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Have you ever been to an education program where the speakers seemed to know the theory but had never put it into practice? Many lecturers in the field of business development have done little more than read some great books and then re-word the information in a way that sounds compelling, but in reality is not the practical or insightful advice the audience needs.

There is often a big divide between the theory taught in a lecture room and the reality back in the practice. Well, not at Marketing Dentistry 2015 as all our presenters still work in practices every day.

Presenters Dr David Penn and Dr Howard Farran are both practising dentists with vibrant and profitable dental practices. Both have also built extraordinary businesses in addition to their dental practices. Dr David Penn established and grew South Cross Laboratories into one of the largest dental labs in the world, which he recently sold for over $100 million dollars and enabled him to open Penn Collage. And Dr Howard Farran is famous for operating one of the world’s largest on-line dental communities Dental Town. Both are mavericks in the field of dentistry, both are still practising and understand the challenges you face every day. Both these extraordinary professionals have developed real-world solutions to overcome these challenges, which they have been ‘proven in practice’ – not in theory.

This ‘Proven In Practice’ criteria for the presenters at Marketing Dentistry 2015 is not limited to the Doctors.

Both our guest speakers on practice management are experts who work ‘in’ and ‘with’ practices every working day. Sandy Roth has helped thousands of dental practices over the years improve their performance through enhanced communications within these practice. But more than that, Sandy and her husband also run a dental practice in Florida, which allows Sandy to practice what she preaches and develop new strategies that can be implemented to improve performance.

Tracy Penn was instrumental in growing a very large practice in Victoria and then went on to build practice management training facilities for two of the largest dental practice software providers. Tracy was the ‘trouble shooter’ for one of the dental corporations and was famous for being able to turnaround a struggling practice within a week. Today in her key role at Best Practice, Tracy gets her hands dirty in the practices she works with, teaching through example – not white board.

So, at Marketing Dentistry 2015, you will hear from people who face the same challenges you do. People who have created strategies to buck the trends in every aspect to create a successful practice. You will genuinely hear ‘proven strategies from the people who have actually proved they work.

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The majority of stress is caused by the dentist trying to do everything.  Your staff run out the door at 5:00pm while you, after a long day of providing treatments, stay behind in your office – completing treatment plans, paying the bills, doing payroll, overseeing cash flow and developing marketing plans to attract new patients.

Most dentists have an amazing support team that aren’t being utilised to their full potential. One of the most difficult things to do in business is relinquish responsibility. But the reason you hired the staff members you have is because you know they are very capable and highly skilled.

At Marketing Dentistry 2015, you’ll learn how delegating more responsibility to your team you will make them feel valued, engaged and enhance productivity. When people are giving the opportunity to shine and use their initiative, they become highly motivated and will always go the extra mile.

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Certain great business development information is almost timeless. Dale Carnegie’s ‘how to win friends and influence people’ is as relevant today as it was when it was first published in 1936.

But what about a lecture about on-line marketing? Not only is the information in these lectures not timeless, but chances are it will be out of date within months.

At Marketing Dentistry 2015, you will learn strategies that are working today – not those of 10 years ago. The work of all the presenters are both current and proven within practices every day.

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The reason why the Marketing Dentistry programs exist at all is because Dentistry is not just about the clinical anymore. There are many that resent this fact, but very few that can deny it. Today, more than ever you need to understand every aspect of running a dental business. Customer Service, Marketing, Communication Skills, How to Recruit the best staff…the list goes on. Plus at the same time, you need to develop your clinical skills and both enjoy and profit from all of this work.

But where do you get the help to master all these aspects of running a vibrant and profitable practice in 2015 and beyond? Well, at Marketing Dentistry 2015 we don’t claim that we will ‘fix’ all your challenges in a single day, but we do claim that we will give you the relevant strategies and direction you need to improve the aspects of your practice you should be working on. We will also give you on-going help and introduce you to services you can access that are designed to give you the relevant support when you need it.

The post Learn what makes a successful practice appeared first on Marketing Dentistry.

Give or take, we all work about the same number of hours each week. So in a profession where everyone starts with essentially the same qualifications, why are there some dentists who are struggling to pay their bills and others who are living lives that would be more associated with a Rock Star than a dentist?

Well, let me tell you what it’s not – it is not luck.

The dentist who takes four overseas holidays a year with their family, lives in a multi-storey home, puts their kids through the best private schools and goes sailing on a weekend has not achieved this by luck.

And, it is probably not through advanced ability. The dentist described will have invested heavily in their own clinical skills, but there are many dentists who regularly improve their clinical skills who don’t become financially successful.

So what is it?  – It’s systems.

The common thread between successful practices is they all have systems in place to create the best possible outcomes for all stakeholders and by doing so become highly profitable. Of course this does not just apply to dentistry, it applies to every great business. Great customer service in a top restaurant – system. Food coming out on time and piping hot – system. The receptionist on your front desk, welcoming a patient with great eye contact, while juggling a phone call and attending to another patient at the front desk – and all of these people feeling cared for and acknowledged – system.

There is a protocol and system for every aspect of your practice that will optimise the process and create outstanding results. At Marketing Dentistry 2015 you will learn what these systems are and the results you can expect when fully implemented and adhered to.

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Your practice may need to attract more patients and therefore you may need to improve the effectiveness of your marketing. However, before engaging in a new marketing strategy, how about looking at the opportunities that already exist within your practice.

Conversion is key. And the starting point in improving conversion rates in your practice is knowing what they currently are. Do you know the answers to the following questions :

1. What is the conversion rate from your website? (New Patient Enquiries as a percentage of Monthly Traffic to the website)
2. What is the conversion rate from phone enquires? (Number of new patients booked as a percentage of phone enquires received)
3. What is the conversion rate of presented treatment plans? (Percentage of new patients who move into treatment after a treatment plan has been presented)
4. Three Key Performance Indicators (KPIs) that if improved could double your business overnight.

At Marketing Dentistry 2015 you will learn that even small improvements in certain areas can make a huge difference in the financial performance of your practice.

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“Half the money I spend on advertising is wasted; the trouble is I don’t know which half.  –  John Wanamaker

John Wanamaker, the father of the modern department store died in 1922 – yet his quote is still rolled out in business all the time. But if John were alive today, he would know exactly how effective every aspect of his advertising and marketing was.

Marketing is no longer a ‘shot in the dark and a hope for the best’ – it’s scientific. Everything you are considering doing has been done and the results recorded. No longer do you need to embark on a marketing campaign with your fingers crossed. At Marketing Dentistry 2015, you will hear about the effective marketing methods that are working today both in Australia and the United States. You will also hear about what to avoid and why.

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From time to time we all ‘hope’ a change will occur, or something will improve on its own, without any effort. There is no plan, no strategy, nothing to track and measure. Phrases starting with “I hope” or “I’m hopeful” are common every single day in practices when discussing strategies are for these changing times – nine times out of 10, it all comes back to hope.

It’s time to change that – forever.  At Marketing Dentistry 2015, you will learn the difference between employing staff and developing a team, how to effectively communicate how you expect your practice to be presented to patients and understand what an outstanding “New Patient Experience” really means and how you can create this in your practice. We will show how this shift in approach can make a massive difference to what you do every day.

The post Hope is not a strategy appeared first on Marketing Dentistry.

At a time when the dental sector is going through radical change, it is vital to understand these changes and make appropriate adjustments to the way you manage your practice.

At Marketing Dentistry 2015, you will hear that it’s not about a ‘race to the bottom’. Although many practices are starting to compete solely on price and this certainly creates problems for the profession as a whole, price is only one aspect that needs to be understood. If price was the only concern in society none of the better brands would still exist, yet even with all the doom and gloom peddled by the popular press, many of the great brands of the world, BMW, Rolex, Apple etc. are all enjoying extraordinary success. All these brands understand pricing, but they don’t compete with it.

At Marketing Dentistry we will be challenging you to consider what changes you could be making in your practice, and giving you proven strategies to consider.

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