Hi Chris…read your blog this evening and very much enjoyed the £33k sale story! I like the question that you’ve created…it struck me that it could be opened up a little so that you don’t get “No” too easily and quickly! How about this? “Since we last met, what changes have there been in your
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Many of the new web sites I’m seeing are clearly going for the 25-35 year-old demographic. New York Dental Office – Brentford Ten Dental – Clapham And I’m struggling to see practices that are aiming at the grey-pound (those born between 1947-1957) or the general family market. I think the young wannabees are spending money
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In our Bristol workshop yesterday, a discussion on the “ethics” of selling prompted me to ask permission to ask a very direct question of the dentists in the room. Permission granted: “How much was the biggest treatment plan you ever sold to a patient?” The answers ranged from “never have” (from a hospital-based NHS dentist),
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I’ve been facilitating some form of Mastermind Group for over 5 years now – and yesterday was without doubt the best meeting yet. Looking back – I ask “why?” – and offer the following reflections: Environment – a change of room at the Forest of Arden to a bright, well-lit, spacious room Community – this
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It’s finally opened. The largest Pizza Express in Europe has opened in Event Square, Falmouth – right by the Maritime Museum, the marina and just a few minutes walk from where I live. Life will never be the same. Last night was the second night of opening – and quite chaotic – but the food
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Ignoring the sound advice of Alun Rees to stay at his place – I valiantly struggled down the A1, M1, M42, M6 and on to the M5 – just in time to get caught between the two burst rivers. Left Bawtry in Yorkshire at 4.00pm, arrived at Strensham Services about 10.30pm, to find that all
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A client (dentist) handed me a completed feedback from from one of his patients yesterday. “Read this” he said. Blank form – but under the question: “What do you like least about the practice?” I still fail to see the reason for the practice going private, other than greed. I will seek every opportunity to
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That’s how long it took yesterday to increase the projected pre-tax profit of a dental practice from 16% to 36%. Four hours of financial analysis, during which we realised that: available surgeries were in use for about 66% of the year – they need another dentist; the FTA rate for dentists and hygienists was about
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ADY Average Daily Yield. That’s a 30, 60 or 90-day rolling average, measuring the gross sales of all products and services by one dentist, hygienist or therapist in one surgery. I’m further realising that it’s the “mother of all key performance indicators”. Because the more I measure the ADY for and with my clients, the
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