The Patients You Already Have

Show notes

In this week's episode, our discussion centers on the implications of patient retention within dental practices, wherein we assert that the most financially burdensome patients are those who are new, while the most cost-effective and lucrative are those who are already familiar with the practice. We explore the troubling phenomenon of patient attrition, and look at how practices often inadvertently allow existing patients to depart without securing their return, thereby incurring unnecessary marketing expenses to attract new clientele.

Our analysis reveals that many practices are unaware of the significant patient loss occurring quietly, often masked by seemingly stable production numbers. We emphasize the necessity of measuring and addressing this attrition through effective systems and practices, particularly focusing on the last moments of a patient's visit. We provide actionable strategies to enhance reappointment rates, which are essential for fostering a sustainable and profitable practice.

Things to Takeaway:

• The most expensive patient in your practice is a brand new one, highlighting the importance of retaining existing patients for profitability.
• Practices often fail to recognize the significant loss of patients leaving unnoticed through the back door rather than gaining new ones.
• The hygiene reappointment percentage serves as a critical metric to gauge patient retention and overall practice health.
• The last 90 seconds of a patient visit are crucial for ensuring a follow-up appointment is scheduled, directly impacting retention rates.
• A proactive approach to patient reactivation can yield substantial financial benefits, as many former patients simply need a reminder to return.
• Effective communication during the scheduling process is paramount; using assertive language can significantly increase the likelihood of follow-through on appointments.

Want to learn more about how KLAS Solutions can coach your team? Contact us at: info@klassolutions.com or 844-552-7100 or visit our website to learn more: klasdentalcoaching.com