Alarm for "sleeping" patient. Part 1

Let us discuss one of the many ways how to work with the patient base to increase your profits. In the near future you will need to create a list of patients who were not in your dental clinic for over a year. Perhaps some of them you are lost forever. Not because they did not like you, but because they may have moved on to another dentist because you himself he is not reminded. A well-known fact, that you need to go to the dentist every six months. But if the person was not you more than a year, it is likely that he had already forgotten about you.

If you're base is in electronic form, the form such a list does not take much. The next thing to be done to you personally, as the leader is calling to 20 patients from this list. Introduce yourself and ask why the patient didn’t visit you so long ago, was it the guilt of your staff, maybe he didn’t accept the level of the service. If a person tells you that he is satisfied with your clinic, but it just was not the time he moved, he still did not hurt, then tell him that within a week your dentistry held a special event "for longtime friends, "in which you can take advantage of a good discount. To begin with ask patients to come at least for routine inspection, but as a maximum to come for treatment.

Why do you need to call personally? You have to feel and find out why these patients a year come to you and how they respond to calls from your dentistry. You can check it all on their own, rather than relying entirely on word of administrators who will be in the future and deal with such calls. Most employees do not want to do this tedious work to ring up and they may tell you that people do not like these calls and therefore they are not recorded, but in fact they just do not call half of the patients from the list.

So, going back to the calls. You need not just call and say, "Come to us." Make a tempting offer to make people interested and they had a strong motivation to visit your dentistry.

Your goal is to awake these "sleeping" patients and make them come to you. In fact, they didn’t visit you during the year for two reasons.

1. They didn’t care, that is, the teeth don’t hurt, so it makes no sense to go to dentist. Although in most cases caries occurs much earlier than a toothache. Therefore, you can offer to be examined by a dentist or do some preventive procedures such as ultrasonic teeth cleaning.

2. Did your customers forget about you and visit another dentist. It is also important to find out why they have chosen not to you, but clinic rivals. What they did not like you, that you liked them?

The purpose of these calls is to invite people to your dentist to have remembered about it, come to you, once again began to use your services. So, you actually increase profits, as well as find out why people have not visited the whole year. If they chose another clinic, then for you it will be a clear signal that your dentist that something is wrong, there are some points that can push patients.

The next thing to do is to get in touch with people in the next day or two after your first call. Because a number of people written to you at the reception as soon as you call them, someone categorically refused, and the third part of the patients will doubt, because it does not immediately determine a convenient time for yourself (most likely they will say that they Now is no time to move, and the best campaign in dentistry for another time). These people need to find out when they'd better call back. The most important thing - to call them back at that appointed time. It is possible that people will say that you should not bother him, he will contact you, if you decide to. Make no mistake - he will not call you back, you politely refused. Do not be too intrusive and to persuade the patient, but in any case it is necessary to contact and remind that the action ends soon and that a person has left to take advantage of the special offer. Of course, it will not do you, as an administrator.

In the next article: Alarm for "sleeping" patient. Part 2