Tips for your Practice

Linda Miles, CSP, CMC

Marketing Ideas


It’s external marketing that gets the phone to ring and new patients are certainly the lifeblood of the practice, but it’s the patients of record who refer to you and build your practice with their own personal dental care. Internal marketing is what keeps patients talking favorably about the practice. Once per month have a patient appreciation day where each patient seen that day receives a $5 to $10 useful gift that makes the person know you appreciate them. Your marketing committee (one team member from clinical assistants/one from hygiene/one from admin along with the practice manager) selects and wraps or bags gifts in advance. These can be bought locally, ordered online, or from a novelty catalog. On the last day of each month, pull a number one to 31 from a bowl. Keep pulling a number until you have a workday for the following month and that becomes the patient appreciation day. Patients love feeling special and will hope all their next appointments fall on that monthly lucky day. Cost: $10 in a solo practice with 30 patients each day $300 per month. Return on investment: priceless in good will and continued referrals.

Grow Your Practice in a Slow Economy

Sandy Pardue

Despite the economy, some practices are expanding. They are working differently, adopting new protocols, improving customer services, and changing their focus. These practices have located their barriers and are more aware of missed opportunities.

The high performance practices are focusing more on reactivation and retaining existing patients. The average practice has approximately 1,000 people due for recare. The value of each patient to the practice is $1,000 annually. If you can reactivate as few as 10%, this would bring in an additional $100,000 in production.

I’ve listed steps to walk you through a successful reactivation project to help you reactivate lost patients and regain momentum in your practice.

10 Tips to Control Broken Appointments

Sandy Pardue

The majority of broken appointments occur due to the lack of control by the practice. I’m referring to the lack of firm financial policies, patient education and adding value to the visit. For example, if the hygienist is spending 80% of her time with the patient talking about her wedding, and 20% of the time talking about dentistry, the patient will see little value in their visit. Those percentages should be the other way around. The majority of the time should be about dentistry and what is occurring in the patient’s mouth.

The following tips will help you have better control over broken appointments.


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