitable idea to leverage your marketing dollar.