Consistency in The Influential Dentist Series with Dr. Chris Phelps – Part 7

Quotes & Notes:

  • Consistency is an interesting topic because it is the number one thing that I Consistency in The Influential Dentist Series with Dr. Chris Phelps - Part 7see 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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Authority in The Influential Dentist Series with Dr. Chris Phelps – Part 6

Quotes & Notes:Authority in The Influential Dentist Series with Dr. Chris Phelps - Part 6

  • 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.

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Social Proof in The Influential Dentist Series with Dr. Chris Phelps – Part 5

Quotes & Notes:consensus_building

  • When you think of social proof, think of the word consensus.

    This basically means in the absence of knowing what to do in a situation people look to others around them to show them what they should be doing.

  • It can be very powerful in general if you have a consensus of information that you can show your patients on what the masses in your office are doing.
  • How can we show consensus in a dental office? Well, believe it or not, it’s with our review of our testimonials.
  • After saying 76% of people chose to pay their taxes on time, just sending out that simple little message, resulted in 600 million more pounds being collected by the due date. It actually pushed them into over 90% of people paying on time.

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.

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Liking in The Influential Dentist Series with Dr. Chris Phelps – Part 4

Quotes & Notes:Liking in The Influential Dentist Series with Dr. Chris Phelps - Part 4

  • “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.

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Reciprocity in The Influential Dentist Series with Dr. Chris Phelps – Part 3

Quotes & Notes:Reciprocity in The Influential Dentist Series with Dr. Chris Phelps - Part 3

  • 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.

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Contrast Phenomenon in The Influential Dentist Series with Dr. Chris Phelps – Part 2

Quotes & Notes:Contrast Phenomenon in The Influential Dentist Series with Dr. Chris Phelps - Part 2

  • 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.

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The Influential Dentist Series with Dr. Chris Phelps – Part 1

Quotes & Notes:The Influential Dentist Series with Dr. Chris Phelps - Part 1

  • Everybody needs a coach, no matter how successful you are. For me, my best coach has been something called the Strategic Coach.
  • From a clinical side, there is very little I don’t do. But now I focus my time, because I have two offices and six doctors that work for me, so the patients I get are bigger cases. So my time in the clinic is more productive.
  • When I heard Dr. Cialdini speak for the first time, I had another one of those moments, like holy crap, this is the answer. And I have to go learn the answer, and this guy has it figured out.
  • The thing I love about this stuff (Dr. Cialdini’s research) is number one it is based in science.

Dr. Cialdini, what he did, is he figured out these principles which are so suddenly simple but yet so powerful.

  • The powerful thing about it is that it works no matter what. The key to remember is that it is a universal concept; these six key principles are present no matter what society you’re from, what culture you grew up in, what part of the world you grew up in, they still apply.
  • We’re looking for the first satisfactory clue or indication to make a good decision, and this decision basically has to have two criteria. It’s got to be a good decision, and it has got to be gone, meaning once we make it we don’t have to circle back around and deal with it again.
  • We as clinicians and business owners, we have to be very careful about how we use these things. Because we have to protect our credibility and our authority with our patients in our practice.
  • We try to recommend you be in all three of these areas, then you know you are safe and totally ethical in whatever it is you are trying to use the principle for: Is it true? Is it natural to the situation? Is it a net win-win for both parties?
  • There are seven things we are going to talk about, the first of which isn’t really a principle, but it is a powerful phenomenon called the contrast phenomenon.
  • Then we will dive into the six principles of influence:
          1. reciprocity
          2. liking
          3. consensus or social proof
          4. authority
          5. consistency
          6. scarcity.

Be sure to check out the next episode in the series with Dr. Phelps, which will air tomorrow.

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Struggles and Successes with Dental Hacks’ host Dr. Alan Mead

Quotes & Notes:Struggles and Successes with Dental Hacks' host Dr. Alan Mead

  • My office is small, I do small numbers, and I like it that way.
  • Just listen. Just listen. Could that apply to dentistry, maybe? Could that apply to being a better husband, better father?
  • This particular situation (of stress to do well in dental school) was much of my own making, because I was just not good at coping with it.

Dental school was a formative part of my personality, and I clearly was scarred from it.

  • I tell you that I got no perspective, and I am an emotional freak about school and I take everything personally, but I found something that made me feel better, and that was drinking.
  • I had heard about opiates (Vicoprofen) giving you a buzz, so I tried some. And I realized right then and there that this was what I was missing.
  • My habit took off, that’s how I coped with everything.
  • I got married in September 2001, and essentially I don’t remember much of that until January 2002. It was just sort of this blur.
  • I had tried so many times to stop myself, and I was intervened by my family. I just gave up right there and then. I couldn’t stop by myself and I was too embarrassed and scared to tell anyone.

I always think that I need an outlet to spend my time on. Podcasting happens to be it right now.

  • It’s a struggle to get people who have troubles to even admit that this is a problem. If you are having trouble, or you are worried that you are having problems, you need to talk to someone.

If you would like to talk with Dr. Alan Mead, you can reach him at his email alan@meadfamilydental.com, even call his cell phone (989) 859-6302. Also, feel free to check out his podcast DentalHacks podcast at dentalhacks.com. Check out his official blog at meadfamilydental.com and the bloggingdentist.com.

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Why you must have a crystal clear practice vision with Dr. Eric Jones

Quotes & Notes:Why you must have a crystal clear practice vision with Dr. Eric Jones

  • “Courage is the resistance to fear, mastery of fear, not absence of fear” ~Mark Twain.
  • Of course, I kind of wanted to be a real doctor, because I was going to dental school. And then I look at the hours…so I said you know what, I am going to check out this dentistry thing.
  • For me I felt like there was something inside of me that felt like I had to earn it, and for it to be my own plan (of owning my own practice).

I think that is a mindset that we all have an issue and we are afraid to stand out and afraid to be wrong.

  • For me, it almost happened simultaneously. Clinically, as developed the clinical skills, I also developed being a promoter of the practice.
  • If you have a really clear vision of what it is you want, and then you figure out a way to overcome that fear. You know I tell my team members, once we get people in here and they see what we are really about, what we are passionate about, the rest kind of takes care of itself.

Really learning how to communicate, making the connection with the patient, that is what really matters.

  • Everybody deals with the same stuff. It’s just how you handle that stuff that really determines where you are and where your practice goes.
  • Anytime you make a decision, sit down and look at if that decision is taking you closer or farther away from the ultimate goal?
  • You have to stop playing the game of when, and ask yourself, why not now?
  • Dr. Eric Jones would suggest every dentist read Start with Why by Simon Sinek.

If you would like to learn more from Dr. Eric Jones, you can find him on Dental Town or go to drjonesspeaks.com.

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A non-conformist’s view on growing a dental practice with Jeff Gladnick

Quotes & Notes:A non-conformist's view on growing a dental practice with Jeff Gladnick

  • I do think it is a trend [of digital marketing] that will continue and I do think it is a national trend.
  •  If you really want to do it right, you really should track it.
  • It’s useful to have a website so your patients can download forms so that they can have a very easy way to contact you. People have an expectation you will have a website or some way to contact you.
  • Websites are kind of viewed as a piece of technology and a bar of professionalism. It’s like you hand print your business cards on your home printer. You could have a state of the art office, everything could be beautiful, but you cheap out on the business cards.

Take a smartphone, and bring up your office’s website. It should at least function. You should be able to navigate the site and click links. If you have flash you need to change that ASAP.

  • All the sites we make are responsive, which means they will adapt to a smaller screen. If you want to impress them or convert someone who is doing research, you want to update to something that is responsive.
  • Anything that you can promote that will positively impact the impression of the practice [should be put on social media].
  • There are two kinds of ways that your practice will appear on google search results and one of them is the local results. Part of the algorithm is the number of reviews and the quality of reviews that you have.
  • One thing we want them [clients] to do is have a video for every single service or procedure that they provide. And what we want them to tell patients is what is their unique training for this? What are the special materials they use?
  • The other two bits of content that we’ll twist our clients’ arms is a little bit are pictures and copywriting.

If you would like to learn more from Jeff Gladnick, you can go to greatdentalwebsites.com, call his company with (415) 814-0078, or email him at jeff@dentalwebsites.com. You can also find him on Dental Town.

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