{"id":1369,"date":"2020-03-06T19:54:31","date_gmt":"2020-03-06T19:54:31","guid":{"rendered":"https:\/\/www.tntdental.com\/blog\/?p=1369"},"modified":"2020-03-09T12:07:48","modified_gmt":"2020-03-09T12:07:48","slug":"dental-call-training-scheduling-institute","status":"publish","type":"post","link":"https:\/\/www.tntdental.com\/blog\/dental-call-training-scheduling-institute\/","title":{"rendered":"TNT Marketing Education Series: #2 \u2013 Dentistry\u2019s Deadliest Marketing Mistake"},"content":{"rendered":"<div class=\"elem-left\">\n<p><iframe loading=\"lazy\" src=\"https:\/\/www.youtube.com\/embed\/dFBkl_tJNv0\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<div style=\"text-align: center; background-color: rgba(1,1,1,0.05); color: #7d7d7d; padding: 5px; margin-top: -17px;\"><strong>Are You Making Dentistry&#8217;s Deadliest Marketing Mistake?<\/strong><br \/>\n<em>Presented by The Scheduling Institute &amp; TNT Dental<\/em><\/div>\n<\/div>\n<p>As you might remember in January, we kicked off our TNT Marketing Education Series with a talk about geofencing. We continued last month with the second installment in the series, \u201c<strong><em>Dentistry\u2019s Deadliest Marketing Mistake<\/em><\/strong>,\u201d with Jacquelyn Mavrookas from the Scheduling Institute. Known as the world\u2019s largest practice management company, they work with growth-minded doctors ready to learn about <strong>marketing<\/strong> and <strong>new dental patient generation<\/strong>.<\/p>\n<p>In this series, Ms. Mavrookas walks us through the main components dentists need to focus on to grow their practice, but also helps us understand the biggest factor sabotaging their marketing efforts.<\/p>\n<p><!--more--><\/p>\n<div class=\"clearfix\">\n<h2><strong> Top of Funnel Thinking<img loading=\"lazy\" decoding=\"async\" class=\"wp-image-1410 alignright\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/Picture1-1-237x300.png\" alt=\"\" width=\"162\" height=\"205\" \/><\/strong><\/h2>\n<p>The first concept to grasp is \u201cTop of Funnel Thinking.\u201d So many times, dentists think the top factor in growing their practice is to get more money\u2026 but when you do that, you\u2019ll never get it.<\/p>\n<p>Instead, shift your focus to generating more new dental patients. The <strong>more new patients you bring in = more production = more collections<\/strong>. Your new patients directly drive the dollars!<\/p>\n<\/div>\n<div class=\"clearfix\">\n<h3>HOW MUCH IS THE PATIENT WORTH TO YOUR PRACTICE?<\/h3>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-1416\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_298702926-300x300.jpg\" alt=\"dental patient\" width=\"220\" height=\"220\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_298702926-300x300.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_298702926-150x150.jpg 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_298702926-768x768.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_298702926-1024x1024.jpg 1024w\" sizes=\"auto, (max-width: 220px) 100vw, 220px\" \/><\/p>\n<p>What is the first thing you have to do? Think about how much each patient is worth to your practice. It\u2019s time to get out the calculators and start crunching some numbers.<\/p>\n<ul>\n<li>First, think of your annual collections (<em>in this example, we\u2019ll say it\u2019s $1,000,000<\/em>)<\/li>\n<li>Next, pull your number of new patients for all of that same year (<em>example: 360)<\/em><\/li>\n<li>When you divide \u201cAnnual Collections\u201d by \u201cNumber of Annual New Patients,\u201d you determine the \u201cAverage Revenue Per Patient\u201d (<em>in this example = $2,777<\/em>)<\/li>\n<\/ul>\n<p>The \u201cAverage Revenue Per Patient\u201d is the key to understanding how your business grows. This number is how much is on the line to gain or lose. Now, you may wonder why you take the annual collections figure, which includes money from new and existing patients, and divide it only by the number of new patients. Don\u2019t forget that every existing patient was a new patient at one time, so you are trying to determine how much they spend across a lifetime.<\/p>\n<\/div>\n<div class=\"clearfix\">\n<h3>PATIENT GOAL SETTING<\/h3>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-1419\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_247068515-300x190.jpg\" alt=\"exchanging dental care for payment\" width=\"233\" height=\"147\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_247068515-300x190.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_247068515-768x485.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_247068515-1024x647.jpg 1024w\" sizes=\"auto, (max-width: 233px) 100vw, 233px\" \/><\/p>\n<p>Next up is another math problem, but instead of assessing a patient\u2019s worth, you\u2019re calculating how many patients you need to hit your goal. You know you start each year with a goal in mind of where you\u2019ll be come December 31<sup>st<\/sup>, right?<\/p>\n<ul>\n<li>Take your annual collections goal (<em>in this example = $1,500,000<\/em>)<\/li>\n<li>Divide that by the average revenue per new patient (<em>hop back to last example = $2,777<\/em>)<\/li>\n<li>That gives you the number of new patients needed to hit your goal (<em>example: 540)<\/em><\/li>\n<li>Divide that by 12 and you have a monthly number of new patients you need to meet your goal (<em>example: 45 new patients each month) <\/em><\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clearfix\">\n<h2><strong>Crossing the Threshold<\/strong><\/h2>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-1421\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_195139401-300x220.jpg\" alt=\"dentist office\" width=\"213\" height=\"156\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_195139401-300x220.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_195139401-768x562.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_195139401-1024x750.jpg 1024w\" sizes=\"auto, (max-width: 213px) 100vw, 213px\" \/><\/p>\n<p>It\u2019s up to you to help get the new patients in the door, but why is this so important?<\/p>\n<ul>\n<li>If they come in, you\u2019re getting that revenue generated in your previous calculations<\/li>\n<li>BUT, if they don\u2019t, you get $0 from them. In fact, you could be going into the red for each missed opportunity<\/li>\n<li>Getting new patients in is the <strong>enabler<\/strong> for all other revenue producers<\/li>\n<li>BUT, you need a plan to get them to cross the threshold<\/li>\n<\/ul>\n<\/div>\n<hr \/>\n<div class=\"clearfix\" style=\"text-align: center;\">\n<h2 style=\"text-align: left;\"><strong>What is Marketing?<\/strong><\/h2>\n<p style=\"text-align: left;\">Just think, about 95% of new patients call an office first. But, you have to make sure your team is trained on how to capture new patients calling in. The biggest areas of opportunity are evident in what Ms. Mavrookas called the \u201c<strong>Broken New Patient Pipeline<\/strong>.\u201d<img loading=\"lazy\" decoding=\"async\" class=\"aligncenter wp-image-1376\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/Picture1-300x75.png\" alt=\"new patient pipeline\" width=\"508\" height=\"127\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/Picture1-300x75.png 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/Picture1.png 750w\" sizes=\"auto, (max-width: 508px) 100vw, 508px\" \/><\/p>\n<p style=\"text-align: left;\">But, before we start diving into that, you probably think you know the answer to \u201c<strong>What is Marketing<\/strong>,\u201d but do you really? Remember, <strong>marketing is buying phone calls<\/strong>. Remember that new patients call first? Here\u2019s how you can put your marketing dollars to work!<\/p>\n<h3 style=\"text-align: left;\">LEAK #1 \u2013 MISSING THE INITIAL POINT OF CONTACT<\/h3>\n<\/div>\n<div class=\"clearfix\">\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-1423\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_263831196-300x300.jpg\" alt=\"new patient pipeline\" width=\"196\" height=\"196\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_263831196-300x300.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_263831196-150x150.jpg 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_263831196-768x768.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_263831196-1024x1024.jpg 1024w\" sizes=\"auto, (max-width: 196px) 100vw, 196px\" \/><\/p>\n<p>About 40% of dental offices don\u2019t answer their phones during normal business hours, so you need to plug that hole by <strong><em>answering the phone<\/em><\/strong>! Consider this: 90% of offices that answer the phone do not schedule appointments.<\/p>\n<p>When you don\u2019t schedule an appointment, you miss an opportunity for new patient revenue, in turn washing marketing dollars down the drain and possibly paying staff to lose you money.<\/p>\n<h3>LEAK #2 \u2013 NOT SCHEDULING THE PATIENT<\/h3>\n<\/div>\n<p>The initial contact is the enabler for all other revenue-producing activities.<\/p>\n<p>If that\u2019s not enough to convince you, consider these numbers offered by the Scheduling Institute that put things into perspective:<\/p>\n<h4 style=\"text-align: left;\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-1427 alignleft\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_181039269-300x225.jpg\" alt=\"calculating patient revenue\" width=\"273\" height=\"205\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_181039269-300x225.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_181039269-768x576.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_181039269-1024x768.jpg 1024w\" sizes=\"auto, (max-width: 273px) 100vw, 273px\" \/>What\u2019s the Value of Losing One New Patient per Week?<\/h4>\n<ul>\n<li style=\"text-align: left;\"><strong>Weekly: <\/strong>$2,777<\/li>\n<li style=\"text-align: left;\"><strong>Monthly<\/strong>: $11,108<\/li>\n<li style=\"text-align: left;\"><strong>1 Year<\/strong>: $144,000<\/li>\n<li style=\"text-align: left;\"><strong>5 Years<\/strong>: $720,000<\/li>\n<li style=\"text-align: left;\"><strong>20 Years<\/strong>: $2,880,000<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<hr \/>\n<div class=\"clearfix\">\n<h2><strong>5 Steps to the Perfect Call<\/strong><\/h2>\n<\/div>\n<p>Consider these components to ensure your staff is doing what it takes to convert those phone callers into first time patients:<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-1430\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_205028580-300x300.jpg\" alt=\"phone\" width=\"233\" height=\"233\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_205028580-300x300.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_205028580-150x150.jpg 150w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_205028580-768x768.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_205028580-1024x1024.jpg 1024w\" sizes=\"auto, (max-width: 233px) 100vw, 233px\" \/><\/p>\n<ol>\n<li><strong><em>Greeting<\/em><\/strong>: Staff should sound pleasant and professional on the phone.<\/li>\n<li><strong><em>Listen To and Answer Questions<\/em><\/strong>: Provide concise answers that are easy to understand.<\/li>\n<li><strong><em>Transition<\/em><\/strong>: Train your staff to take control of the call and move it to the next step.<\/li>\n<li><strong><em>Close<\/em><\/strong><em>: <\/em>Offer an appointment to someone that calls your office, especially for a new patient. Remember that someone is calling because they need something, so strike while the iron is hot!<\/li>\n<li><strong><em>Data Capture<\/em><\/strong>: Your team needs to get the patient information on the call.<\/li>\n<\/ol>\n<p>Ms. Mavrookas even tested this thinking with phone calls to various dentists\u2019 offices to see how well they use the \u201cSteps to a Perfect Call\u201d without specific training.<\/p>\n<p>Just think: most dentists don\u2019t even realize these kinds of calls are happening and the missed opportunities. You are now committing the <strong>Deadliest Marketing Mistake<\/strong>: paying for the phone to ring and cannibalizing marketing efforts by not getting patients across the threshold.<\/p>\n<p><img loading=\"lazy\" decoding=\"async\" class=\"alignleft wp-image-1432\" src=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_100397231-300x212.jpg\" alt=\"5 stars\" width=\"276\" height=\"195\" srcset=\"https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_100397231-300x212.jpg 300w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_100397231-768x543.jpg 768w, https:\/\/www.tntdental.com\/blog\/wp-content\/uploads\/2020\/03\/AdobeStock_100397231-1024x724.jpg 1024w\" sizes=\"auto, (max-width: 276px) 100vw, 276px\" \/>Your goal should be to have <strong>5-Star Certified<\/strong> team members always answering your phones. These new patient calls are a repetitive process and the cheapest thing you can do to drive new dental patients into your practice.<\/p>\n<p>You may think you\u2019re fully using your marketing dollars and doing great work on getting new patients across the threshold, but if you want to determine where you stand on reaching those goals, calculate your revenue per new patient, and re-evaluate your marketing efforts, <a href=\"https:\/\/www.tntdental.com\/contact-tnt-dental.html\">give the team at TNT Dental a call today<\/a>!<\/p>\n<div class=\"clearfix\">\n<hr \/>\n<div class=\"clearfix\">\u00a0<strong>About the Author<\/strong><\/div>\n<\/div>\n<div class=\"clearfix\">\n<p><em>Jacquelyn Mavrookas is a Senior Certified Trainer with the Scheduling Institute. The Scheduling Institute trains doctors and teams with a proven system to grow private practices into thriving businesses. For more information on their business model and how you can work with them on coaching sessions, check out their <a href=\"https:\/\/www.schedulinginstitute.com\/\">website<\/a>.<\/em><\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Are You Making Dentistry&#8217;s Deadliest Marketing Mistake? Presented by The Scheduling Institute &amp; TNT Dental As you might remember in January, we kicked off our TNT Marketing Education Series with a talk about geofencing. We continued last month with the second installment in the series, \u201cDentistry\u2019s Deadliest Marketing Mistake,\u201d with Jacquelyn Mavrookas from the Scheduling [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1369","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>TNT Marketing Education Series: #2 \u2013 Dentistry\u2019s Deadliest Marketing Mistake | Blog | Best Online Marketing Companies for Dentists | Custom Dental Websites | (877) 868-4932<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.tntdental.com\/blog\/dental-call-training-scheduling-institute\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"TNT Marketing Education Series: #2 \u2013 Dentistry\u2019s Deadliest Marketing Mistake | Blog | Best Online Marketing Companies for Dentists | Custom Dental Websites | (877) 868-4932\" \/>\n<meta property=\"og:description\" content=\"Are You Making Dentistry&#8217;s Deadliest Marketing Mistake? 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