One of the speakers was Dr. Dean Ornish, founder and President of the Preventive Medicine Research Institute. You have no doubt heard of Dr. Ornish’s work through his books, lectures, and television appearances.

Dr. Ornish presented compelling research that shows unmistakably that people can get much healthier through diet and exercise. This may not seem like a revelation at first-after all, everyone has heard the healthy lifestyle message. However, I was struck by the empirical science: those who follow Dr. Ornish’s recommendations dramatically improve their blood chemistry according to many parameters, such as cholesterol and blood sugar levels. These changes, in turn, lead to disease prevention, improved overall health, and increased longevity.

While there are many good drugs on the market that help patients with conditions such as heart disease and diabetes, Dr. Ornish points out that individuals have the ability to improve their health dramatically by the choices they make. In many cases, the results are so profound that patients who were previously at risk for major health challenges do not need to take drugs to achieve or maintain optimal blood chemistry results once they follow the lifestyle regimen.

This powerful message is analogous to other challenges, such as salutary changes in a dental practice. We have the power within us to make personal and professional changes. In so many cases, the difference between a successful and a struggling dental practice, even in a difficult economy, comes down to the commitment of the team to make the necessary changes for improvement and growth.

In this regard, Dr. Ornish has given us a prescription for personal health as well as the inspiration for professional growth.

In a dental office, most new patient appointments are made by phone, but incoming calls are only half the story.  The smart use of outgoing calls can be a very effective practice building technique.

As I travel to present seminars and consult with dental practices, I talk to many dentists.  I always ask what they are doing to grow their practices.  One answer that I hear frequently from dentists who know how to connect with their patients is that they call their patients at the end of the day.  Doctors have traditionally made calls to patients after certain procedures as a courtesy, but the call list is expanding to include all patients who have seen the doctor on a given day for just about any procedure, usually only excluding consultation appointments, hygiene checks, and post-op visits.

There are many reasons to call patients at the end of the day to check on their progress, even patients who sailed through relatively straightforward procedures.

• First, the patient is always surprised.  They cannot believe that the doctor is taking the time to make a personal call.  When customer service exceeds expectations, patients take notice, and they have a story to tell their friends.

• Next, because of the tremendous cost pressures in medicine, physicians are seeing more patients in less time.  A common complaint from patients about physicians is, “I waited an hour and he or she only saw me for five minutes.”  In dentistry, the patient often says, “I waited five minutes, and the dentist spent a lot of time with me.”  To drive that point home, call the patient at the end of the day.  It helps create a personal bond that leads to loyalty and patient referrals.

• Finally, many patients have questions about procedures and post-treatment care.  Even if they were given specific instructions in the office, they want to verify their home care regimen.  Speaking to the doctor gives them the opportunity to ask questions and achieve piece of mind.

Remember also that voicemail can be almost as effective as a personal conversation.  If you call a patient and get their voicemail, leave a message expressing your good wishes and remind the patient that they can reach you if the need arises.  When they hear your voice, they appreciate your sincerity and concern, and their decision to seek care in your office is reinforced.

The bottom line: those doctors who consistently call patients at the end of the day have busy practices.

Orlando, FL – December 15, 2011 – Dr. David Schwab, founder of David Schwab & Associates, a dental practice management consulting company, recently published an article on his website (http://www.davidschwab.com) titled “Best Marketing Technology.”

Dr. David Schwab writes, “The smart use of outgoing calls can be a very effective practice building technique.”

David Schwab & Associates specializes in dental practice management consulting. They provide in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

The entire article can be found at http://tinyurl.com/6ukcaao

To learn more about David Schwab & Associates, please visit http://www.davidschwab.com.

About Dr. David Schwab:

Dr. David Schwab is an internationally known seminar speaker and practice management consultant who works extensively with dental professionals. He has previously served as Director of Marketing for the American Dental Association and as Executive Director of the American College of Prosthodontists.

At the present time he runs his own marketing consulting firm, David Schwab & Associates, Inc. The company provides in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

Dr. Schwab’s practice management and marketing articles have appeared in numerous publications, including the Journal of the American Dental Association, Dental Economics, the Journal of the Canadian Dental Association, and the Seattle Study Club Journal. He writes a regular column in the Seattle Study Club Journal.

Dr. Schwab holds a Ph.D. in English from Northwestern University.

He lives in the Orlando, Florida area with his wife and two children.

The problem is not that these offers do not work, but that in some cases they work too well.  Some merchants have been overwhelmed by the response.  For example, a bakery in London gave a steep discount on some products and had to hire extra help to bake 100,000 cupcakes to meet the demand.  Because the promotion was such a “success,” the bakery lost the equivalent of $20,000 U.S.  The owners says the promotion was the worst marketing mistake in the history of the small business.

There are more issues to consider.  A study by Boston University researchers found that people who took advantage of Internet deals gave the merchants lower than average ratings.  In other words, those who received great deals were harsher critics.  Perhaps the bargain hunters were first-time spa customers, or infrequent white tablecloth restaurant diners and they did not have realistic expectations.  For whatever reason, many less-than-stellar reviews are now on the Internet from bargain hunters.

There was also a study at Rice University that concluded that 32% of all Groupon merchants found their experience to be a money loser and 40% will not repeat their experiment.

For the dental profession, all of this argues for caution, not a complete rejection of the Internet discount strategy.  There have been some dentists who have done well with these types of promotions, but a caveat is in order.

Always tie the Internet promotion to another promotion that is presented in the office.  If the Internet offer promises, for example, 50% off a new patient exam and cleaning, then the in-office follow-up might be 25% off needed dental care, with a 30-day scheduling time limit.  In this way, if a patient needs $2,000 worth of dentistry, the patient can return to the office within 30 days and receive the services for $1,500.  The bargain hunter’s desire for a discount has been fulfilled, but the practice stands to make at least some profit.

The practice may also, as an example, offer the patient a 25% discount on up to two future cleanings that are scheduled within one calendar year.

The Internet provides a great way to advertise.  Merchants, including dentists, should think through their offers, and especially consider their next steps in advance.   By being

aware of the pitfalls and savvy about the possibilities, some dentists will find creative ways to attract good new patients through Internet discount programs.

1) Have your elevator pitch ready. If you aren’t familiar with the concept of an “elevator pitch,” it’s simple.  An elevator pitch refers to a brief statement, no longer than 20-30 seconds, that communicates the purpose of your business—and explains what sets you apart from everyone else.  It’s not enough to simply say “I’m a dentist.”  You need to discuss your focus and mention the points of differentiation that make you different from every other dentist in your town.  Having this brief speech memorized means that, whenever the opportunity arises, you can deliver it crisply and effectively.

2) Learn to network effectively. Many dentists think that their goal, while attending a networking event, should be to pass out as many business cards as possible.  However, the truth is that this approach to networking rarely pays dividends.  Rather than engaging in brief, superficial conversations with as many people as possible, take your time and truly engage a small number of individuals.  By taking the time to establish a connection and get to know each other, you dramatically raise the chances of building a mutually beneficial relationship.

3) Patronize the businesses of other members. Too often, organization members have a “me first” attitude when it comes to patronizing one another’s businesses.  Look for opportunities to visit the businesses owned by other members—you will be surprised how easy it is to get the ball rolling when you are willing to make the first move.

4) Don’t just talk… listen! Remember, everybody in your organization is there to promote his or her business.  They don’t just want to listen to you talk–they want you to listen to them as well.  Many business owners don’t recognize this reality—so by establishing yourself as a good listener, you will find that it is easy to create relationships.  And as these relationships develop, you will have plenty of great opportunities to talk about your business, as well.   

It’s great to be a member of professional organizations and associations… but simply joining the group offers very little benefit.  It’s important that you learn to leverage these memberships to benefit your practice.  Practice your elevator speech, refine your networking strategy, be willing to patronize the businesses of other members, and learn to be a great listener.  Keep these tips in mind, and before you know it, your memberships will be more valuable than you ever imagined.

1) Publish on a regular basis. A monthly newsletter is great, but many practices determine that this is too much of a commitment.  If that’s the case, make sure you commit to a specific schedule—bi-monthly or quarterly, for instance.  Repetition and consistency is key, and if your publishing schedule is erratic, your audience will have no idea what to expect.

2) Provide valuable content. If you expect your audience to read your newsletter, it’s important that you provide value.  This can include valuable tips for better oral health, a discussion of recent news that impacts your patients, or anything else that adds value to the lives of your readers.  The bottom line is this: if you can’t provide a good reason for your recipients to read your newsletter, they won’t.

3) Make it personal. A primary goal of regular newsletter publishing is to build a relationship with your patients.  Your newsletter is a great opportunity to let them get to know you personally—whether it is sharing pictures of your family or writing about your favorite sports team.  Strong relationships lead to long-term loyalty—and letting your patients get to know you is a great way to build strong relationships!

4) Offer promotions and special deals. Finally, your newsletter is a great place to advertise special deals.  Everyone loves to save money, and by including valuable coupons or special offers, you can ensure that much of your audience looks forward to your newsletter arriving in the mail!  Your newsletter is also a great place to promote services that are currently being underutilized.

Your newsletter can be a powerful marketing tool for your dental practice—but it won’t happen automatically.  A successful newsletter requires planning and commitment… but if you’re willing to put in the time, your newsletter can be one more arrow in your marketing quiver.

Orlando, Fla. – September 28, 2011 – Dr. David Schwab, founder of David Schwab & Associates, recently joined a select group of leading experts on a broad array of subjects, from around the world to co-write the forthcoming book titled, Win! 35 Winning Strategies From Today’s Leading Entrepreneurs. Nick Nanton, Esq. along with business partner, JW Dicks, Esq., signed a publishing deal with each of these authors to contribute their expertise to the book, which will be released under their CelebrityPress™ imprint.

Win! 35 Winning Strategies From Today’s Leading Entrepreneurs was released on Thursday, September 22, 2011 and features top advice from some of the most successful experts from around the world.  The authors share business strategies and real-life solutions that can help others in the new and rapidly changing economy. Dr. David Schwab contributed a chapter titled “How To Profit From The Information Revolution.”

On the day of release, Win! 35 Winning Strategies From Today’s Leading Entrepreneurs reached best-seller status in three separate Amazon.com categories.  The book reached #1 in the Direct Marketing category. It also reached best-seller status in the Entrepreneurship and Business Management categories.

Dr. David Schwab is an internationally known seminar speaker and practice management consultant who works extensively with dental professionals. He has previously served as Director of Marketing for the American Dental Association and as Executive Director of the American College of Prosthodontists.

At the present time he runs his own marketing consulting firm, David Schwab & Associates, Inc. The company provides in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

From CelebrityPress:

Everyone loves to WIN. Winning connotes a competitive spirit, a rise to the top, and that supreme feeling of accomplishment. Mankind has posted gains throughout history and these exemplify the victory of a WIN! So… “What are we winning in this book?” This book uses the benchmarks of Health, Wealth and Success as three targets for Winning. We have therefore included a select group of people who have surmounted the pinnacle of these lofty peaks …men and women that can look back down the mountain and say, “I did it!” Regardless of how you ‘slice it and dice it,’ the chapters in this book give you inside traits, habits and actions of successful achievers in an enjoyable read. If you have a desire to join them, you can read, scrutinize and copy the methods and thinking that these WINNERS have developed to help get you there. The plans and strategies in this book are many and varied. Each chapter is characterized by focus, discipline and substance. Follow the Celebrity Experts, adopt tested and proven winning strategies in your life and be… A WINNER!!!

After such a successful release Dr. David Schwab will be recognized by The National Academy of Best-Selling Authors™, an organization that honors authors from many of the leading independent best-seller lists.

To order a copy of the book, go to http://www.celebritypresspublishing.com/publications/win.php

To learn more about David Schwab & Associates, please visit http://204.12.58.234/~davidsch

To learn more about CelebrityPress™ please visit http://www.CelebrityPressPublishing.com

About Dr. David Schwab:

David Schwab & Associates specializes in dental practice management consulting. They provide in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

Dr. Schwab’s practice management and marketing articles have appeared in numerous publications, including the Journal of the American Dental Association, Dental Economics, the Journal of the Canadian Dental Association, and the Seattle Study Club Journal. He writes a regular column in the Seattle Study Club Journal.

Dr. Schwab holds a Ph.D. in English from Northwestern University.

He lives in the Orlando, Florida area with his wife and two children.

About Celebrity Press™:

Celebrity Press™ is a business book publisher that publishes books from thought leaders around the world. Celebrity Press™ specializes in helping its authors grow their businesses through book publishing. Celebrity Press™ has published books alongside Brian Tracy, Ron LeGrand, Mari Smith, Kelly O’Neil, Alexis Martin Neely and many of the biggest experts across diverse fields.

If you’d like to learn more about Celebrity Press™ or to see if we’re a good fit for your book project, please visit http://www.celebritypresspublishing.com/contact-us

Orlando, FL – September 7, 2011 – Dr. David Schwab, founder of David Schwab & Associates, a dental practice management consulting company, recently published an article on his website (http://204.12.58.234/~davidsch) sharing tips to help dentists use LinkedIn more effectively. The article, titled “Dental Professionals: How to Get the Most Out of LinkedIn,” shares three actionable strategies to help dentists leverage LinkedIn effectively.   

Dr. David Schwab writes, “Today, we are going to cover basic strategies for utilizing LinkedIn efficiently.  These strategies apply to you—whether you are an experienced LinkedIn user or a novice.”

David Schwab & Associates specializes in dental practice management consulting. They provide in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

The entire article can be found at http://204.12.58.234/~davidsch/articles/dental-professionals-how-to-get-the-most-out-of-linkedin.php

To learn more about David Schwab & Associates, please visit http://204.12.58.234/~davidsch

About Dr. David Schwab:

Dr. David Schwab is an internationally known seminar speaker and practice management consultant who works extensively with dental professionals. He has previously served as Director of Marketing for the American Dental Association and as Executive Director of the American College of Prosthodontists.

At the present time he runs his own marketing consulting firm, David Schwab & Associates, Inc. The company provides in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

Dr. Schwab’s practice management and marketing articles have appeared in numerous publications, including the Journal of the American Dental Association, Dental Economics, the Journal of the Canadian Dental Association, and the Seattle Study Club Journal. He writes a regular column in the Seattle Study Club Journal.

Dr. Schwab holds a Ph.D. in English from Northwestern University.

He lives in the Orlando, Florida area with his wife and two children.

Orlando, FL – September 2, 2011 – Dr. David Schwab, founder of David Schwab & Associates, a dental practice management consulting company, recently published a blog on his website (http://204.12.58.234/~davidsch) evaluating four critical management skills. The blog, titled “Dental Practice Management Secrets: Four Critical Skills” offers advice and guidance for dentists and practice managers seeking to grow their practice. 

Dr. David Schwab writes, “What separates a successful dental practice from one that is struggling? In most cases, the difference comes down to practice management.  Successful dentists/managers create efficient systems, train a fantastic team, and respond to changing market conditions.”

David Schwab & Associates specializes in dental practice management consulting. They provide in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

The entire blog can be found at http://204.12.58.234/~davidsch/blog/dental-practice-management-four-critical-skills.php

To learn more about David Schwab & Associates, please visit http://204.12.58.234/~davidsch

About Dr. David Schwab:

Dr. David Schwab is an internationally known seminar speaker and practice management consultant who works extensively with dental professionals. He has previously served as Director of Marketing for the American Dental Association and as Executive Director of the American College of Prosthodontists.

At the present time he runs his own marketing consulting firm, David Schwab & Associates, Inc. The company provides in-office seminars and other practice management services for fee-for-service dentists in the U.S. and Canada.

Dr. Schwab’s practice management and marketing articles have appeared in numerous publications, including the Journal of the American Dental Association, Dental Economics, the Journal of the Canadian Dental Association, and the Seattle Study Club Journal. He writes a regular column in the Seattle Study Club Journal.

Dr. Schwab holds a Ph.D. in English from Northwestern University.

He lives in the Orlando, Florida area with his wife and two children.

1) Treat your profile like a marketing piece. Your LinkedIn profile should be carefully thought out and fine-tuned for maximum appeal.  This includes a well-written personal summary which highlights your areas of expertise and clearly expresses your points of differentiation.  You should include your resume along with any awards and professional recognition you have earned.  It is also important that you include a picture of yourself—it needs to be a “head shot” since the display area is too small for anything more.  Choose a picture that makes you look friendly and approachable, yet professional.  Finally, recommendations are a great way to bolster your credibility.  Request them from patients or colleagues with whom you are connected.

2) Use LinkedIn to connect with your patients—and to build your brand. Most dentists understand that they should seek to connect with as many patients and colleagues as they can.  But then, in many cases, they fail to take advantage of these connections.  Connecting with others is how you build your audience—once you have an audience established, you have to reach them with your message!  Use status updates to share thoughts and updates on a regular basis.  Post pictures.  Let your audience know what you are up to.  If you have a blog, post links to your latest entries.  Share links to news stories that may have an impact on your patients.  It’s not enough to simply stockpile LinkedIn connections—you need to take advantage of them by building relationships and brand awareness.

3) Join groups and share your expertise. LinkedIn groups can be a goldmine for your marketing efforts.  Seek out groups that center around dental-related topics and contribute to the discussion!  You don’t have to do any overt selling—simply share your expertise when the opportunity arises.  You may not attract business instantly with this approach, but you will be establishing yourself as an expert in the minds of your audience… and when they do need dental services, you can bet you’ll be the first person they call.

LinkedIn can be a valuable marketing resource for dental professionals—but only if it is properly utilized.  Simply creating a profile and then forgetting about it isn’t going to help you one bit.  Take great care in putting together a strong profile, use it to engage your audience, and join relevant groups to share your expertise.  Following these steps will help you leverage LinkedIn into a powerful tool for your practice.  Feel free to contact me if you would like further information.