We have all heard numerous times what has become quite cliché like, “seeing is believing” or “a picture is worth a thousand words.” As it turns out, not only are these sayings true they couldn’t be truer than in your dental practice. What’s more, taking patient photos is the highest ROI opportunity you have in your practice, by far.
How can 3 minutes of your Assistant’s or Hygienist’s time can increase your ROI?
Here are 3 ways taking patient photos on every patient every time they come into your practice will increase your ROI…
Unfortunately, the general public sees little value in dentistry. They see dentistry as painful, costly, inconvenient, unnecessary or elective. This is proven by the fact that less than 50% of the American population goes to the dentist and less than 25% of proposed treatment is performed. We need to put value in dentistry.
Value is something that is given. It should be something given without expectation. Value is something that should be given often and given to your best prospects (i.e. your patients) and again, given without expectation. (Gitomer) Live by this mantra and your practice will change in ways you can hardly imagine.
After nearly 20 years on the commercial side of dentistry it astounds me how few practices will take the time to integrate a consistent protocol around taking patient photos and providing true value to their patients.
Action: Provide the value of investing the time to take patient photos on every patient, not only new patients. This investment of 2-3 minutes (when proficient) will yield the highest ROI of anything you can do in your practice
If we agree that “seeing is believing” or “a picture is worth a thousand words” then what better way to educate your patient than with photos? Is it enough to merely take patient photos? What then?
Patient education is often done in a solutions oriented context which ultimately does not provide the highest level of value because patients often still walk away confused as to why they need treatment. Unless you are educating patients about the potential clinical and financial consequences of delayed treatment we are not providing the highest level of patient education and therefore not providing true value.
Action: Invest $200-$300 in a 40” flat screen TV monitor in your operatory or consult room to review patient photos with your patients. Patient education is value. Educate patients on clinical and financial consequences of delayed treatment. They will accept treatment at a much higher level.
Patient Self Discovery
There is nothing more powerful or motivating than self-discovery. It is how we as humans make most decisions. When patients are educated and well informed, especially about the clinical and financial consequences of delayed treatment they will be more inclined to accept treatment. You are in fact giving patients the feeling of understanding and control of their dental experience.
How can you facilitate this self-discovery process? Simple, take patient photos on every patient, every time they come in especially in hygiene.
Action: Integrate a protocol in your practice to be consistent in taking patient photos, educate them and allow them the chance to experience self-discovery and in doing so give value to your patients.
VP National Development & Invisalign® Expert - BusinessBlitz