The success you want may be hiding in plain sight
By Scott J. Manning, MBA
Do you spend your time only treating what a patient came in for, diagnosing the obvious, and filling schedule holes instead of filling the gaps in your patient’s health? Then you’re not practicing comprehensive dentistry. You’re being reactive instead of proactive.
No matter how new you are to the dental field, it’s important to focus on what really matters for the health of your practice and your patients… and that’s comprehensive dentistry. Marketing is important, but don’t forget to review the patients walking through your day every day. There is a huge opportunity in delivering services that they didn’t specifically request.
Expand Your Vision…
Let’s face it. Patients usually come into your office just to get a cleaning and maybe check the status of a tooth that has been bothering them. What they don’t realize is that their appointment is about so much more than just a simple cleaning or what’s hurting today. It’s about their overall health, and your job to help them see this.
It’s not just about fixing what’s broken; it’s about elevating their understanding of what’s possible for their future health. It’s a conversation that goes beyond today’s visit that you present from a place of service, care, and leadership. After all, if you really care about your patients, you want to guide them to long-term good health, even if that means having a challenging discussion with them that takes up your time and resources. But this is essential to be successful in the dental industry because…
Today’s Dentistry is Transformational and Focuses On Lifelong Health
You may think that the more patients you see, the more successful your office will be. Wrong! If you don’t see a lot of patients, then you should be doing more comprehensive diagnosing.
Fewer patients does not mean less dentistry to do. It means MORE Time, Attention, Value, and Dentistry.
When you focus on fewer patients, your planning is sharper, your presentation is clearer, and your outcomes are more impactful because you’re not rushed or in survival mode. Instead, the way you run your business and provide care becomes more intentional and strategic. This is how you maximize what you already have.
Focus On The Patient’s Entire Journey
For every patient you see, think about their next layer of health. Everything may look perfect on the surface (perfect occlusion, full dentition, spotless perio, etc.), but there is still a conversation to be had. It may be about aesthetics, function, prevention, referrals, reviews, and long-term value creation. But this conversation MUST happen. Otherwise, the patient just walks out of your office without planting that next seed, and you miss the opportunity to lead. This is why it’s important to…
Educate, Elevate, and Execute – For Every Patient, Every Visit
Here’s a simple three-step framework to help make this happen:
- Educate.
Begin every visit by praising the patient for making their health a priority, and by way of your clinical philosophy, set expectations. Talk to them and let them know you are here to guide them through the future of their overall health process, not just what’s scheduled. - Elevate.
Forget about previous treatment plans, and refresh them with new x-rays, photos, and language. All of your touchpoints should bring new energy and fresh clarity to the conversation so that you can transform the old treatment into new treatment. - Execute.
Let your patients know everything that needs to be done and get each treatment on the calendar. Instead of saying you’ll “revisit” something later, talk about it now and get it scheduled. This is true leadership… not hesitation. Own your patients’ progression through their future health pathway.
For help with this, try an old speaking trick. Tell them what you’re going to tell them, tell them, remind them what you told them, and then tell them where you’re going next. This is how to build understanding, trust and a good relationship. It’s also how you build a thriving, high-value practice.
And Don’t Forget Your Team…
In this whole process, don’t forget about your team members who drive this whole machine. Make your morning huddle have impact instead of just being a sleepy check-in and ask:
- What are we doing with these specific patients today?
- What are their unique next steps?
- Where are the gaps and where is the opportunity?
This way, you’ll create energy, be a true leader and win! This is because when your team believes in the mission, knows the plan and is aligned with your purpose, everything changes for the better.
Your Future Success Is Hiding Right In Front Of You
The goldmine of success and growth for your practice isn’t out there in some new software program, marketing campaign, social media post, or new piece of dental tech. It’s hiding right in front of you in the patients you are already serving.
Now that you are aware of this, do you care enough about your patients to lead and challenge them and give them more than they originally requested when they stepped into your office?
If so, you can bet they will approve more treatment, refer more patients to you, and stay for life. Then, your practice transforms into exactly what you’ve dreamed of… all from getting more out of the patients you already have!
To learn more about growing your practice, check out the no-cost information available at https://www.dentalsuccesstoday.com.
About the Author: Scott J. Manning, MBA
Recognized by thousands of dentists across North America, Scott Manning is an accomplished author (“The Dental Practice Shift” is the #1 most requested book in dentistry) and highly-sought-after public speaker. For almost two decades, he has dedicated his life to inspiring and motivating dentists worldwide to create wealth and lifestyle-based practices. Today, when he is not sharing his positive messages worldwide, he loves to travel and spend time with his beloved wife Kristen and daughter Saylor. To learn more, visit https://www.dentalsuccesstoday.com.