Keeping count

There are three sets of numbers that you must count and three things that you must do with the numbers:

  • Count your lead generation statistics;
  • Count your lead conversion statistics;
  • Count your financial statistics.


  • Collate the information (presentation in a format that is easy to absorb quickly);
  • Interpret the information (compare to industry benchmarks and spot internal changes and trends);
  • Act upon the information (do something different that will improve business performance).

Count – Collate – Interpret – Act

Every month without fail.

Don’t let the fact that it’s not urgent seduce you into thinking it’s not important.


Published by

Chris Barrow

Chris Barrow has been active as a consultant, trainer and coach to the UK dental profession for over 20 years. As a writer, his blog enjoys a strong following and he is a regular contributor to the dental press. Naturally direct, assertive and determined, he has the ability to reach conclusions quickly, as well as the sharp reflexes and lightness of touch to innovate, change tack and push boundaries. In 2014 he appeared as a “castaway” in the first season of the popular reality TV show “The Island with Bear Grylls”. His main professional focus is as Coach Barrow, providing coaching and mentorship to independent dentistry.

2 thoughts on “Keeping count”

  1. What are the industry benchmarks here for the likes of lead generation and conversion here Chris?
    (Without using paid google/facebook ads)

    1. Morning Joe

      GDP referred patients – 85% should take up treatment
      Patient referred patients – 66%
      Direct advertising and walk-in – 15-30% depending on the talent of the Front Desk and/or TCO team

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