Blog

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.

Dental Presenter Grace Rizza | Track New Patients to Track Success Best Dental Speaker

Speaker Dental Marketing

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 more information please contact us. 

Featured Website: Upper Valley Pediatric Dentistry

Dental SpeakerWhat is a great website? What features or functions come to mind when you think of an effective website. Our team of results-driven, creative minds thrive on helping dentists and dental professionals showcase their skills and attract new patients through effective website design. This month we’re highlighting Upper Valley Pediatric Dentistry’s website (http://uvpediatricdentistry.com/).

Scrolling Is In

We love that this website features a vibrant homepage that builds as you scroll. Have you noticed the trend in web design emphasizing up and down scrolling? Mobile devices have quickly gained prominence as the way people access websites and information. People are fast becoming used to scrolling to see more. Not only does scrolling work great for mobile websites, but it can translate over to the desktop as well.

Your Website Should Feature Your Skills and Expertise

The goal of any professional website should be two-fold: showcase yourself and explain what you can do for prospective patients. We chose to highlight the groups and organizations that Dr. Saunders is a member of in the footer of her website. When you visit the about page, you will see an actual photo of the doctor with a short biography. Patients want to put a face to the name. Every website should include a doctor and team photo.

Use Real Photos

The goal of your website is to welcome new patients to your office. An effective way to create an inviting atmosphere is to set expectations with real office photos. Show off your reception area and treatment room. We love that this website features a few real office photos on the homepage.

Your website should attract patients, not drive them away. If you are ready to modernize your existing website or start fresh with a brand new one, we can help. Contact us for a free consultation.

3 Steps to a 5 Star Reputation

Dental Marketing Speaker

Dental SpeakerIf you haven’t yet realized, people value online reviews. Google reviews get substantial exposure and contribute to your SEO efforts. Often, our clients ask for tips to help them become more successful in gaining dozens and even hundreds of 5 star reviews online. Read on to for the simplest ways to implement a strategy that will boost 5-star reviews.

Step 1: Ask your patient about her experience. After each appointment, ask your patient if she had a nice visit today. If she seems happy with your service, communication and care, she will respond with positive feedback. Upon receiving that positive feedback, let her know how much she means to you. Let her know you enjoy seeing her and value her business.

Step 2: Create a script to request the review. Involve the reason for this request. “Cathy, thank you for the positive feedback. It’s always a pleasure spending time with you. We’re finding that reviews on Google are helping new patients to consider us for care. Would you please write a review for me today? It should only take a minute.”

Step 3: Make it easy for the patient. This can be done in one of three ways.

  1. You can use an automation tool to automatically text the patient following their appointment. This text will ask about their satisfaction. After receiving positive feedback, it will automatically open to a page where the patient can leave her review. It’s very simple and has helped dozens of our clients gain hundreds of reviews on Google, Yelp and Facebook. Email: grace@identitydental.com for more information.
  2. You can hand the patient a card with a link to a page on your website. Once visiting that page, they can click on the icon of the review site of their choice to leave a public review.
  3. You can text the patient a link to your Google 5-Star Review link. We can create this for you.

Step 4: Thank your patient for her support.

Remember, the best way to get 5-star reviews is to provide 5-star service. Make the patient feel important. People will not remember what you said, but they will not forget how you made them feel.

Are You Prepared for the Future of Dentistry?

What will the dental profession will look like in 10 years? Are you and your team prepared to face the future with a successful action plan?

As a dentist, you are used to thinking about the big picture. This is true when you are caring for your patients, as they turn to you for your expertise to establish a lifetime of optimal oral health. But do you employ the same forward-thinking strategies to ensure the long-term health of your business?

Dentistry is changing. New technology is constantly being developed leading to entirely new procedures, which in turn creates a new market of patients who could benefit from your services. Furthermore, the business landscape of the profession is evolving. What used to be a field dominated by independently owned practices has become increasingly more corporate-based. Ask yourself where your practice fits into the landscape of differing business models in dentistry.

If one thing is for certain in dentistry, it is that the future will continue to bring change. Did you ever think you would be ordering supplies from your smartphone or connecting with potential new patients on Facebook? The future will likely bring innovations bridging the education and communication gap between dentist and patient.

Like today, the key to success will lie in your ability to build trusting, loyal relationships. It is essential that your marketing messages hone in on the unique qualities that make your practice and your team stand out from the crowd. A re-branding strategy can help freshen your practice’s appeal to your community and attract your ideal new patient.

You’ve probably heard the saying, “The more things change, the more they stay the same.” The future will bring changes to the dental profession, but that shouldn’t come as a surprise nor should it be a cause for concern. Face the future with optimism and an action plan.

Good is not Enough.

Screen-Shot-2016-06-02-at-4.05.23-PM

Recently, I purchased a membership to a subscription food service. I did this for many reasons, but mostly for my health. Each week, 3 meals arrive at my door with ingredients, portions and cooking instructions.

After getting my first few recipes and ingredients I was excited. My life quality, health and wellness was instantly improved. Then I started thinking of ways it could be even better.

I visited Facebook and saw a few ads for a competitor. After subconsciously realizing there are several competitors, I became a bit critical of the service and wondered how it could be even better.

I identified 3 weaknesses – in my opinion.

  1. The meals did not come separate in small boxes that can easily be placed in my refrigerator. Instead, I had to separate the ingredients when storing.
  2. The meals did not come with caloric and nutrient information.
  3. The meals were a bit too “gourmet” for my taste. They utilized ingredients that wouldn’t be easy to find or duplicate in the future. If I found something I just truly LOVED, I couldn’t repeat it for a dinner party.

Next, I ordered from a competitor. I noticed the meals came in small individual boxes with vented holes for freshness. They were labeled with caloric information and the meals were, for lack of a better word, “normal”.

The takeaway…

If you want to be the best, don’t settle for “good”. Keep finding ways to improve your service. Your patients want to know you are the absolute best option available. They don’t want to find another dentist, but in a time where information is available 24/7 at our fingertips, never give them a reason to question if you’re their absolute best option.

When it comes to being the best option in any business, the top performers are identified by tiny details. When it comes to profits and financial performance, going the extra mile in customer service often results in substantial financial gain.

When evaluating your business on your marketing plan, service, amenities (that’s right amenities), patient communication, team efficiency, office decor…remember, success is in the details.

Success does not come to those who wait. Success comes to those who get up and MAKE IT HAPPEN!

Don’t be good. Be the greatest.

The 3 Types of Dentists

I’ve been marketing dentists all over the country for about a decade. In this time, I’ve learned quite a bit about how they interpret information. Understanding how to best communicate with my clients has allowed me to provide custom marketing solutions in a timely way.

I know each dentist that I meet is different, but for fun, I have come up with the 3 types of dentists that I most enjoy working with. Here it goes…

11021554_m

The first type of dentist that I love working with is The Perfectionist. These are the meticulous men and women who enjoy big cases, cosmetics and often advanced services. When interviewing the perfectionist, he or she will tell me that they are “really good dentists” technically speaking. I find many general dentists, prosthodontists, endodontists and oral surgeons fall into this category. They talk about how their work almost never fails and how much continuing education they’ve received. They are often excited about the latest and greatest technology and can’t help but talk about their gadgets. This dentist may enjoy photography or another artistic hobby. This doctor is going to want a website that shows ALL of what he or she can do. I often have to remind the perfectionist dentist that EVERYTHING CANNOT STAND OUT. I help them to prioritize information and selling points for the best ROI. Once I establish myself as the expert and show them that I too am a perfectionist in my field, it’s smooth sailing. I must always explain exactly why we chose a certain layout, font style, color, photo, phone number placement, etc. The perfectionist dentist is a GREAT client for me, because he or she is an open communicator and will give me the feedback I need to make sure he or she loves his or her website. When working with the perfectionist, I must be sure to give him or her deadlines. It’s too easy for this type to slip into paralysis by analysis. It’s up to my team to set deadlines to keep projects moving along. We’ve become experts at working with these doctors and pride ourselves in embracing the characteristics that make the perfectionist doctor GREAT at dentistry and patient care.

The second type of dentist that I love to work with is the People Person. Often times this doctor entered the field because he or she had a parent or relative that was a dentist. This dentist loves talking with the patients and building relationships. When interviewing this doctor, he or she will tell me about giving back, mission trips or community involvement. He or she will also mention providing high quality work, for the benefit of the patient. This dentist values team training and his or her team enjoys work. This dentist may suffer from the tendency to run late, as he or she gets wrapped up in discussions with patients and team members. This dentist feels energized when he or she can change a patients’ life through dentistry. He or she prefers to build his or her practice organically and sometimes feels guilty about marketing or advertising. I often have to tell this dentist how marketing can benefit his or her community. The exposure allows residents to know he or she is an option. Orthodontists who fall in this category often do very well because they not only establish bonds with patients, but also with referring doctors and local business owners. It’s always a pleasure to take this doctor’s phone call. He or she often starts the call with, “How are your children?” or “How is the weather in Chicago today?” He or she truly enjoys connecting with others. It’s easy to market the sociable doctor, once we get past his or her underlying feeling that “marketing is unnecessary or bad”. This doctor has a very difficult time letting go of an employee. Once this doctor understands how marketing can help him or her to connect with more, great patients it’s smooth sailing.

The third type of dentist that I love working with, is the business person / CEO. This is my personal favorite, mainly because I relate most to this type. On occasion I get the pleasure of working with a dentist that views his practice as a business. He truly embraces his or her role as CEO and wants to build the practice to its full financial potential. These doctors are money motivated, and understand what it takes to grow a business. They read their monthly reports and will even call to discuss them if something doesn’t make sense. This is the doctor that can tell me instantly on a first phone call how many new patients they are seeing on a monthly base and where they are coming from. This doctor is likely to attend business related CE courses and may even consider hiring associates and opening additional locations. This doctor enjoys building relationships and also has an interest in technology, but isn’t afraid to market those points for both his/her benefit and the benefit of his or her community. This doctor has confidence and isn’t slow to let go of a sluggish or underperforming employee. It can be a challenge for this doctor to stick with a given marketing campaign long enough to see results. Setting realistic expectations is vital in working with this type.

All of our clients have the same goal: to grow their business. All are excellent at serving their community by providing excellent oral health.  All enjoy helping people. All have some strengths in business. I personally love working with dentists. I chose to focus my business in providing marketing solutions for dentists exclusively because I saw a need for ethical solutions for dentists. I saw many companies were not taking the time to learn about what makes EACH dentist different and to market EACH business individually. I saw that many other marketing companies were not taking the time to learn about the doctor’s specific goals and pain points and do things to help. I love the field of dentistry and I love working with dentists and their teams. It’s rewarding to contribute to an area of work that is undervalued and under appreciated by the general public. Through marketing, we educate the community about the importance of oral healthcare.

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

<< Prev
Next >>

Contact Us

To see if Grace is available for your next event, please contact us through the below form or email grace@identitydental.com.

Educate. Empower. Entertain.

Grace Rizza Blog