Retention is the KEY!

Most dentists, when pressed, can tell you how many new patients their practices attract each month. In fact, many dentists judge the success of their marketing efforts by this number.

While it is terrific to attract new families to our offices, the success of your practice is even more dependent on the number of patients you retain each month. Most offices do not keep track of the number of patients they lose each month. It is more fun to watch the inflow than to score the outflow.

I know offices that spend a great deal of money on marketing for new patients and spend no time or money on retaining the patients they already have. I have found that a lot of practices that attract a large number of new patients are actually operating at a net monthly loss of patients – they lose more than they attract. In fact – they are paying good money to have fewer patients each month.

The most effective, fun and natural form of practice marketing is patient retention. Quality patient follow up and appreciation can not only help you retain the patients you have but your current patients are your best and least expensive source for getting new patients. YES – the best way to get new patients is to keep your current patients happy.

In future posts we will discuss effective patient follow up and appreciation strategies that your practice can incorporate into your regular operating procedures. Good patient retention is an entire staff process that does not happen by accident – it is a carefully executed plan. Your entire staff should understand your patient retention plan and know their responsibilities in this critical business activity.

If you want to improve the number of patients your office sees each year, start with closing your back door first. Patient retention is the least expensive and simplest form of practice building you can do.

Dr. Corey Gold
President - Advanced Continuing Education Systems
www.aces4ce.com