Colours According to many studies the colour of your walls affects your moods. Colours can be used to enhance specific skills. Orange stimulates creativity, Yellow raises the intellect and increases motivation, red gives you energy, blue is calming reducing physical and mental tension, green has healing qualities and reduces irritability.
Music Music also affects your well being and mood, certain tunes will be relaxing and soporific and others uplifting and joyful whilst others can make you combative or confrontational. Choose your music carefully and ensure you have a license.
Plants Plants will clean pollutants from the air, they also add humidity and oxygen as well as looking attractive
Breaks Studies show that for most people their concentration span is between 20-45 minute. Physical movement will enable your brain to re-engage and stay active. Sitting in one place for prolonged periods can also be very detrimental to your posture. Make sure you get up and walk around every 20 minutes.
Water Your bodies are over 80% water, and good hydration is essential for good mental function and physical well being. Stay hydrated by regularly drinking fresh pure water throughout the day
Eat well Dentists very often skip lunch, often working through; this can be very detrimental to your metabolism. Make sure you eat lunch, a fresh salad is far better than a carbohydrate laden sandwich.
Sleep Studies have shown than most the population is chronically sleep deprived. Know how much sleep you need and make sure you sleep adequately.
Thursday, 17 June 2010
Tuesday, 15 June 2010
Top reasons for Dentist to network
Last night I was at the committee meeting for my local networking group, in my capacity of co chair.
Networking is a key element of my marketing strategy and has been crucial to me building my business. Last year membership of one group , As I look at my top 10 sources of referrals for the year to dates 7 out of 10 of them are networking contacts.
Many dentists often ask me “Why should I network?”
Here are some very good reasons why networking is an essential low cost high return form or marketing, and why your practice should be represented at each networking meeting by you or a member of your team.
• It will become a source of direct and indirect referrals from members in the group.
• It significantly increases your profile in the community.
• Enables you to get very clear about your ideal clients.
• Enables you to share with others what value you add to your patients and have many people spread the word for you.
• You will find people who can help you in your practice, e.g. bookkeepers, web designers, accountants, computer support, marketing agents graphic designers, printers etc. Who will be able to offer you a more personal and cost effective service.
• You will identify other businesses with whom you can develop strategic alliances and do joint marketing ventures and cross sell your services, e.g. photographers, beauticians, image consultants, hairdressers etc.
• You will build a support network of fellow local business people.
To find your local networking group contact your local business link
Networking is a key element of my marketing strategy and has been crucial to me building my business. Last year membership of one group , As I look at my top 10 sources of referrals for the year to dates 7 out of 10 of them are networking contacts.
Many dentists often ask me “Why should I network?”
Here are some very good reasons why networking is an essential low cost high return form or marketing, and why your practice should be represented at each networking meeting by you or a member of your team.
• It will become a source of direct and indirect referrals from members in the group.
• It significantly increases your profile in the community.
• Enables you to get very clear about your ideal clients.
• Enables you to share with others what value you add to your patients and have many people spread the word for you.
• You will find people who can help you in your practice, e.g. bookkeepers, web designers, accountants, computer support, marketing agents graphic designers, printers etc. Who will be able to offer you a more personal and cost effective service.
• You will identify other businesses with whom you can develop strategic alliances and do joint marketing ventures and cross sell your services, e.g. photographers, beauticians, image consultants, hairdressers etc.
• You will build a support network of fellow local business people.
To find your local networking group contact your local business link
Monday, 14 June 2010
The power of a mentor
Spent today with "The Incredibles" my mentoring group which consists of two IFA's and business coach specialising in working with IFA's and me.
Mentoring groups are powerful because:
• They provide a safe environment to share your successes and challenges
• They keep you focused on what you have set out to achieve
• They help you brainstorm ideas
• They provide a team if you work alone
• They have probably already experienced the challenge you are having now and can offer possible solutions.
Question: What is the difference between a mentor and a coach?
Answer: A mentor has made a similar career path to you and you will be able to benefit from their previous experience. A coach does not have to have had a similar career path, and will be focused on you achieving the outcomes that you want to achieve. Your coach will help you identify many choices that may be available to you and identify the correct one, based on you.
If you do not have a mentor or a coach I would suggest you find one of each to work with, they have different roles and they will enable you to be successful faster.
Mentoring groups are powerful because:
• They provide a safe environment to share your successes and challenges
• They keep you focused on what you have set out to achieve
• They help you brainstorm ideas
• They provide a team if you work alone
• They have probably already experienced the challenge you are having now and can offer possible solutions.
Question: What is the difference between a mentor and a coach?
Answer: A mentor has made a similar career path to you and you will be able to benefit from their previous experience. A coach does not have to have had a similar career path, and will be focused on you achieving the outcomes that you want to achieve. Your coach will help you identify many choices that may be available to you and identify the correct one, based on you.
If you do not have a mentor or a coach I would suggest you find one of each to work with, they have different roles and they will enable you to be successful faster.
Overcoming objections in Dental Practice
Advice for Dental Practices – Dealing with patient objections - the ‘but flip’
I have been encouraging you, my clients, to eliminate the word but from your vocabulary,because it restricts your options. I encourage you to use 'and' in place of ‘but’ and notice how many other options became available to you.
Just to remind you;
"I would love to go out to dinner with you but I have to be home by 10:00 pm." as opposed to
"I would love to go out to dinner with and I have to be home by 10:00."
Notice how in the second example dinner becomes a possibility.
I would also like you to use the ‘but flip’ to overcome objections. This is a fantastically powerful and simple technique that is used to overcome objections and deepen rapport with patients, staff and everyone else.
If we use the previous example;
"I would love to go out to dinner with you but I have to be home by 10:00 pm." When using the but flip, reflect the objection back to its’ creator swopping the parts of the sentence before and after the ‘but’ and add a ‘softener’.
A softener is a phrase that allows the listener to feel understood, these include, I understand, it is normal to feel, of course it is appropriate to feel..., etc.
Examples of the but flip in action
"I understand you have to be home by 10:00 pm, but I would love to go out to dinner with you."
Suddenly what was an objection becomes a compelling client outcome with an opportunity to find a way forward.
Other examples may include
Example 2
"I would like to go ahead and have my teeth whitened but I don’t want to wear something in my mouth over night."
Becomes
"I appreciate you don’t want to wear something in your mouth over night but you would like to have your teeth whitened."
Example 3
"I would really like to have a root canal to save my tooth, but I am scared about the amount of pain I may experience."
Becomes
"It is normal to feel anxious about the possibility of pain but you would really like to have the root canal to save your tooth."
Example 4
"I would really like to attend one of your training courses but I am not available on Mondays."
Becomes
"I understand that you are not available on Mondays but you would like to attend one of my training programmes."
Once you have done the but flip, and your client is focused on their desired outcome, you can then simply inform them as to how you can help them reach their goal.
Using our previous examples
Example 1
"I understand you have to be home by 10:00 pm, but I would love to go out to dinner with you, why don’t we go to that lovely restaurant that is on the way back to your house?"
Example 2
"I appreciate you don’t want to wear something in your mouth over night but you would like to have your teeth whitened, we can use a system at the practice that will lighten your teeth within the hour, how does that sound?"
Example 3
"It is normal to feel anxious about the possibility of pain but you would really like to have the root canal to save your tooth, I will use a strong anaesthetic that will ensure that you won’t feel anything. When would you now like to go ahead?"
Example 4
"I understand that you are not available on Mondays but you would like to attend one of my training programmes we are able to offer all training programmes at your practice, which is the most convenient day for you?"
I have been encouraging you, my clients, to eliminate the word but from your vocabulary,because it restricts your options. I encourage you to use 'and' in place of ‘but’ and notice how many other options became available to you.
Just to remind you;
"I would love to go out to dinner with you but I have to be home by 10:00 pm." as opposed to
"I would love to go out to dinner with and I have to be home by 10:00."
Notice how in the second example dinner becomes a possibility.
I would also like you to use the ‘but flip’ to overcome objections. This is a fantastically powerful and simple technique that is used to overcome objections and deepen rapport with patients, staff and everyone else.
If we use the previous example;
"I would love to go out to dinner with you but I have to be home by 10:00 pm." When using the but flip, reflect the objection back to its’ creator swopping the parts of the sentence before and after the ‘but’ and add a ‘softener’.
A softener is a phrase that allows the listener to feel understood, these include, I understand, it is normal to feel, of course it is appropriate to feel..., etc.
Examples of the but flip in action
"I understand you have to be home by 10:00 pm, but I would love to go out to dinner with you."
Suddenly what was an objection becomes a compelling client outcome with an opportunity to find a way forward.
Other examples may include
Example 2
"I would like to go ahead and have my teeth whitened but I don’t want to wear something in my mouth over night."
Becomes
"I appreciate you don’t want to wear something in your mouth over night but you would like to have your teeth whitened."
Example 3
"I would really like to have a root canal to save my tooth, but I am scared about the amount of pain I may experience."
Becomes
"It is normal to feel anxious about the possibility of pain but you would really like to have the root canal to save your tooth."
Example 4
"I would really like to attend one of your training courses but I am not available on Mondays."
Becomes
"I understand that you are not available on Mondays but you would like to attend one of my training programmes."
Once you have done the but flip, and your client is focused on their desired outcome, you can then simply inform them as to how you can help them reach their goal.
Using our previous examples
Example 1
"I understand you have to be home by 10:00 pm, but I would love to go out to dinner with you, why don’t we go to that lovely restaurant that is on the way back to your house?"
Example 2
"I appreciate you don’t want to wear something in your mouth over night but you would like to have your teeth whitened, we can use a system at the practice that will lighten your teeth within the hour, how does that sound?"
Example 3
"It is normal to feel anxious about the possibility of pain but you would really like to have the root canal to save your tooth, I will use a strong anaesthetic that will ensure that you won’t feel anything. When would you now like to go ahead?"
Example 4
"I understand that you are not available on Mondays but you would like to attend one of my training programmes we are able to offer all training programmes at your practice, which is the most convenient day for you?"
Wednesday, 9 June 2010
How to quickly improve your dental practice finances
I have recently been working with a number of practices that have been asking me how they can improve their patient revenues and cash flow. One of the ranges of options that I discuss with them is reactivating dormant clients and treatment plans.
As I travel around, I discover that most, although not all, practices send out routine reminders for recall appointments. Needless to say there is not 100% uptake from patients who contact the practices to make the appointments. I am staggered to discover how many assume that if the patient does not respond they have left the practice and don’t contact them again.
What I have found, with the clients who have established a system (with periodic letters and telephone calls) to follow up patients who don’t respond immediately, they have a significantly increased number of patients returning and consequently many more conversations that result in treatment plan conversions.
A frequency of contact that appears to be successful in enticing the patients back to the surgery is
• A routine reminder when a recall is clinically indicated, six, nine or twelve months.
• One month after the recall was due
• Three months after the recall was due
• Six months after the recall was due
• One year after the recall was due
• Eighteen months after the recall was due
• Two years after the recall was due
As you send each letter you should also add special offer vouchers and details of treatments available to attract your patients back.
Would you now like to find out other ways to reach the untapped profitability in your practice?
Call Dr Lelean on 01296 770 462 or 07989757884
E mail Jane on jane@healthyandwealthy.co.uk
Visit our website www.healthyandwealthy.co.uk
together we make your good practices great
As I travel around, I discover that most, although not all, practices send out routine reminders for recall appointments. Needless to say there is not 100% uptake from patients who contact the practices to make the appointments. I am staggered to discover how many assume that if the patient does not respond they have left the practice and don’t contact them again.
What I have found, with the clients who have established a system (with periodic letters and telephone calls) to follow up patients who don’t respond immediately, they have a significantly increased number of patients returning and consequently many more conversations that result in treatment plan conversions.
A frequency of contact that appears to be successful in enticing the patients back to the surgery is
• A routine reminder when a recall is clinically indicated, six, nine or twelve months.
• One month after the recall was due
• Three months after the recall was due
• Six months after the recall was due
• One year after the recall was due
• Eighteen months after the recall was due
• Two years after the recall was due
As you send each letter you should also add special offer vouchers and details of treatments available to attract your patients back.
Would you now like to find out other ways to reach the untapped profitability in your practice?
Call Dr Lelean on 01296 770 462 or 07989757884
E mail Jane on jane@healthyandwealthy.co.uk
Visit our website www.healthyandwealthy.co.uk
together we make your good practices great
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