Businesses must do certain things to survive. This includes establishing a location, being identifiable, having a brand, offering a product or service, developing pricing, communicating pricing to customers, closing sales, collecting money, paying bills and staff, and strategizing for the future. Dentistry, as a business, is no different. We may pretend that we aren't really "in business" because we are healthcare providers, but we are, nonetheless.
Communicate clear value to patients. Practices must develop the ability to communicate value for the service. They need to explain why the patient should decide to invest the time and money to follow through with treatment and tolerate any discomfort that may result from the procedure.
Don't forget to view money as the required means for an exchange. Practices today should be proud of the fees and services they provide and not get thrown by the occasional patient who doesn't want to pay his or her bill.
Dr. Roger P. Levin is the CEO of Levin Group, a leading dental management consulting firm, and one of the most sought-after speakers in dentistry. Levin has authored 65 books and more than 4,000 articles on dental practice management and marketing. You can sign up for the Levin Group Tip of the Day.
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