Nearing the end of 2013….

As all of us head into December, nearing the end of another calendar year, wondering where the time went, many of us give thanks and appreciation for the wonderful family, friends, and clients we have that make life so enjoyable.

Also, many of wonder what can we do to make 2014 a ‘banner’ year for our practice, our business, our company?

Seeing literally hundreds of dental clients at the many dental events our laboratory participates in during the course of a month, a great number of dentists seem to have the same questions: How is it out there (tentatively declaring it is ‘very slow’) or Are you guys busy (thinking that a dental lab’s own ‘business’ would be a measure of reality?)…

My answer to that is you cannot compare my lab’s own situation, where we truly try to be everywhere in our target marketplace (primarily New Jersey with some reaching out to the Tristate areas), including literally over 100 dental events a year we participate in, not to mention: emails, direct mail, newsletters, office visits, and of course this website amongst tons of other communication tools we use to help the dental community.

So, the average dentist works 32 hours a week (although recent comments from hundreds of dentists tend to prove to me they are working much less hours). I am just wondering….what are the dentists ‘doing’ the other hours during the week? Are they all single parents raising their kids? Do they have another job? Are their hobbies very demanding of their time , for example, training for a marathon, or mountain climbing,maybe traveling?
I would hope and think, that it makes sense to devote several hours a week, ‘outside’ the practice, to spend that time on ‘building’ your business.
But here’s the challenge: Dentists went to school because they loved science and wanted to serve the public. They did not ‘major’ in business or marketing or public speaking. However with the vast resources this world has, it’s never too late. Why not start learning,reading,speaking, networking, and putting into action, all the tools you need to do, to make 2014 your best year ever.
Spend a couple hours a week at Barnes & Noble, learn from marketing guru’s like Jay Abraham, Dan Kennedy, or Jay Conrad Levinson.
Start looking at ‘other’ industries to learn how their businesses became overwhelmingly successful and apply those aspects to your own.
Place systems and training into your practice, get your staff trained, take them everywhere, to all kinds of business & dental seminars. Send them to terrific half or full day courses like Fred Pryor or Careertrack offers in every city!
Start getting in front of groups: Lions, Kiwanis,Chamber of Commerce,and tons more. Make your practice a household name to every MOM within 5 miles of your office! Think about the schools nearby,sports teams, how you can get in front of them!
Never took a (okay,here comes the dirty word ‘sales’ course? Better start reading Jeffrey Gitomer books, and make sure you see this guy IN PERSON when you can! (of course bring your staff)
You are in control, this is your practice,over 50% of the public doesn’t bother to see a dentist regularly, your potential is unlimited, people want your services, you simply need to explain it (‘sell it’) in a manner in which they will understand & appreciate. Educate them, use intra-oral cameras(you can purchase a wired one from us for $79 with a 30 day money back guarantee!!!), spend time with your patients.
Want to get to the next level,consider a coach for your practice.

When I walk into a practice, I can tell within minutes if the office has been through a formal coaching program. The front desk is polite, energetic,happy, acknowledges you, the areas are spotless, there are no signs (usually unframed) like ‘You Must Pay’ or ‘ If you’re late there’s a charge’ etc., all policies are already understood by the patients….I could go on and on.

What will you do different in 2014 to better your business,keep a notepad handy and take the next month to start thinking and in the meantime, have a very safe & happy holiday from all of us here at Asteto Dent Labs!

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