Adding a new service is an excellent way to increase practice production. Unfortunately, most practices simply add the new service and wait to see which patients figure out it is there. Anytime you invest in adding a new service, take the time to properly introduce it, keep it “front and center” to patients, and track the return on investment.
Build communication about the new service into hygiene appointments. Every hygienist should use part of the appointment to talk about the new service, the benefits, how exciting it is for patients, and how glad they are that the new service has been introduced in the practice. This needs to become a standard focus of every hygiene appointment for every patient.
Don’t forget to track your return on investment. When adding a new service, don’t simply introduce it to the practice and ignore the results. Set goals for the new service. Know how many you want to do each month and the total goal for the year. Carefully track the number of times the service is provided and the level of production achieved.
Remember, one goal of adding a new service is to increase production. Properly adding a new service will allow the return on investment to be positive and for the doctors and team to have the long-term benefit of all of the time, expenses, and education that was invested to bring the new service to the practice.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email [email protected].
The comments and observations expressed herein do not necessarily reflect the opinions of DrBicuspid.com, nor should they be construed as an endorsement or admonishment of any particular idea, vendor, or organization.
