Niche Training Courses Announced For UK Dental Practice Receptionists To Improve Sales

May 14, 2015 - PRLog -- Four steps to fine-tuning your Dental Practice Conversions via Staff Sales Training

How to convert the fruits of your marketing labours into a steady trickle of income… Tracy Stuart of NBS Training delivers tailored training on how to take your dental practice profits to the next level.

Marketing. Love it or hate it, you cannot ignore it. It is a necessary fact of life for all successful businesses, and it can be both expensive and time consuming to get things right.

Effective marketing should raise your company’s profile and generate interest in your products and services, but how you and your team turn this interest into cold hard cash is the crux of getting things right, and NBS Training are here to train your vision into focus.

Is your vision and strategy to achieving it credible and realistic, and is top quality patient care a large part of the end goal?

Does your vision ensure that there is a place within it for everyone in your team, and are their responsibilities and paths to achieving your vision clear and achievable, both in your opinion and in theirs?

Will your leadership reflect and enhance your practice vision, and have you thought about obstacles that may crop up along the way, and how to tackle them?

Is feedback and input from your clients factored into your plan, and is your plan fluid and adaptable enough to grow as a result of this?

Communicating your values to your clients

Having a strong, meaningful and impactful practice vision and working ethos is awesome, but it soon becomes meaningless if this vision is not immediately obvious to your end clients, or if it remains intangible to them.

This is one of the most challenging aspects of introducing your practice vision and putting it to work for you, and is also the most important! Instilling the fruits of your vision into your clients’ consciousness means communicating with them clearly both verbally and visually, and creating the right ambience to ensure that each of your clients feels valued, listened to, and important. When you are dealing with any given client, they should feel as if they are the only thing on your mind, and that they are the sole focus of your attention.

In order to achieve this across the board, you’ll need to work closely with your team to brush up on their customer service skills, and your practice protocols as a whole.

Look at your practice from the point of view of one of your clients: How are they dealt with when they phone the clinic? How do you schedule appointments? How do you communicate with your clients on an ongoing basis? Is there consistency in place in terms of customer communication, including factors such as complaint handling and the chain of command?

Scripting every interaction that your staff have with your clients is sure to end in tears of either boredom or laughter (the bad kind) but nevertheless, having your team brush up on skills such as how they handle calls, how the waiting room is managed, and how your clients pass from receptionist to dentist to aftercare can help to ensure the uniformity and consistency of your service, which should of course be top notch across the board.

The big picture

When reviewing or planning your marketing approach, it can be useful to refer back to a basic list of channels and activities that you should be working with, in order to garner success. These can be broken down into three basic elements:

Online marketing.

Word of mouth and personal referrals.

Offline marketing.

Some of these three elements will overlap, and this is fine, as the greater your practice’s profile and the more methods by which clients can learn and become aware of what you do and why you’re good at it, the better. That being said, here are the basic elements required for each of the three segments of your successful future marketing campaign.

Online marketing

First and foremost, your website should rank well on Google, be easy to navigate, and be fast to load and pleasing to look at, offering a good reflection of your physical practice when clients walk through the door. You should also provide a strong call to action, easy contact options, and a method of capturing data from clients who are willing to receive future marketing offers and incentives.

You should also be making the best of social media to reach your clients, and have a good idea of which channels work for you and how best to use them.

Finally, your online reputation is something that you should consider as well, encompassing factors like Google reviews, a practice blog, and info and good feedback on sites such as NHS Direct and TripAdvisor. You should visit all of these sites regularly to check your customer satisfaction levels, and have a plan to deal with any negative comments or reviews without losing your cool.

Word of mouth and referral marketing

This aspect of marketing is one of the strongest ways to build a good client relationship and put your happy clients to work in passively recruiting their friends too!

Make sure that your patients feel listened to and valued by your practice, and consider launching a campaign to invite your clients to introduce their friends and family to your practice.

Consider sending out a patient newsletter on a regular basis, both via physical mail and by email to clients who are willing to sign up for your latest news and information too.

Offline marketing

Don’t neglect the more traditional marketing channels in your efforts to fine tune your online and word of mouth endeavours!

Try to get your practice mentioned and highlighted positively in both local and national press, perhaps because of the services that you offer, how you offer them, or because you are doing something new, different or innovative. Getting an editorial review is not an easy task, but if you can achieve it, it will soon pay dividends!

Physical marketing is still a thing too, despite the rise and rise of online marketing, so consider all of the various means of reaching your customer offline, such as radio and local media adverts, fliers and leafleting, and running special practice events and competitions.

If your practice or one of your team wins an award or other accolade, shout it from the rooftops! Whether this is directly related to dental services or is more of a personal achievement by one of your team outside of work, let everyone know about it, as this can add value to your practice’s perception, and demonstrate a well-rounded view of your team as a whole.

Hopefully you now have plenty of food for thought to get started with, in the meantime, if you would like a free 30 minute overview of either your website or another piece of your marketing material, give me a call on 01438 217944 and read more on the website http://www.nbstraining.co.uk

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