Month: October 2012

How authentic praise can increase your production

Authentic praise isn’t scripted.  It’s an organic exchange of conversation between Dr. and team and vice versa.  I can’t begin to tell you how much authentic moments of praise in front of my patients have meant to me over the years.  I would glow for hours on the days when Dr. would say something like this to a patient, “Stacy’s right.  I agree that this tooth needs a crown.  Stacy’s my right hand man when it comes to exams. She doesn’t miss a thing.”

When we coach clients we often refer to the stats related to hygiene being the financial backbone of the practice.  Hygiene is the primary feeder to grow a thriving operative schedule for the dentist.  Over 60% of all of Dr.’s production is a direct result of what gets scheduled out of hygiene.

• Hygienists can use authentic praise such as, “Mary, I agree.  You have chipped that tooth.  I’m surprised it isn’t sensitive yet.  Many times in cases like this, I’ve seen Dr. Jones recommend either a filling or a crown.” “One of the things I love most about working hereis how thorough Dr. Jones is.  I’ll detail her on what’s going on and I know she’ll take the time to explain your options.”
  • When a hygienist makes a point to praise their doctor, it can create a sense of trustbetween the Dr. and the patient even before the Dr. ever steps foot in the operatory.  The likelihood that the patient will be open to treatment recommendations goes up.

• Patients want to know they’re in good hands and they’ve made the right choice in selecting you as their dentist.  During the initial inquiry phone call, if the scheduling coordinator says, “You’ve made the right choice in choosing Dr. Jones’ as your new dentist.  I’ve been here for 9 years and she is by far the best dentist I’ve ever worked with. We look forward to meeting you next week at 10:00 a.m.” By using this strategy, your scheduling coordinator has already made you a rock star in the patient’s mind!

For more communication tips on how you can increase production through authentic praise, consider signing up for your 1:1 monthly private phone coaching.  Visit inspiredhygiene.com/mastermind for details on scheduling your private coaching time.

Stay Inspired,
Stacy

It’s no secret that West Virginia is the butt of just about every bad ‘tooth’ joke there is. But from rafting down the New River to driving through the beautiful fall foliage to the fabulous Linda Miles ☺, a lot of great things come out of West Virginia! And now I have another reason to love West Virginia…a certain fantastic dental team!

It is my pleasure to celebrate the entire team at Shady Spring Dental! On a country road just outside Beckley, Dr. Clay and Dr. Hiener have built a powerful team and a practice that is high tech and committed to delivering the best patient care possible. The doctors have consistently invested in themselves and the team through continuing education, coaching and facility improvements. I wonder if their patients know how fortunate they are…

This team was already performing at a very high level with a perio percentage of 35% and like most high performance teams; they wanted to take it to the next level.

In the past few months they’ve achieved:

• Their best production month ever
• An increase in hygiene production of over $7000 per month
• Increased use of local antibiotics resulting in improved health for patients
• Entire team on the ‘same page’ and a consistent perio diagnosis and treatment protocol
• Renewed enthusiasm in patient care!

I’m with them TODAY for my 2nd visit to focus on restorative co-diagnosis, supportive homecare products and implementing a high-level caries prevention system.

I know I’m inspired by what they’ve achieved. How about you??

Stay Inspired,
Rachel