Yesterday, I went to a new dentist for the first time. They have very high-tech equipment. They discovered that I needed a more extensive cleaning than normal. It was a very easy sale because they showed me the problem. They checked with my insurance company and came back with a piece of paper. They said, “Here’s the cost, here’s what your insurance will pay, and here is your cost. We ask that you pay half of your responsibility when you schedule.”Now think about this. They removed my pain by answering all of my questions before I asked them. They removed their potential pain with a clear and efficient process for selling the treatment, removing the patient’s pain, getting the treatment scheduled and ensuring that the patient keeps the appointment. Their process ensures better cash flow, less cancelled appointments and better sales. Further, by offering online scheduling, they addressed another patient pain.
This new dentist provided a boutique experience by anticipating and planning a response to every patient pain. Then their processes streamlined the follow-up steps and improved the business side of their patient interaction.
Do you know your clients’ pains? What steps have you taken to reduce or eliminate those pains? Do you have internal processes to improve your business operations?
If you need help understanding client pains or creating internal processes to make your business more efficient and profitable, call The Practice Building Team today at 732-397-8489.
