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  • Never Loose Dental Patient| Formula For Patient Loyalty-8 Phases of Patient

    Never Loose Dental Patient| Formula For Patient Loyalty-8 Phases of Patient

    Customer Experience is a new method of branding. And if you give the customer experience to your patients then you will never lose customers. And the things which I am going to tell you today will be applied to all dental clinics either you have one chair clinic or you have a dental chain.

     

    First of all, you need to know that costly is it to lose one customer. However, we spend at least Rs 1000 in calling new patients but we do nothing to recall our old patients. It takes seven times less money to recall old patients. For example:- if you play an advertisement on the internet and if one patient steps in your clinic then you will have to spend at least Rs 100 for your advertisement but if you spend Rs. 100 on an old patient then he will become a fan of yours. He will do mouth publicity of yours and he will come to you every time. That’s why retaining old patients is cheap and important too. Just think for a minute that if all your patients give your referral then how big your business will be.

     

    If it is a dental clinic or any other business, people lose 20-70% of their customers in the first 100 days. The only reason that patients feel neglected once the treatment is over. And this happens because we design our dental clinic in that way. Our whole focus used to be on our new patients but we don’t pay much attention to our old patients that where will he go now. And there are three main reasons:-

     

    1. Most of the dental clinics spend their money on calling new patients and as soon as those patients start taking treatment we used to think that they are our usual customer and we don’t do anything special for them.

     

    2. The dental clinic appreciates those employees who come with new patients and forgets him who converts customer service into the customer experience.

     

    3. If there are patients in the dental clinic then our whole focus remains on treatment gets over as soon as possible and we think that delivering treatment is everything.

     

    So, we should understand that customer experience is not equal to customer service.

    Customer service is reactive which means we provide treatment to the patients according to their nerd.

     

    Customer experience is a practice which means what patients feel in your clinic or how was his overall treatment experience? And you have just first 100 days to take the patient experience from good to awesome.

     

    I am saying 100 days because it is easy to remember 100 days and you get more time to build your experience. You have to change your patient’s perception and you can do this world by keeping a consistent approach. You have to do this work continuously for 100 days so that patient can make good trust.

     

    So let’s see how we can do this…….

    One patient goes through five phases in our clinic.

     

    The FIRST PHASE IS TO ASSIST

     

    This phase is before the patient meets you. The patient is deciding whether he should take treatment in your clinic or not. The patient wants to know that you can solve his problems in a good way or not. It means the patient is checking about you on your website, seeing your clinic from outside, asking about any queries on reception or talking on the phone on reception.

    You are getting it right. The patient can decide before meeting you that he doesn’t want to take treatment from you. And on this stage showing the patients that treatment is good or not is more important than showing them that their experience is going to be very good. Suppose patient calls on reception and asks that he is suffering from pain in his teeth but most probably at that time you or your receptionist will tell him that he has to get RCT and what are the charges of that. But we forget to tell him how his experience going to be. They want to feel with their question that they are very important for you. So that’s why to tell them on the phone also that your experience is going to be awesome here.

     

    We can give them some unexpected gifts on this stage and we call it pre-framing too. We can give them educational material and for this, we have to do our homework that we should know what things for toothache patients want to study or see. If we know the background of our patients it is better as if he is educated or not, where does he live, what are his interests likes and dislikes etc?

     

    You don’t have to focus on making immediate patients instead you have to focus on keeping long term relationship with patients.

     

    The SECOND PHASE IS TO ADMIT

     

    This phase starts when the customer understands what are his problems and what is the treatment of that problem. And he tells you to start the treatment.

     

    And at this stage, we can improve our buyer experience by giving them some types of momentum from which patients do not forget you and give you the chance to treat them. Like you can give them a brush and you can tell the right way to use it.

     

    On this time patients used to be in a transition phase. Firstly he doubts you and secondly his heart used to be excited for getting treated by you.

     

    Now the patient has found his solution and he is excited by taking his choice and we are also excited because we have joined a new patient with us in our clinic.

     

    And you have to take advantage of this situation like you can send them face book request or a thank you video on what’s app.

     

    It means you have to create an illusion that he has joined a very big organization.

     

    In this phase, you have to be very creative and should do something unexpected so that patient can make a remarkable experience.

     

    The THIRD PHASE IS TO AFFIRM

     

    This phase comes when the patient stands up from your chair and thinks that the decision which he had taken to be treated by you is right or wrong. We call it buyer remark. The patient is afraid of two things at this stage.

     

    First, one has he taken the right decision?

     

    Second, will he get the result he has thought or what if it doesn’t?

     

    Then you work is to aware the patient once again that he has taken the correct decision. You should give 3-4 different ways of payment to the patient like cash, card, wallet, check, EMI etc.

     

    Suppose you have taken the decision of marrying someone after many years and at the moment of the wedding you get married to someone else then how would you feel?

     

    Just in the same way patients are also afraid that will his problem be solved permanently. Won’t this problem happen again and again? If my problem is not over, will I get a refund? Or any question which can strike to patient’s mind. Here you should give a guarantee/warranty. You should reassure him that his decision is perfect. Give him the receipt of his money, write the treatment plan, if you can testimonials or photographs of the patient then show him and do this thing then also when you believe that this patient is not going anywhere.

     

    The FOURTH PHASE IS TO ACTIVATE

     

    This phase comes when the patient takes his sitting of treatment and goes home. We should make sure that the patient should feel better than before. Let’s take an example:-

     

    Apple was the first company who let his products to be fully charged, before that everyone used to buy the new gadget, charge it and then use it. It used to spoil all excitement and waiting. And now you all know that every company used to charge their products before selling them. In that way, only the method of treatment should be smooth and comfortable. If you have done occ / usual relieve during RCT then make sure that you have not left any sharp point. Make sure that you have done polishing after scaling. Even you send the patient after rinsing their mouth from mouthwash so that they could feel fresh.

     

    The FIFTH PHASE IS TO ACCLIMATE

     

    This phase comes when the treatment of the patient gets over. This time you have to describe a patient’s stress point. Suppose you are delivering retainer after orthodontic treatment. Then you have to tell the importance of retainer. He will have a question in his mind that his teeth will not become the same again. He was this much disturbed from his braces that he doesn’t want to wear a retainer. But your work is to answer the questions of the patient and to tell him about problems which will occur in future.

     

    And this is the time when you tell your patient that if he feels any problem he can come to you again for that or call him for check up again.

     

    The SIXTH PHASE IS ACCOMPLISHMENT

     

    This phase comes the treatment of the patient gets over and he enjoys his food. We think about the patient till the last phase but there are three more stages of the patient.

     

    In this stage, you should do a follow-up call with your patient. You should take feedback from the patient. And this feedback is very valuable for you which you can’t buy from money. If your patient is better than before then it the right time to do the upsell. You can call him for cleaning or filling. You can surprise them by sending some cards too.

     

    The SEVENTH PHASE IS TO ADOPT

     

    This phase comes when the treatment of a patient is over a month. He is happy from your treatment and wants to make you his family dentist but he doesn’t need any treatment now. Now you make him a loyal customer from the good customer by offering some exclusive benefits or any loyalty membership card.

     

    For example:- if he is referring to any new patient then he will have 20% discount etc. At this stage the emotional level of customer is different. You have to make him loyal at this stage only.

     

    The EIGHTH PHASE IS TO ADVOCATE

     

    Now our patient is not a normal customer, he is our fan and he is our referral agent. But we forget to give credit to our referral agent. Suppose someone refers you a patient and you make the consultation fee-free for him then this discount will not matter for him. But if you offer him teeth cleaning in free then it will matter to him. So if you want to give some gift to your loyal customer then gift him something which matters to him which motivates him to give more referrals.

     

    Or you can say it like that when you get any referral patient, your marketing cost will become zero and your patient will also be quality. He trusts you from before only. So, you can use the remaining money in the right place.

  • Achieving High Dental Performance | Unlocking Dentist Potential

    Achieving High Dental Performance | Unlocking Dentist Potential

    Who among of us don’t want a high performance dental clinic. Today I will tell you a magical method through which you can get a high performance by the same staffs in the same clinic. This method is being told by the author John Doerr in his book named ‘ MEASURE WHAT MATTERS’. If you own this method  then you can measure and map your path of success in a better way and be successful. Author had learnt this method in intel and then taught it to google when google was a company of 30 people and google uses this method today also. Because nowadays also this method is so powerful that every employee want to follow this. Not only google but also start up like Myfitnesspal and zoom says that they could have survived due to this method only. 

    Now, you must be thinking that what is this system that is so rewarding. We call this system OKR in which ‘O’  stands for Objectives and ‘KR’ stands for Key Results.

    Objective is what you want to achieve.

    Key Results are those which will help you to achieve your objective.

    Author says that “if you are striving for higher performance in workplace, then goals are very necessary thing.

    The Co-Founder of Google ‘Larry Page’ says that ‘you can do the magic by good ideas with great execution’. And here comes ORR system. This system have three pillars.

    1. AUDACIOUS OBJECTIVE :– Your goal should be that much big that inspires you daily. 

    The director of the movie Titanic “James Cameron” says that if you set your goals ridiculously high and if it’s a failure  you will fail above everyone else success. Because when rest of them would have been learning at that time you will become king of skills and knowledge in the journey of reaching that goal. While setting the objective be idealistic not realistic.  Suppose you make an objective of 100% RCT success rate. And you believe the goal but you get failure. You just get 99% of success rate. Technically you become fail in achieving the goal but in the process of failure you get a good knowledge of RCT like you become master in new technology Like microscope  and 3D obturation. So now you get referral of patients from all over the state or company like Dentsply wants to make you speaker of it’s company. 

    To know the objective you must ask these two questions from yourself :-

    1. If your all restrictions end then what changes would you like to make in this world ?

    2. If there is something which you want to make the best then what would be it ?

    The answers which you get is your ideal objective and now you scale it that much that it becomes 1 step less than impossible to make them believable and audacious objective.

    Bill Gates made objective to end Malaria in the world till 2015. But this objective was so large that it seems unbelievable and started discouraging the team. He quickly realised this and created a new objective called ‘Malaria free world till 2040 which is believable and inspiring. 

    1.  

    1. Next pillar is QUALITATIVE AND QUANTITIVE KEY RESULTS:-

    Objectives inspires you and Key results are metrics driven who motivates you by telling you a real picture. Key results can be those 3-5 things. If you worked on these things, you would be very close to your objective. For example :- profit, number of new patients, patient referral, growth are the key results for any clinic. Because it can measure the progress objective of the clinic and these key results could be weak, average and strong.

    Let’s understand this with an example :-

    Increase the number of profits and increase the number of patients are weak key results. 

    Or

    increase the profit by 20 % and increase the number of patients by 10%  are average key results because this result is too specific and measurable. 

    Where

    1. Increase the profit by 40%

    2. Increase the number of patients by 10%

    3. Work daily for marketing for 1 hour

    4. Have staff training every week.  

    These are strong key results. These are strong because it have the perfect blend of qualitative and quantitive measure.

    Let’s see it with an example :-

    You want to include implanting service in your daily practice. Doing 5 implant every month is a quantitive key result. Patients are not discomfort and they remain satisfy is qualitative key result. Suppose the key results are the gauge of dashboard of your car which shows your growth, pace and consistency. This tells you that you will achieve your objectives on time or you will have to increase your speed. 

    1. Our next pillar is COLOUR CODING SCHEME :-  

    If your strategy, execution and results are align then your are very near to the objective but to keep your results align colour coding scheme is very important. You can give RED, YELLOW AND GREEN colours to your result. You can use these colours in this way :- 

    If your key results are between 70-100% satisfactory then give it GREEN colour.

    If it is 30-70% beneficial then give it YELLOW mark and work on the recovery plan.

    And if it is only 0-30% then replace it or recover the entire strategy. 

     

    Let’s see in our example :-

    Objective :- to double collection from 1lac to 2lac per month in clinic.

    Our key results are :-

    1. Increase profit by 40%

    2. Increase the patients by 10%

    3. Work daily for marketing for 1 hour

    4. Weekly staff meeting.

    Now let’s see how we give colours.

    First one is increase the profit by 40%.

    We have to increase our charges by 50% to increase the profit. Then our overall profit will increase by 35%. So, we will give green code

    Second is increase patients by 10%.

    Patients reduce instead of increasing by 10% when charges increase. So, we will give red code and we will have to think that the decision of increasing the charges is right or or not. 

    Third is work daily for marketing for 1 hour.

    sometimes we do marketing and sometimes we don’t. So, our result is 40% satisfactory that’s why we give yellow mark.

    Fourth key result is weekly weekly staff meeting.

    We only took few meeting so again 30% result and yellow mark. It means we have to take out special time to train the staffs. So, we could not achieve our target objective that’s why we either have to change our strategy or we have to adjust our strategy. This is not necessary to stick with every strategy or very key results. If it’s not giving any result then immediately remove this because our goals are the servant of our purpose. And if your whole key results are constantly getting green mark then there is some problem. You are marking it’s difficulty level too low and if there is this case then you are going to pay in a big way. So, if you want to achieve something significant then you convert your passion into audacious objective. 

    Set 3-5 qualitative and quantitive key results and periodically apply colours to your key results to raise the performance and lead the team efficiently. 

    THANK YOU.

  • Endodontic Flare Up & Management – Extreme pain & swelling during & after root canal treatment(RCT)

    Endodontic Flare Up & Management – Extreme pain & swelling during & after root canal treatment(RCT)

    Despite our best efforts sometime patient feel extreme pain or swelling during or after root canal treatment commonly known as flare-ups.The clinician should use proper methods and follow appropriate guidelines to prevent these undesirable episodes

     

    So, why these flare-up occurs?

    They can be due to mechanical, chemical or microbial injury

    to the pulp or periapical tissues

    let’s first look on Mechanical Injury 

    It may occur due to :

    1 Overinstrumentation

    it is the most common cause of mid treatment flare-ups

    2. Incomplete removal of pulp

    tissues can also result in pain

    3. Periapical extrusion of debris

    can lead to periapical inflammation and then to flare-ups.

    Second factor is Chemical Injury:-

    Injury to the periapical tissues by :

     

    • Irrigants

    • Periapica medicaments

    • Overextended filling materials

     

    Third one is Microbial Induced Injury

    It is considered as most significant factor in flare-ups. Bacterial factor combined with above

    causes inter appointment pain. So, question arises what factors at microscopic level lead to those changes which causes flare-ups understanding these mechanism is little boring but don’t worry I will guide you through.

    let’s start from alteration of Local Adaptation Syndrome

     

    In case of chronic pulple diseases, the inflammatory lesion is adapted to irritants but during root canal therapy, a new irritant in the form of irrigation and  filling get introduced in the lesion leading to flare-ups.

     

    Next is changes in Periapical Tissue Pressure

     

    When pressure below the root canal increases due to excessive puss it creates pain by causing pressure on nerves. Root canal of such teeth when kept open puss comes out but in teeth with less pressure below root bacteria and other irritants get aspirated into the periapical area leading to pain.

     

    Next one is Microbial Mechanism in the induction of flare-ups

     

    First one is apical extrusion of infected debris:

     

    Extrusion of microbes destroy the balance between microbial aggression and defense leading to acute periapical inflammation.

     

     Second is changes in the Endodontic Micro Flora or in Environmental Conditions

     

    Incomplete preparation of canal disrupts the balance between the various microbial communities within the root canal system that may favor the overgrowth of dangerous microbes, which can lead to flare-up

     

    Next is Secondary Intraradicular Infection

     

    It means penetration of the new microbes from the saliva into the root canal system during treatment may lead to a secondary infection and can be a cause of flare up.

     

    Next is difficult one Increase of Oxidation-Reduction Potential 

     

    Alteration of oxidation reduction potential in the root canal during treatment may favor the overgrowth of dangerous bacteria that resist of a root canal procedure and lead to flare-ups.

     

    Other two factors are totally theoretical and I too don’t understand them completely

     

    First one is Effect of Chemical Mediators 

     

    Chemical mediators can be in 2 form of Cell Mediators or Plasma Mediators

     

    Cell Mediators include histamine, serotonin,prostaglandins, plateletactivating factor and lysosomal components which may lead to pain.

     

    The Plasma Mediators are present in circulation in inactive form and get activated on coming in contact with

    irritants .For example human factor when gets activated after in contact with irritants, produced multiple effects like production of bradykinin and activation of clotting cascade which may cause vascular leakage.

     

    Other one is Changes in Cyclic Nucleotide

     

    cAMP helps in reducing pain by inhibiting mast cell degranulation where as cGMP increases pain by stimulating mast cell degranulation and during flare-up, there is increased level of cGMP over cAMP concentrations.

     

     let’s move forward from this boring topic to the Management of flare-ups as

     

    As the cause of flare-ups are multiple, many treatment options are there for the prevention and relieving of the symptoms during the root canal therapy.

     

    Management can be divided into 2 

     

    First is Preventive and second is Definitive 

     

    In preventive management first step is Proper Diagnosis before starting RCT ,proper diagnosis of the condition should be made so as to prevent incorrect treatment that may lead to pain or swelling then Determine proper working length inaccurate measurement of the working length may lead to under or

    over instrumentation and extrusion of debris, irrigants, medicaments or filling material beyond the epex.

    And after that most important step is complete debridement thorough cleaning and shaping of the root canal system may decreases the incidence of flare-up. Maintenance of apical patency and crown-down preparation techniques are two important factors in the management of flare-ups. we can also do occlusal

    reduction it is a good pain preventive strategy placement of intra canal medicaments in multi vist root canal treatment calcium hydroxide has been recommended as an intracanal medicament for the prevention or treatment of flare-ups. Next is closed dressing leaving a tooth open for drainage is contraindicated as it can cause contamination from the oral cavity and lead to flare-ups. last one is medications antibiotics are not

    indicated in the prevention of flare-ups for healthy patient. Antibiotic should be given only in cases of medically compromised patient at high risk analgesic most commonly used drugs include ibuprofen,diclofenac sodium, ketorolac etc.

     

     Now move forward to the other management that is Definitive Treatment

     

    First step is drainage through the coronal assess opening

     

    The first happened relieving the pain is to establish the drainage through the root canal when it has not been obturated or poorly obturated. Penetration of the apical foramen with the small files should be done to establish the drainage.

     

     Next  method is incision and drainage occasionally abscess present in relation to tooth communicates to vestibule. In these cases flare-ups can be managed through a combination of canal instrumentation and incision and drainage.

     

    Proper Instrumentation working length should be re-established apical patency must be obtained and

    thorough irrigation should be done.

     

    Next is Trephination when drainage through the canal is not possible due to restorative issues or in cases of certain conditions like failing treatment or necessary correction of procedural accident a surgical  trephination can be used as palliative measure. It involves the surgical perforation of the  alveolar cortical plate over the root end to release the accumulated exudates to release pain.

     

    However it is not the first line of treatment intracanal medicaments use of corticosteroid antibiotic combination as an intracanal medicament has been recommended to reduce pain especially in case of over

    instrumentation.

     

     Analgesics and antibiotics for the most patient the saves are sufficient to control pain however if the pain cannot be controlled with  NSAIDs, opoid analgesics can be used to supplement with NSADIs.

  • BDS vs MDS – MDS After BDS (Yes or No)

    BDS vs MDS – MDS After BDS (Yes or No)

    Does almost every BDS Graduate face this dilemma that Should he do MDS or not? And nowadays this question comes to mind whether MDS is worth it or not because doing MDS is very costly, time-consuming and full of struggle.

    In this video, we will discuss the advantages and disadvantages of MDS. Like any other master’s degree, MDS is also a way to achieve specialized education in any one of the dental subjects. After the first specialization, you will get better knowledge and experience of your subject.

    Advantages of MDS

    1.  No one can challenge you in that field of yours.

    2. Any day MDS compared to BDS will get priority in the job whether it is a government job or private.

    3. If you like teaching then MDS gives you a way in academics.

    4. Clinic After MDS.

    As patients are becoming educated, they are demanding for specialized treatment.
    No doubt you will get a plus point in metropolitan cities in comparison to other clinics.

    5.Working in Partnership
    Most of the time big hospitals outsource the dental department and they give that department to post-graduation. So you have an extra advantage.

    6. Pursue a higher degree in India or Abroad
    If you want to go to research work then MDS will open door to this.
    7. At the last Personal Satisfaction
    Satisfaction may be different for everyone. Someone can have money, someone can have both money and passion and for someone, it can only be passion.

    Disadvantages of MDS

    1.Time
    Your three will pass just to get only one degree. If you are not a bright student then after three years also you will find yourself on the level of BDS only.

    2. Going Abroad
    Further, if you want to go to a developed country like America then you will have to clear the DDS exam which takes complete 2 years.

    3. Very less salary in the private sector
    Nowadays young MDS get very less salary in which no one can live a good life.

    4. Almost the same struggle if you open a clinic
    In India, there is very little thing called specialty. It rarely happens that a dentist is sending you a patient of RCT. And by performing the only RCT they prefer those patients to Prosthodontist. So, to open a clinic you need to know all basic procedures.

    THANK YOU SO MUCH

  • How Can a Dentist Become Billionaire?

    How Can a Dentist Become Billionaire?

    BILLIONAIRE DENTIST

    We all believe that how can a dental clinic be made successful? We do not even have an answer when things are not on our side. Or do we not even answer that the second dentist who had less money than us but today he has everything we dream of? That is, there is another reason for success which we do not know.

    Let’s understand with an example.

    Why is APPLE company so innovative?

    It does something different every year and everyone else copies it. Although it is also a computer company it is also like others. It also has the same talented people as Samsung. It also uses the same marketing agencies that everyone else does. It also has money, so do other companies. But why their results are different?

    Why everyone was ready to sacrifice their life for Mahatma Gandhi only? He was not the only one whom the British ruled. He was not the only one who was a victim of social discrimination. It was not at all like that he was single a very good speaker. Why could the right brothers make a plane, they did not even have money and education?

    Something else we don’t even know about in this game. About three to four years ago, I read a book named ‘Start With Why By Simm Sinek’ and it changed my way of thinking. I found out that every big business and big leader has only one way. They all think in the same way, they work and take their words to another. And this simple idea is called the Golden Circle.

    Let me explain this quickly.

    Every one of us knows what a dentist does. We all know that we provide dental services. But very few of us know how do we do that. Meaning that we do not know how different we are from other dentists and what is our USP. And rarely would a dentist know Why are they doing dentistry. And by ‘why’ I don’t mean to make a profit. Earning money is a result. I am asking you for your reason, I am asking you about your belief. I want to ask why you and your clinic does only Exist.

    What happens from this now?

    The way we think, the way we act, the way we communicate to our patients is from outside to inside. And it is also right that we first tell what we know properly and the last one we know less i.e. what, how and why, etc. But inspired dentist and successful dental clinic regardless of their size and locality, they all think, act and communicate from inside out I.e. why, how, what.

    Let’s understand this with an example

    Taking the example of the Apple company because most people know about it. If Apple were like any other company, then its advertisement would be like this:- we make great computers.

    They are beautifully designed.
    Simple to use and user-friendly.
    Want to buy one.

    And in the same way, we also communicate and we do the marketing of our clinic in the same way.
    And that’s how we provide treatment and talk to our patients.

    After that, we tell that what we do. We tell how we are different or better than others. Then we want to connect with people. This is our new clinic. We are gold medalist, we have these degrees, we have this fellowship, we have a degree of MDA, we have the latest machine and technology. Come and get your treatment.

    This is very common and uninspiring.

    Let’s see how actually Apple communicates?

    Everything we do, we believe in challenging quo.
    We believe in thinking differently.
    The way we challenge the status quo is marketing our products beautifully designed, simple to use and user-friendly.
    We just happen to make great computers.

    Want to buy me?
    Totally different right!
    I just turned the way up. Always remember

    People don’t buy what you do People buy why you do it

    And that’s why we all want to buy Apple’s computer. But we want to buy more products from Apple like a watch, IPad, Mobile, etc.
    And Apple is also an ordinary computer company.

    The structure of the Apple company is like other companies only. And the rest of the competitors are equally qualified in making these products. Some of them tried too.

    For example:- Dell introduced mobiles and tablets but no one purchased it.

    Will you buy a mobile phone from a computer company? Your answer will be NO. But everyday people are buying mobile phones from Apple Company because people don’t buy what you do they buy why you do it.

    Customers should not get treatments from us just because we are dentists. They search our WHY too. If your why is money-making then customers will call you greedy and walk away from there.

    Remember that our goal is not to provide treatment to every person whom we need.
    It should be our goal that every person associated with us puts their belief in our belief. And the interesting thing is that whatever I am telling you here all these things also happen in our body. If you look at the horizontal cross-section of the brain, you will find that the brain is made up of three major components and these all three components relate to Golden Circle.

    The outer part and newest part of our brain are called neocortex and it shows the What component of the Golden circle.
    This neo-cortex brain is responsible for our whole analytical and rational thoughts. Our language processes here.
    The middle two sections of the brain are called the limbic brain and this part of the brain is responsible for our feelings like trust and loyalty. This part is responsible for our decision making too and this part can’t understand our language.

    If I say in other words when we communicate from outside to inside then people will under what are the benefits of an implant, what are its procedure, it’s made up of what? They will understand all facts and figures but even then also they can’t make the decision for an implant.

    But when we communicate from inside to outside, we directly talk to that part of the brain which controls our behavior. We directly lit its trust and then people believe this thing by applying logic. And this is the limbic brain from where the gut feeling comes.

    You must have noticed it many times that you tell everything about treatment and at the last patients will say that you are telling everything right But I do not believe in treatment so there is nothing like this but this is because that part of the brain does not understand the language. If you will ask any person who has Ferrari that why you have bought Ferrari he will reply that for comfort, looks, and speed but in reality this is not the reason. People buy Ferrari for their feelings and status.

    And the decision of this status and feeling is taken by the Limbic Brain.

    So friends if you don’t know you’re why, you don’t know why are you running your dental practice then patients will report to “what you do” Only. Then how will you sell your costly services? How will you make your patients loyal? And most importantly how will you make your patients a part of your dental family.

    I am saying it again the goal is not the only one to provide dental treatment to the patients but take the people who tell your belief their belief.

    How Can a Dentist Become Billionaire? Part 2

    Now I will tell you about the other advantages of the golden circle.

    Let’s talk about our team.

    Remember that our goal is not just to provide a job to the people who need a job. We should keep those people who believe in our beliefs. If you will just keep people on the job so that they can do their work well then they will do it just for money. If you will hire those people who believe in your belief then he will do his job with all his efforts and for this, you can take the example of Write Brothers. Hardly anyone has heard the name Samuel Pierpont Langley in us.

    We are a hundred years back at that time everyone in America was trying to fly. Unlike nowadays people are busy connecting with the internet and earn money there. Every company wants to fly.
    Samuel Pierpont Langley has all the things which we call the recipe for success. Does it mean if you will ask any dentist that why is your clinic is not working? He will reply to this only.

    First is undercapitalized
    Which means he has not that much money to open a big clinic in a better place.

    Second is wrong people

    They don’t have talented people.

    Third, is a bad market condition
    Nowadays competitions have increased and have no money for advertisement.

    In 1901, Samuel Pierpont Langley gave 50,000 dollars in the war department which nowadays equals 50,000 crores just to make something which can fly.
    So money wasn’t a problem. He was a teacher in Harward and he knew all the scientists of that time. He had hired the best brain at that time who can buy money. That’s why he had the best team.
    The market conditions were fantastic. No competition was there at that time. And every newspaper published their every step in the newspaper. This means they had the best market condition. But then also why didn’t you heard the name of Samuel Langley.

    A short distance away there were two brothers named Orville and Wilbur WriteWrite and they have nothing in their success recipe and even they don’t have money too. They used to take out money from their bicycle shop to fulfill their dream. Both of them did not go to college nor did their team members go to college means his team was also nothing special. Anyone didn’t use to print their information in the newspaper. There was a difference. The write brothers had a dream that if they made a flying machine, the world would change.

    Here Samuel Langley is different. He wanted to be rich and famous. He was following the result and see what happened. People who believed in Write Brothers, they used to work with all their efforts in less salary also. And people who used to work with Samuel, they worked only for money.

    After that friend of Write, Brothers told me that they used to take 5 sets and those 5 sets used to crash daily and after that they took their all goods, return from there and then eat something.
    And on December 17, 1903, Write Brothers fly their first flight but no one was there to see that scene. We came to know it after many years.

    And the further proof that Langley was motivated by wrong things was on the day when Wright Brothers fly their first flight, he quit.
    He could have also been said that let’s do it together in a more efficient way but he didn’t.
    Firstly he wasn’t a good human being.
    Secondly, he had never been rich.
    Thirdly he didn’t become famous so he quit.

    So I say it again that
    People don’t buy what you do
    People buy why you do it.

    If you talk about belief then you will attract those people towards you who believe in your belief.
    But you must be thinking why is it so important to attract those people towards you who believe in your belief?

    So to understand this let’s see the next law

    LAW OF DIFFUSION OF NEW CLINIC

    The first two and a half population of our society are innovators.
    The next three and a half are early adopters.
    The next 34% are the early majority.
    And the next 34% of the population are the late majority.
    And left at the end is laggards.

    THANK YOU SO MUCH

  • Double Your Patient – 10 Laws of dental marketing

    Double Your Patient – 10 Laws of dental marketing

    TOP 10 LAWS OF DENTAL MARKETING

    Welcome you all, I am DR. Rohit Sharma.

    Today I am going to tell you 10 laws so that you can double your sales. By the way, marketing is a big topic. We do the lectures hands-on of two complete days. Today I will talk about some important topics of this topic only.

    So let’s start.

    No matter how well you treat, how good is your clinic, how much much latest technology you have bought, it is useless if you don’t tell about it to people and hide it from them.

    Then neither you nor anyone can take the benefit from it. That’s why marketing is very important.
    Marketing is one of the most important parts of any business. According to a study, companies spend 12% of their profit in marketing and big companies invest more than 50% in their marketing.

    Once a person was not getting a job so he hanged a big hoarding on the main road in which his face was made with hiring me written on it. With the help of his unique idea he got many offers for jobs and he selected the job which he wishes to do and joined there. So in today’s competitive world, it’s very important to understand marketing. And this is 100%true that as much as a person understands Marketing, he will be that much success in life.

    Now you all know about the importance of marketing, so now the question comes that how will we do marketing. That we will discuss today.
    No matter how expensive we buy composite. But if we do not take the composite isolation proper steps into account, the feeling will be dislodged. So there are some principals in the middle of marketing, if you do not take care of them then all your money will go waste. If you adopt the principals mentioned today, you will double your profit soon.

    So let’s see what are the laws?

    FIRST LAW IS LAW OF BEADS

    You do not have to compete with your competitor, you do not have to try to be better than that, but you have to dominant your market.you have to be the leader in that segment of the population.

    Let’s understand with an example:-

    Suppose you are going on a holiday with your family and you see many cows and buffalo but you will not take interest in that because you see them daily and you will go forward. But think if you see a cow in a purple color, then you stop and look at it. It may be possible that you will take a selfie with it and upload it on Facebook. Similarly, if you want to make your business successful, then you have to do something different. People will not give you attention if you make the clinic and do the marketing in the same way as others did.

    If I ask you who put the first step on the moon your answer will be Neil Armstrong. But the name of the second third man would not be known. So you have to do something new. You have to provide some new services which are yet not being provided in that area. This will give you a lot of advantages and help in marketing.

    SECOND LAW IS LAW OF CATEGORY

    You don’t know the name of another person who goes to the moon but you must be knowing the name of Kalpana Chawla because she was the first Indian Origin Woman who went on space.
    Therefore, this law says that you may not become a market leader. Because no one else has a position, but you can become a leader in a different category of science. That is why you will see that a big company is not a leader in every field but it is a leader in a segment or a category.
    For example- Nike is famous for making sports shoe. Although IBM had also made his first computer we use the computers of HP, Dell or Apple, etc.

    In the same way, you can become a leader in your area in any category. Like you can be a leading orthodontist in your area or you can also become a kid dentist.

    THIRD LAW IS LAW OF MIND

    This law tells you that it’s not needed to be the first dentist in your area. But it’s needed that when someone talks about services they think about you first. For example:- Google is not the first searching engine but nowadays google has become the meaning of the search. Now Google can also be used as a verb like “you can Google it”.
    Just like that when we feel hungry we start thinking about zomato and swiggy.

    Many times the matter of advertisement is not true because that thing comes first in our mind then we buy it. That’s why you also have to print the name of your clinic on people’s minds. So that people remember your name as soon as they have a toothache.

    FOURTH LAW IS LAW OF PERCEPTIONS

    Marketing is not just about memorizing the name of your clinic but to create a perception.
    Let’s understand with an example:-
    Apple brings many products and features that are not better than the rest of the competitors or they are not new but still, it’s the customer is buying these things and recommending it. Because the customers of Apple company believe that the products of Apple are the best, they are of premium quality and are better than other products. Rather, Apple’s customers are so loyal that they will fight you if you do evil of the Apple product. Here, Apple has created a perception in the customers’ mind that Apple is the best and for who are different. In the minds of such people, you have to create such an awesome perception for yourself.

    FIFTH LAW IS LAW OF FOCUS

    If I will say that I have to eat pizza while sitting at home you will start remembering Domino’s Pizza.
    30 minutes of delivery or free.
    Because their marketing was very clear that if you want to eat pizza soon, call Domino’s Pizza.
    Such companies focus on one of their features. It can be some words, lines so that after listening to that word they can remind your company.
    For example- cold drink means Coca Cola
    t
    These companies have done their marketing in such a way that we have learned these words and lines. You can also use some words, emotions, and lines in your marketing so that the customer can remember them easily.

    SIXTH LAW IS LAW OF EXCLUSIVITY

    You should not copy the marketing messages of others, it causes loss.

    Let’s see with an example :-
    After seeing the achievement of Domino’s 30 min delivery, many companies copied this but they become unsuccessful because somewhere they were promoting Domino’s and people started remembering domino’s more from this.

    SEVENTH LAW IS LAW OF LADDER

    You should know very well that which a number of dentists you are in your area and you should do your marketing according to this only.
    For example- Hert was one of the Leading American Car Rental companies. It was on the No. 1 position and that time Avis company was on the second number. Now, Avis gave a message in their marketing campaign that “we are in different places and we do more efforts and we will provide more care to you so choose us.
    And their this marketing message was so successful. If you are a new dentist then you can also say that we will take care of you more, treat you in a better way and will use new techniques.

    EIGHTH LAW IS LAW OF DUALITY

    Whatever new you do, bring any new machine, others will come to give you competition.
    It will never happen that you will be alone in that market, someone will definitely come to compete with you. And it can also be there that your fight is with more people, but the main fight can only between two people.

    For example:-
    Coca-cola vs Pepsi
    Android vs IOS
    Windows vs MAC

    The good thing is that you can take advantage of each other’s competition and you can use it for yourself. You can make people your strong supporter. If you have seen my other video, then in that I have told that people want to follow. Then you should share your belief and USP to those who are different from your competitors. Then those who trust your belief will become your loyal customers.

    NINTH LAW IS LAW OF OPPOSITE

    Many times clinics make a mistake that he battles with its competitor’s Strongpoint.
    Pizza companies started the competition with Domino’s 30 minutes fast delivery in which they get lost from it. This would have been better if they would have said that they take some more time so that they can provide better quality and taste.
    It is like happens in wrestling
    Player drops their opponent using strong force.
    In exactly the same way, you have to make a strong point of your Opponent weak.

    You have to do Opposite Marketing with your competition. If any clinic describes themselves as the oldest, then you can market your clinic as a new clinic with new treatment and new facilities.

    OUR FINAL LAW IS LAW OF PERSPECTIVE

    I used to think that everyone knows about coca-cola, Colgate, Pepsi, etc. then why do these companies advertise. But now I understood when these add works, whenever I think of the cold drink, coca-cola struck in my mind automatically at first. These add work in the long-run for them. Whenever people are outside or partying, they buy Coca Cola and Pepsi. You can call this thing branding too. These companies are making brand values. Some adds are good for the short-term and some are good for the long-term.

    Many companies take out time offers and sell a lot and earn money in the short term. What happens in the long term, customers of these products wait for the discount at the normal price. So if you will do short-term marketing then you will not get long-term profit. And if you will do long-term marketing then you will not get short-term profit.