Streamlining Referrals with Steve Gordon

Streamlining Referrals with Steve Gordon - Relentless DentistSo many of us spend a fortune on ads, both digital and otherwise, but ROI on ad spend is minimal. Referrals are clearly one of the best ways to gain loyal, returning patients, but asking for those referrals is often too uncomfortable. So in this episode, Steve Gordon joins us to share his expertise on how to ask for and receive referrals in a way that is less intrusive and easier for your customers.

Listen in as we discuss the discomfort around asking for referrals and how to get past that by finding ways to inject value that will trigger streams of regular referrals. You will learn how to start moving past your comfort zone and finding the right way to prompt referrals in a natural way. Steve also shares tips and systems that simplify the referral process, for both the business and the client, in order to keep referrals coming in endlessly.

Key Quotes:

  • “Turn that into a situation where you’re actually injecting value into the relationship that actually triggers the referral.”
  • “83% of customers are willing to refer after a positive experience, yet only 29% actually do.”
  • “You take it from ‘hey can you bring someone in the door to be a patient?’ to ‘we’re on a mission to solve this particular problem for people, and I need your help on this mission.’ When you make it about enrolling them in the mission, all of a sudden you’re now aligned and they’re alongside you trying to help you.”
  • “When you take the work off of them, your results tend to increase.”
  • “You put yourself in the place of the patient and design a process that makes the whole experience easy for them.”
  • “Take a tool or a process and wrap some marketing around it, give it a name, and explain it. Not only do you end up with a more educated client or patient, but now when they’re out in public, they can talk about what you do.”

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Social Media Skills for Your Practice with Dr. Edward Zuckerberg

Social Media Skills for Your Practice with Dr. Edward Zuckerberg I’ve been podcasting for over 7 years now, and this interview is one of my absolute favorites! Dr. Edward Zuckerberg of Painless Social Media joins the show today to talk about his early adoption of technology, extreme attention to detail when dealing with fearful patients, and much more.

Listen in as Dr. Zuckerberg shares his journey, including what led him to become one of the most innovative dentists of his time. You’ll learn how he channels his passions for dentistry, marketing, and helping people, as well as how you can leverage social media and use tools you might not even know are already in your tool belt.

Key Quotes:

  • “I was looking to not have a tedious career. Adopting and implementing new technologies made the practice of dentistry fun for me.”
  • “After extensive discussion, it was clear that going to the dentist wasn’t people’s favorite thing, so I tapped into my wife’s database of knowledge to develop protocols for treating people who were phobic of the dentist.”
  • “With the phobic patients, they’re not going anywhere, even if they have changes in insurance.”
  • “Provide channels for virtual consultations via teledentistry.”
  • “I try to be a short-term therapist rather than a psychoanalyst.”
  • “It’s really important for dentists to know how social media works and be involved in my initial training.”
  • “Any content that can generate engagement is good, but you really want to create a bond between your staff and your patients.”

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Taking Action Now with Michael Arias

In these uncertain times, it’s important to know how to get back into the community and build trust after people have been living in fear for months now. Michael Arias, a.k.a. The Dental Marketer, joins me on the show today to break down how to get moving, market, and build trust in a fearful world.

Listen in as Michael shares how to use techniques like ground marketing to build relationships and take action in your community so you can grow your business in a sustainable way. He has a lot of insight on how to become a trusted advisor/business that people know they can come to in a tumultuous time like this, and his advice will give you the fuel to get started working on and tweaking your marketing right now.

Key Quotes:

  • “That’s the secret: Don’t stop moving forward, no matter what hand you’re dealt.”
  • “Hope doesn’t really pay the bills. It’s more about actionable steps.”
  • “Showing you care is the number one way to market.”
  • “We went from a rocking bull market to maybe one of the toughest economies we will ever see in our lifetime, so part of this is being scrappy, being resourceful.”
  • “You don’t have to spend any money or overthink. You just gotta go in there and execute.”
  • “You’d be surprised how many people are looking for you just as much as you’re looking for them.”

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Dr. Chris Phelps on Using Pre-suasion to Encourage Receptiveness in Patients

Dr. Chris Phelps on Using Pre-suasion - Relentless Dentist Podcast

We are welcoming back Dr. Chris Phelps to the show this week to talk more about pre-suasion and the principles behind it. He explains the difference between pre-suasion and persuasion and why it’s so important to prep your clients in the right way in order to get them in the right mindset to be open to suggested procedures. He discusses in detail the science and case studies behind this concept, explains why it’s so successful, and gives specific tips on how to incorporate it into your practice.

This fascinating practice is not as complicated as it seems, especially with Chris explaining the importance of mindset and how little changes can make a big impact on the client experience. From creating the right environment to using the right language, there are so many little tweaks you can make to your practice to get on the same page with your clients and work with them more successfully. Chris even shares some of his own tactics and explains how he implemented them and why he thinks they worked so well.

Key Quotes:

  •  “Pre-suasion is an amplifier of principles.”
  • “Where we’re at is all about our mindset at that given time and that’s what shapes our decision in those times.”
  • “Instead of waiting for moments to happen with persuasion influence, we can actually prime the pump for a yes. We can actually create these influence moments on the front end before the patient gets in front of us.”
  • “Let’s start asking the right type of mindset questions.”
  • “That’s what pre-suasion is all about – timing is everything.”
  •  “Identify triggers that queue or create that mindset.”
  • “How can we extend the moment.”
  • “He did study after study to prove that these concepts exist and not only do they exist – what turns them on and what makes them more powerful.”
  • “If it’s reproducible that means it is teachable and it’s learnable.”
  • “My process is probably a lot like yours, it’s trial and error right? I don’t know until I try and it’s a messy process and I make a lot of mistakes but, you know what, some of my best ideas and systems have been born out of that.”

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Naren Arulrajah on Leaving Behind Me, Me, Me Marketing and Connecting on a Personal Level

Naren Arulrajah on Leaving Behind Me, Me, Me Marketing - RD Podcast

When it comes to marketing, many practices and businesses tend to focus on the wrong things. Naren Arulrajah explains what is going wrong and how to truly focus on the customer, relate to them in a real way and leverage social proof. His advice on handling failure, being an effective leader and gaining the trust of your customers is extremely real and valuable.

Naren discusses how he originally failed his way to success and how his rough start ended up pointing him in the right direction because he was willing to learn from it and make necessary changes. He also shares some great advice on how to establish authority and create real relatable messages that clients connect with. Naren provides many tools to strengthen your impact and lead people in a way that brings out their strengths.

Key Quotes:

  • “Every good thing that happened to me came out of failures or came out of dead ends.”
  • “I don’t believe in managers, I believe in coaches.”
  • “I don’t believe in this idea of, “Let’s work on your weaknesses” because if I work on your weaknesses, you’ll have strong weaknesses. So I believe in this idea of how to bring out the best in you – your strengths.”
  • “The more it was about me, me, me – the less I got what I wanted.”
  • “Marketing – the way you get people to know you and then choose you.”
  • “We are social animals – We do what others do. So when someone else buys a product and writes a review, now we trust that.”
  • “When somebody is being grateful and at that moment you ask them for a favor, they will say yes.”
  • “We don’t trust people who say they are perfect.”

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The Entrepreneurial Journey of a Dentist with Dr. Dave Bender

In this episode, Dr. Dave Bender (Fishers, Indiana) shares his entrepreneurial journey with us and explains how he balances both managing his three dental practices with living a healthy, active lifestyle. The Entrepreneurial Journey of a Dentist with Dr. Dave Bender

His early-set goal to own multiple practices was challenged with the difficulties of clinical dentistry, but he shares how his bigger vision for what he projected his business to become was the driving force for his success.

Dave carries with him a powerful message that can transform the way we run our practices. His progressive thinking coupled with his early childhood influences pushes him to always “be comfortable with being uncomfortable”.

In this episode, he shares how his experiences in corporate dentistry at Heartland Dental surprisingly counter the attitudes shared by most practicing dentists. He describes his continuing education courses with Heartland Dental as a value that he, otherwise, would not have experienced in a smaller practice. He later explains how he was unhappy with starting an associate driven practice because of the demanding high capital it required. He now thrives, in multiple aspects, with a co-partnership business model.

Key Quotes:

  • Let us live so when we come to die, even the undertaker will be sorry. – Mark Twain
  • With my early struggles – I was forced to be a better marketer, I was forced to run my practice a better way.
  • I was forced to do whatever it took to make the patient experience what it could be so that they would tell their family and friends –  and that’s honestly how we grew.
  • The difficulties we had in the first couple of years forced me to be better and more intentional about our growth process.
  • In 2013, I started an associate driven practice and that was a major mistake.
  • Some will be good, a few will be great, but only one will be the best.

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