by Karah Karah | Sep 18, 2015 | Magnificent Marketing
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Quotes & Notes:
- Consistency is an interesting topic because it is the number one thing that I
see that we fail at in dentistry today. It probably is the number one cause for the majority of the problems that happen in our dental office. - When people make a commitment to something, when they take a stand on something, then there is a lot of internal and external pressure on them to stay consistent with the stand they made.
- One of the ways I used that in my case acceptance is this: I have a new patient form that they fill out and I get them to tell me who they are and I make them write it out. I go over that in our first patient interview.
- I put that language in my telephone conversation. Now when my team ends the call, they say, “Will you please call us if you need to cancel or reschedule your appointment?” (By responding yes, the patients are making a commitment to the appointment.)
- The more public the knowledge is of the commitments you made, the more powerful the consistency is for you to follow through with what you said you are going to do.
If the text or email alert has their first name or their nickname, in the subject line then they are more likely to show up.
- If you asked the patient to speak back to you their date and time before the call ends, you will decrease no shows another three percent.
- We try to get more automated, we try to do more pre-printed stuff to make it easier, more automated on everybody but the reality is you lose a lot of the influence, power by doing that.
Be sure to check out the last episode, about Scarcity, with Dr. Phelps which will air tomorrow.
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by Karah Karah | Sep 16, 2015 | Magnificent Marketing
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Quotes & Notes:
- In the absence of understanding topics or what to do in a situation, we look to credible authorities to tell us what we should be doing in that situation.
- You wear whatever you want that is comfortable to you, but if you are giving treatment to someone or you are going over finances with somebody, you better put the white coat on.
You will be more successful with the white coat on than without it.
- It’s better to be an authority than in authority.
The best thing you can do is have other people present you as the authority before you get to the patient.
- Put your credentials on the wall…. get the staff credentials on the wall.
- Testimonials and reviews can build you up as the authority. Look at all of these people that come here, this guy must know what he is doing. If you have people that are in the same field, or the same education level, building you up as the authority, that has more influence.
- In the reception area, you want to put up things that will reduce their uncertainty about being in that practice.
- You have to figure out, what are you trying to influence this person, and what uncertainty are you trying to reduce in the place they are at, at that time.
- It takes a lot of time to build trust with people. One of the ways we can short-cut that is by revealing something negative about our case, revealing a weakness before we go into the treatment plan proposal.
Be sure to check out the next episode about consistency with Dr. Phelps which will air tomorrow.
If you enjoyed this episode, we would love a 5-star review on iTunes:
by Karah Karah | Sep 16, 2015 | Magnificent Marketing
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Quotes & Notes:
Just by changing that language slightly, you are going to get more people to pay on time, either today or by that first bill, as a result.
- Google plus reviews are one of the best things you can get right now for free search engine optimization. Your local search engine rankings will skyrocket if you get more google plus reviews.
Be sure to check out the next episode about authority with Dr. Phelps which will air tomorrow.
If you enjoyed this episode, we would love a 5-star review on iTunes:
by Karah Karah | Sep 14, 2015 | Magnificent Marketing
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Quotes & Notes:
- “All things being equal we, like to do business with our friends. All things not being equal, we still like doing business with our friends,” Jeffrey Gitomer.
- We want to do business with people we like. We also like to do business with people like us.
- One of the things you want to do from a dental example is don’t take the similarities we have between them for granted.
We want to do business with people that like us.
- The best dental example I can give for liking is it all matters in that first meeting.
- If you want to get your teams to work together better, to be more of a team, to like each other better, this principle works in that way. Get them to find similarities together and bring them to the surface; that will get them to build their liking and cooperation together.
- You’ve got to bring them together as a team and make it, if you don’t do this, this is going to happen, and they will unite and rally together to overcome that obstacle.
Be sure to check out the next episode about social proof with Dr. Phelps which will air tomorrow.
If you enjoyed this episode, we would love a 5-star review on iTunes:
by Karah Karah | Sep 14, 2015 | Magnificent Marketing
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Quotes & Notes:
- Reciprocity is one of those universal concepts we talk about, which is so powerful because of how societies were built. Someone had to give first, and then guess what? Other people reciprocated and they gave back.
- It is something so ingrained in us that it is part of our nature, we just can’t help it.
The principle states that if somebody gives you a gift of value, then we in turn, there’s a lot of indebtedness that we feel that we have to return the favor.
- Many times when I am talking to doctors and I say gifts versus rewards, they get the two concepts mixed up.
- There are certain things, especially where it is illegal in pretty much every state, to reward our patients for anything.
Gifts have to be unexpected, number one, but they have to be significant or valued to that person.
- The other mistake I see them make, is they usually give that gift at the beginning of the appointment, but then we don’t ask them for something until when? The end of the appointment.
The person that gives has to be the person that asks for something.
- What I do with these gift cards, that’s the gift I give. It’s unexpected and who doesn’t value free food and drinks?
Be sure to check out the next episode about liking with Dr. Phelps which will air tomorrow.
If you enjoyed this episode, we would love a 5-star review on iTunes:
by Karah Karah | Sep 12, 2015 | Magnificent Marketing
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Quotes & Notes:
- While it didn’t make it an original principle, I honestly feel that if he rewrote the book again, it would be the seventh principle of influence because it is so powerful and it is always present in any situation.
You can change the way anyone experiences something by controlling what they experience first.
- The big overriding lesson I want you to understand, if we want more case acceptance using contrast, we have to take them down the stairs. What takes more energy, walking up the stairs or walking down the stairs?
The second rule, which I like to tell people, is that you have to careful when the price is a big deal for someone, is a concern.
- In contrast, people always compare every number you throw at them with something else.
- We must control what the patient is going to compare our fee or service to. Otherwise, if we leave it in their control, they are going to compare it to something that they know in their home life and you are going to get shut down early.
- By making small little changes like that, and changing what they anchor into first will lead more people to say yes to what you are really asking for today.
Be sure to check out the next episode about reciprocity with Dr. Phelps which will air tomorrow.
If you enjoyed this episode, we would love a 5-star review on iTunes:
