Three great ideas…

Idea 1 – The “Free Prize Draw”
Book a stand at a trade fair, wedding fayre (why do they spell it that way?) or any other public event.
Take along some basic information on cosmetic dentistry – tooth whitening, smile makeovers, invisible adult ortho.
Make friends with a local supplier of electronics.
Put a very large plasma TV on the stand.
Ask for contact details of the people who visit the stand – name, address, telephone, email.
Ask them to throw 6 dice – and the first one to throw 6 sixes takes the TV home.
Ask a Lloyds underwriter to cover the risk – and split the premium with the TV shop.
Share the information you collect with the TV shop.
Write to the database after the show with a KEDO (knock ’em dead offer).
Idea 2 – Satellites and feeders (inspired by Sainsbury – and perhaps soon by Tesco?)
Open a minimally equipped dental surgery in a local retail outlet with massive throughput of people.
Offer cheap check-ups to get people in through the door.
Offer low-cost or free consults with treatment co-ordinators.
If they require any treatment – explain that you don’t have the equipment and refer them to the private clinic that you operate.
When they arrive at your “proper” clinic, you can work your magic on them.
Idea 3 – The One-Page Treatment Plan
No matter how complicated and verbose your treatment plans, offer a one-page,single sheet, A4 summary of:

  • the problem – what brought them to the conversation in the first place – either a clinical problem or a lifestyle need
  • the solution – what you agreed to do to help them
  • the timescale – what commitment will be required to complete the treatment
  • the investment – how much it will cost and
  • the payment options – up front, pay as you go or finance.
If you cannot fit that on one page, your chances of success are much lower.

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.