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Grace Rizza Dental Speaker | The SWOT Analysis is Broken, Long Live the GIST!

Dental Marketing Presenter

The SWOT analysis is broken. When working with companies, I have seen firsthand how the SWOT analysis creates redundancies in their business plans. Their lists of weaknesses and opportunities are often the same, creating confusion and unnecessary efforts. This is why I have tossed the SWOT analysis and created a fresh way to scale your business, making practice growth simple to understand and execute.

The GIST is a simple acronym that you can implement into your quarterly business meetings to evaluate your business. GIST stands for Growth strategies, Innovation implementation, System development, and Team cohesion that easily leads to accomplishing your desired growth.

When you look at these four areas of your business, it gives you a complete overview of your progress and what you are moving towards. Business plans often contain so much detail that the action items get lost. With the GIST, there is more action than detail which allows you to get your entire team on the same page. Only when a team collectively knows the goals of the business can they begin to work towards them and ultimately achieve them.

This is how you see dental practices go from good to great in the matter of months.

If you would like to learn more about the GIST analysis, visit http://gracerizza.com/GIST or sign up for one of my full or half-day GIST workshops. In these workshops, I will work with you individually to give you the tools and resources to create a GIST for your business.

For more information on Grace Rizza or her GIST Analysis workshops, contact her today.

Dental Speaker Grace Rizza | My Philosophy on Photography of Slides

Dental Marketing Presenter

In recent weeks, on Facebook, the issue of whether or not you should allow your audience to photograph your slides has come up. I see no problem in it. Of course, there’s always going to be at least one troll in the audience who thinks he or she can deliver your exact content.

In my opinion, a great speaker is not made only with interesting content. Great speakers have mastered their confidence in body language, their own personal flair, as well as the content shared. A great speaker can think on her toes and move an audience to action through story, examples, hard facts and stats.

There’s much more to a person than the images on his or her slides. So to those wanting to remember what I said and want the visual aid to accompany the information, I say, “Snap away!”

My only request is that you publicly share the photos so that others can also learn from the information shared during my presentation. The more lives we can touch, the better.

Educate, empower, entertain your audience with Grace Rizza.

 

Grace Rizza Dental Speaker | Communicate with Confidence and Concern

Nearly a decade ago, I worked in a dental practice for almost 2 years. I recall the unique experience of teaching the team basic sales verbal skills. I was shocked at how the dental team was repulsed by the word “sell”. To navigate this roadblock, I came up with a presentation titled: “Communicating with Confidence and Concern”.

The entire 90-minute presentation involved examples of communication I had witnessed. I boldly quoted team members and doctors and explained how their words were likely interpreted by the general public (patients).

The 3 C’s approach (Communicating with Confidence and Concern) was implemented and things began to change. Not only were sales a focus, but the commitment to the patient’s needs and desires became the forefront. The team learned how to endorse and support each other, creating a very high level of trust with the patient, which was very much deserved.

In sales, we’re always dealing with a transfer of emotion. Whether you are “selling” the patient on the important of his oral health or he is “selling” you on the importance of his money, selling is taking place. Simply put, selling is the transfer of emotion. If your team does not communicate with confidence AND concern, they are missing out on an opportunity to enrich the lives of your patients.

For more information on Grace Rizza or her availability to speak to your group, contact us. 

Entertaining in the Moment: Grace Rizza’s Speaking Style Explained

Whether speaking in front of hundreds or writing website content for a blog, there’s almost nothing worse than boring content. I live by the phrase, “Turn a phrase until it catches the light.”

When writing or developing content, I don’t think about merely sharing information, but look for ways to share content in an entertaining way.

When speaking at Chicago Midwinter, I was mentioning the importance of considering the psychology of color in branding. I was discussing the emotions one experiences after seeing a bloody red extracted tooth logo. Right at this moment, a very important man decided he needed to stroll down the center aisle to find his seat. Apparently for someone of his caliber side aisles are just too practical and respectful. As he boldly walked down the center aisle in his red sweater, I decided to thank him for illustrating my point perfectly. His bold red sweater was not only attention grabbing, but it definitely raised my blood pressure just a bit, as explained in my training.

I find it exciting and fun, not just for my audience but for myself to be engaged on a deep level when presenting. There’s nothing more exciting than watching the content twist to meet the needs of an audience.

If seeking a speaker who can educate, empower and entertain your audience, please search no further. Contact us for more information.

Dental Marketing Speaker Grace Rizza | Track New Patients to Track Success

Marketing SpeakerIt is important that you have a system in place for keeping track of new patient referrals. Doing so not only makes it easier to report to your marketing consultant or practice management coach, but it also provides a way to measure your progress.

You can create a simple report that tracks the following:

  • New Patients from the Internet
  • New Patients from Patient Referrals
  • New Patients from Direct Mail
  • Number of New Patient Calls
  • Number of New Patients Seen

Train your front office team members to ask new patients how they heard about you each and every time. Recording this data can be a valuable tool to measure how your marketing efforts are progressing. If a direct mail campaign is successful, consider replicating elements of it in the future. If a direct mail campaign yields no new patients, invest your marketing budget in another way.

Having a database of new patient contacts can also be an excellent source for creating follow-up communications. If a particular patient is an excellent referral source, send a personalized thank you note and make them aware how appreciative you are for their help. You can create an email newsletter or direct mail flyer using only the names of interested new patients. You can tailor your message to these new patients in a way that will make them want to come back to your practice as a regular patient.

Keeping track of the sources of your new patients will make it easier to make marketing decisions in the future. It will also be an excellent source of information for your marketing consultant or practice management coach.

For any questions, comments, or concerns please contact us. 

Grace Rizza Dental Speaker | How Not to Upset Your Followers

Today, I am going to give you a couple of tips on how to not upset your followers on Facebook.

Tip 1: When broadcasting video, make sure you speak at an appropriate pace. When people talk too slowly, it loses the interest of their audience. Be sure to speak at an appropriate pace so that people want to keep watching to hear what you are going to say next.

Tip 2: Watch your use of “um.” It’s a very bad habit for a lot of people and it quickly turns off your audience.

Tip 3: Don’t private message a large group of people with your marketing agenda. No one likes to hear their phone ping for a conversation that they didn’t electively join.

Tip 4: Don’t tag people that you barely know just to leverage their exposure and get your message out. It’s a bit selfish and it can get annoying for them to be included in all the interaction on your post with people they probably don’t know.

When you’re thinking about your social media presence, simply treat people the way that you’d like to be treated. If you really want to gain a following, if you really want to make an impression then put out content that interests, engages, and helps people in some way.

 

Dental Speaker Grace Rizza | Learning to Let It Bounce Off

Today I’d like to talk about a concept that I call “Letting it Bounce Off.” This is one of the most important strategies that I’ve learned in business to keep me strong, on track, and focused on leading my team and my clients to success.

As your success continues to improve and people start to learn what you’re doing differently, you’ll see some people start to get “scrappy.” The truth is that you are your only competition. However, people who think they are your competition can sometimes do unethical things. We’ve all been victim to this at some point in our lives. Maybe you let an employee go and they wrote a bad review on Google while posing as a patient, or you had someone move in down the street and use a very similar business name to try and capitalize on your following and your brand. I hear these stories all the time, and I’ve got the solution for you: stay focused on you.

You need to stay focused on your brand and your mission, and you need to let these things bounce off. If someone is doing something illegal or actually lying to your clients or patients, you definitely should consider getting the advice of an attorney. However, don’t let it consume you, don’t let it drag you down, and don’t let ruin your day. Don’t even let it ruin a minute! Just let it bounce off. Once you embrace the fact that nothing in life is personal and everyone is just doing the best that they can, you can really harness this strategy. It will make you a stronger parent, friend, spouse, business leader, and a better person in general. So remember, what others say about you is none of your business, and when the competition starts to get “scrappy,” just take it as a compliment.

 

Dynamic Speaker Grace Rizza | 6 Ways to Avoid Burnout

When you started your business, you were likely excited to the point that you found it difficult to sleep at night. As years pass, that excitement has transformed. You may still find it rewarding and enjoyable, however, you may be looking for ways to reignite that passion for your profession.

As your business has grown, you’ve likely found comfort in a growing salary. You may have found emotional support as you’ve attracted and coached the right fit team. It’s very often the case, however, that even the most successful business leaders lack balance in their life. If not carefully tended, this imbalance of focus can result in regret.

At the ripe age of 24, I became an entrepreneur. I started my niche marketing business (Identity Dental Marketing) from a shared 3 bedroom apartment, with nothing but a laptop and little dog. When the rest of my friends were working a 9-5, I enjoyed an 8am-11pm role. I’d visit friends and bring my laptop (and dog) along to get some designs done while they watched a football game. I was nothing less than obsessed.

It was somewhat easy to establish balance until I became blessed with children. Balancing the demands of mom, boss and wife is difficult, especially on very little sleep, while managing travel and juggling child care. Often times, I meet dental friends who question how I have the ability to scale my business, enjoy my family, moderate my forum (The Dental Marketing Forum – By Grace Rizza) and have any sort of social life. Not every day is perfect, clearly, but I’ve found some pretty solid tips that can help any thriving business person.

  1. Abolish guilt. It plays no productive role in your life. Whether you stay home, work full time, work part time – you’ll be judged. It’s part of being human. Train your brain to depend less on what others think of you and more on what your family thinks of you. Train your children to respect your career and use it as a way to show them they can have whatever they want out of life. This will allow you the emotional freedom to detach and commit 100% to your career during the time you’ve dedicated for work.
  2. Commit to a schedule and stick to it! If you’ve decide that you’ll be home by 5 every night, take your last meeting at 4pm. The clients who are right for you will understand. They will respect your boundaries and will become great long-term clients. Schedule time for yourself, too. Once per week, enjoy a night out with your significant other. One day per week, schedule your “me” time. If you don’t feed your soul, you cannot help others with passion and excitement.
  3. Plan trips away. Time away from your business allows you to re-energize your mind. It allows you to experience tastes of that excitement that you felt when first getting started.
  4. Only do what only you can do. Make a list of the responsibilities you wish to never again have to do. Now, create a hiring plan to allow you to delegate these tasks to the appropriate people. Allow your team to make mistakes. It’s painful, but necessary. Embrace first time mistakes as learning experiences. Second time mistakes should be addressed quite differently.
  5. Be kind to yourself. Celebrate your accomplishments. Embrace self-love. This will make you strong and help you overcome the criticism that inevitably follows success.
  6. RSVP no. Turn down social activities when you need a break. Your true friends will understand.

Whether you’re new to business, a new parent or a seasoned efficiency pro, I hope this information helps you to avoid burnout and find more satisfaction in your life.

Dental Presenter Grace Rizza | 3 Ways to Buy Time

Dental Presenter

Dental Presenter Time is your most precious resource. On certain days, managing your time is not just difficult, it is downright impossible. Ask yourself about the strategies you are currently using to organize your day. What other tools could you be leveraging to save your practice’s most precious commodity? Here are 3 methods you can implement to maximize your time.

  1. Re-evaluate Your Management Tactics

You can buy time without spending a dime. Employ a new way of keeping track of practice productivity. You can have your team record their tasks for the day in a quick email. Each staff member can quantitatively list their duties, allowing for simple reference later. This cuts down on micromanaging your staff by way of asking, “What did you do today?” Managerial work is difficult to implement after a full day of back-to-back appointments.

You can cut back on daily meetings because you will have a clear picture of what each team member is contributing. Having a list of completed tasks at the end of the day allows for everyone at your practice to be keenly aware of who is to be held accountable for each task.

  1. Utilize Apps to Maximize Efficiency

“Lost time is never found again.” Ben Franklin knew this more than 200 years ago, so how can you apply this knowledge to running your practice? There are numerous tools available for your phone that can be a valuable resource for keeping track of your practice. You can benefit from the use of efficiency apps. In today’s world, there is no need to manage all aspects of your business manually.

Take advantage of scheduling apps and software. You can schedule emails to remind patients to book their next visit to your office without having to send it in real time. This can be an indispensable tool for patient retention, by keeping you in consistent contact with your patients. Apps such as these will help you save time, and keep track of your practice’s performance.

  1. Consider Express Check-In

It is not always your team that is responsible for lost time slipping through your fingers. One late patient can set the whole day off-schedule. Make it easy for your patients to register. Provide compliant forms online for patients to fill out before coming into the office. Saving time at the front desk will help your entire practice run on schedule. Never allow for your practice to earn a reputation of running behind schedule, instead work with your patients to create a smoother, faster registration. Your patients will not want to fill out redundant forms. Rework any documents or forms where possible to prevent your patients from filling out information such as their name and address multiple times.

Successful business leaders are experts at time management. Put methods in place that allow for concrete, quantitative results to measure productivity. Utilize technology to make your life easier and allow your patients to work with you to save time. Don’t get caught watching the sand fall through the timer, take action and rethink your time management strategies.

For more information, contact us today.

Dental Presenter Grace Rizza | Overlooked Marketing Strategy

Dental Presenter

Certain words and phrases can cause a reaction. When I recommend “email marketing” to my clients, many times their reaction is one of concern. It’s the kind of doubtful reception you can feel even over the phone. People might jump to the conclusion that email marketing is spam. The two words are not one in the same! Somewhere, email marketing earned a lackluster reputation.

I’d like to stress the value and importance of email marketing. Many marketing companies completely overlook it. It could be because I usually hear, “We’ll try it on our own.” Naturally, it usually never gets done and when it does, it lacks in quality. Not everyone has time to write a quality, informative email. That’s ok, and that’s why we’re here.

The first step is to prioritize your communications with your current clients. Keeping yourself on the top of their minds will be beneficial in generating referrals. Current clients lead to future business.

Email newsletters can help achieve the following:

  • Generate more client referrals
  • Increase your positive reviews online
  • Promote additional services
  • Improve recall

You can avoid getting sent to the spam folder by following these steps:

  • Send monthly newsletters as opposed to weekly newsletters
  • Write new, interesting, and relatable content
  • Plan for new topics and features
  • Don’t oversell yourself
  • Make sure your client list is always current

Email marketing can be a helpful tool in closing the gap between your current clients and your new clients. Hands down, it is the most affordable, yet overlooked, marketing strategy. You can decide to call it email marketing or you can even call it POWERFUL CLIENT COMMUNICATION. It doesn’t matter. What is important is that it is time to start utilizing this platform to its full potential.

Contact our team if you are not already using an email marketing campaign to its maximum potential. We can work with you to achieve your marketing goals. Contact us at 847-773-5418.

What People Are Saying

John Chatham Testimonial

After attending Grace’s seminar I immediately thought, ‘finally somebody who understands marketing dental practices and how to effectively attract and retain new patients.'

John A. Chatham, III Henry Schein, Inc. VP Global Sales Leadership & Development June 15, 2016

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