DentaltownUK March 2018 - 7

Again, for the average dental office, 100 people
have to land on your website for 5 percent to call. I
bet when you add a video featuring your doctors, as
opposed to just a stock photo, it could add another
5 percent. I think that when your office manager or
your treatment plan coordinator talks about money,
it could add another 5 percent. Try that.

See Howard Live!
Howard Farran, DDS, MBA, is an international speaker who
has written books and dozens of articles. To schedule Howard
to speak at your next national, state or local dental meeting,
email rebecca@farranmedia.com.

2018
APRIL
13

Townie Meeting

APRIL
20

Oklahoma Dental Association

MAY
15

Riverside/Corona Study Club

JUNE
15

Wyoming Dental Assocation

Orlando, Florida

Oklahoma City

Riverside, California

Jackson Hole, Wyoming

Conversion conversations
When potential patients finally call your office,
an average of three people have to call before one can
be persuaded to come in. What happens if someone
calls your office to ask how much a crown is, and your
receptionist says $1,000? They'll say, 'Thank you very
much,' and hang up. Fix that!
Two out of every three people who call Today's
Dental convert to scheduled appointments. Train
your receptionists in conversion techniques. You can
do it yourself with the right background, or there's an
entire industry-hundreds of dental consultants-who
specialize in phone training and conversions.
You also can get your current customers to buy
more frequently. At the end of the day, after you've
had eight people come in with your hygienist in Room
1 for cleanings, do you check how many of them
scheduled to come back and get their teeth cleaned
again on recall? If it's only six out of eight, you just
lost 25 percent of your practice that day. Fix that
right then, before you go home: Get the hygienist,
receptionist, someone on the phone to call that person
and say, 'Hey, you got your teeth cleaned today and
you didn't reschedule for your next appointment.
Let's do that now.'
When someone says, 'I'd like to come in and get
my teeth cleaned,' unless they're an orphan from a
foreign country, chances are they have family members,
too. When are their appointments? If a mom calls to
say she wants to bring in her daughter who fell down
and bumped her tooth on the coffee table, say OK
and ask if there are any other children, too-offer to
schedule them all to come in for a cleaning, exam and
X-rays. And then when you're done say, 'Now, what
about your husband?' If you can't upsell 1 out of every
5 calls to make an appointment for another member
in their family, you're not even trying. ■
Next month: Why you need to be able to
talk about budget-based treatment priorities
with your patients.

dentaltownuk.com \\ MARCH 2018

7



http://www.dentaltownuk.com

Table of Contents for the Digital Edition of DentaltownUK March 2018

Cover
Mike Gow editorial
Howard Speaks
Continuing Education Update
The Hall Technique
Message Board - Am I too Conservative?
Top 10 Tips for starting a successful clinic
Message Board - Knock to a Front Tooth 12yo
The British Dental Confeerence and Dentistry Show 2018
Anterior Surgical Crown Lengthening
Cover Story - The Dancing Dentist
Posterior Composite Stratification
Indirect vs. Direct Restorations
Orthodontic Restorative Interface
BACD News
Through the Keyhole
Lifestyle
Dental Aid Network
Students
Wish List
Quiz
DentaltownUK March 2018 - Cover
DentaltownUK March 2018 - Cover2
DentaltownUK March 2018 - 3
DentaltownUK March 2018 - 4
DentaltownUK March 2018 - Mike Gow editorial
DentaltownUK March 2018 - Howard Speaks
DentaltownUK March 2018 - 7
DentaltownUK March 2018 - Continuing Education Update
DentaltownUK March 2018 - 9
DentaltownUK March 2018 - The Hall Technique
DentaltownUK March 2018 - 11
DentaltownUK March 2018 - 12
DentaltownUK March 2018 - Message Board - Am I too Conservative?
DentaltownUK March 2018 - 14
DentaltownUK March 2018 - Top 10 Tips for starting a successful clinic
DentaltownUK March 2018 - Message Board - Knock to a Front Tooth 12yo
DentaltownUK March 2018 - 17
DentaltownUK March 2018 - 18
DentaltownUK March 2018 - The British Dental Confeerence and Dentistry Show 2018
DentaltownUK March 2018 - 20
DentaltownUK March 2018 - Anterior Surgical Crown Lengthening
DentaltownUK March 2018 - 22
DentaltownUK March 2018 - 23
DentaltownUK March 2018 - Cover Story - The Dancing Dentist
DentaltownUK March 2018 - 25
DentaltownUK March 2018 - 26
DentaltownUK March 2018 - 27
DentaltownUK March 2018 - Posterior Composite Stratification
DentaltownUK March 2018 - 29
DentaltownUK March 2018 - 30
DentaltownUK March 2018 - Indirect vs. Direct Restorations
DentaltownUK March 2018 - 32
DentaltownUK March 2018 - 33
DentaltownUK March 2018 - Orthodontic Restorative Interface
DentaltownUK March 2018 - 35
DentaltownUK March 2018 - 36
DentaltownUK March 2018 - BACD News
DentaltownUK March 2018 - Through the Keyhole
DentaltownUK March 2018 - 39
DentaltownUK March 2018 - Lifestyle
DentaltownUK March 2018 - 41
DentaltownUK March 2018 - Dental Aid Network
DentaltownUK March 2018 - 43
DentaltownUK March 2018 - 44
DentaltownUK March 2018 - 45
DentaltownUK March 2018 - 46
DentaltownUK March 2018 - Students
DentaltownUK March 2018 - 48
DentaltownUK March 2018 - Wish List
DentaltownUK March 2018 - Quiz
DentaltownUK March 2018 - Cover3
DentaltownUK March 2018 - Cover4
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