You never know where you will learn your next business tip. Or, in my case, re-learning it.
My office is down the street from a mini-mart here in Salem.
I’ve been, as you might imagine, a few times to this mini-mart to grab a Snickers bar or Milky Way. Today my visit was a shocking.
As I approached the counter with my supply of sweets (which I hope will last me a few days) and a Nickel, the freebie paper I like to read, the clerk, whom I recognized from previous visits, observed what I was buying and simply looked up at me and said, “I see you have my favorite candy bar there. You know what? I really like a Coke when I have those! Do you want to run and grab one? Or, we also have bottled water, too.”
OK, you probably know where I am going with this. Doesn’t matter. What MATTERS, is this: Have you implemented the following phrase (AND your staff):
“Once we finish up your cleaning [or insert other procedure as appropriate], would you like us to whiten your teeth as well?”
Simple. I know. It’s called an upsell. It’s called MORE PRODUCTION from the same patients you are already seeing.
For adult patients with children and when appropriate, the phrase is, “While little Neil is here in the chair today, would you like us to protect those new adult teeth that have come in with a sealant? It’s painless, quick and will protect his teeth from painful cavities.”
OK, enough. I’ll let you run with that. The whole point is, ARE YOU MAXIMIZING EVERY SELLING/PRODUCTION ENCOUNTER YOU HAVE WITH EVERY PATIENT YOU HAVE? IF NOT, CHANGE IT!
This week’s ACTION-TO-TAKE TIP: Pick one new procedure a week to implement the above strategy on. If you charge $350 for a whitening and do just ONE MORE A week, you’ll add almost $17,000 in production without ANY new patients.