The Four Key Components to

Attracting New Patients Presented by

Cynthia Hulst

Four Key Components to Attracting New Patients

New Patient Phone Call

Reputation In Your Community

Practice Image

Patient Experience

New Patient Phone Call

Key components to an effective new patient call Deep breath Smile Greeting Stating my name Listening Addressing concerns Preparing the patient for first visit Creating excitement to avoid the “no show” Empowering the big 3

Your doctor Referral source The caller

Reputation In Your Community

Consider 3 words you would like to represent your office.

When a patient, parent, friend or referral mentions your practice what do you want them to think?

Reputation

Create the environment you wantWhen they see your name, hear your

name or speak your name-you want them to feel your 3 words

GIVE them the key phrases you want them to use

REMEMBER: Perception is Reality!

Do you hear back what you have planted?

Do your brochures reflect the feeling you are trying to create?

Does the office environment reflect the feeling you are trying to create?

How do the local specialists describe you?

What is your reputation in the community? Is it the 3 words you wrote down?

Reputation is measurable

Image Is Everything

Outside ImageInside ImageTeam ImageDoctor Image

Getting to the Front Door

Is the office easy to find?How many other orthodontists did they

pass to get to your office?Is the office well marked?Does the parking lot have sufficient

space or does it appear old and need resurfacing?

How does your landscaping look?

Let’s go for a walk inside…

Are your patients greeted 100% of the time?What are your patients hearing and seeing when they walk through your

front doors?Is the office organized?Is your carpet fresh and clean?Are the chairs arranged friendly and inviting?Would you want to sit in them in a nice suit?Have you walked through your practice as a new patient?

Team Image

The Team

Are they happy?Have they experienced orthodontic

treatment?Are they an extension of you?Do they know the practice philosophy?Do they relay the practice philosophy?Does your team “measure up or measure out”

The Doctor

Professional FriendlyGenuineApproachableQuality clinician

Create an environment your patients WANT to be a part of…

Ask yourself: Would I like working here? Do we have fun? Are we excellent at what we do? Do I say “thank you”? Do I “teach” my staff? Do I reward my staff? Have I established a clear vision?

The New Patient Experience

Confirming their appointmentPleasantly surprise them when they

arriveWalk WITH themAsk friendly questionsIntroduce them to everybodyWalk them to the door

During the exam…

IntroductionDiscuss their interestsAsk questionsAssure the patient that you want to be

their orthodontistTalk about the “partnership”Keep it to short and sweetHow to gracefully exit the room

The wrap up

It all begins with the first call Generally every caller is serious about orthodontic

treatment Hook them on the first call: genuine, professional,

build rapportPerception in the community

Remember the 3 words Build your brand and reputation

Image is everything Outside, Inside, Team, Doctor

The ultimate patient experience Little things you can do that set you apart

Visit OrthoSynetics at www.orthosynetics.com

Call at 1.888.622.7645