PATIENTS FOR LIFE!
Proven Systems to Engage & Retain
Benefits for the Practice Benefits for the Patient
What percentage of your patients should be coming in every 6 months?
What percentage of your active patient base do you think are coming in every 6 months?
REALITY
20% to 30%
WHAT’S IN A NAME?
What do you call it in your practice? • In the treatment room? • At the front desk? • In your reminder notifications?
MAINTENANCE
What could be the advantages of calling it Active Maintenance?
Active Maintenance is the heartbeat of the Dental Practice
IMAGINE…
2000
active patients
1700
85% AM participation
1700 x 2/12 appointments
3400
potential AM appointments
3400 x $200 appointment cost
$680,000 potential revenue
2000
active patients
400
20% AM participation
400 x 2/12 appointments
800
actual AM appointments
800 x $200 appointment cost
$160,000 potential revenue
85% AM = $680,000 20% AM = $160,000
THE MISSED OPPORTUNITY
$520,000 lost revenue
So why aren’t 85% of your patients coming back every 6 months?
R elationship R eason R outine
Relationship is built through TRUST
Trust is built by demonstrating: 1. Benevolence 2. Capability 3. Integrity 4. Authenticity 5. Connection
Reason:
Two main reasons they don’t come back every 6 months
1. “no pain = no problem”
2. Lack of concern and awareness
DAMAGING RESULTS OF EXISTING CONDITIONS
Give them a REASON to return Your job is to implant the concept that the mouth is constantly......
degenerating
EDUCATE TO GIVE THEM A REASON TO COME BACK
MAINTENANCE & PREVENTION
ORAL-SYSTEMIC CONNECTION
ORAL CANCER SCREENING
Routine:
SYSTEMS & COMMUNICATION
My BARBER books me ahead!
1-2-3 TOUCH POINT PROCESS
1) Book the next AM appointment 2) Reminder 2-3 weeks prior by email or SMS 3) Reminder 1-2 days prior by call or SMS
What is being communicated? 1) When they’re booking their next AM appointment 2) When they’re reminded 2-3 weeks prior by email or SMS 3) When they’re reminded 1-2 days prior by call or SMS
The routine you want for your patients is the routine your team needs to be in
R elationship R eason R outine
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