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The Emotional Aftertaste of the Sale

Part 1 Part 2 You have probably tasted it.  It is nearly that palatable.  Sometimes you savor it.  It is sweet.  It leaves an emotional aftertaste to be relished like a fine Cabernet.  This is the sale gone right.Sometimes the emotional aftertaste is entirely different.Sometimes it feels like you have thrown-up in your mouth from […]

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Getting New Patients

Not having enough new patients can suck the life out of your practice and make you feel desperate. You look for something – sometimes anything, just to get some new patients in. A large number vastly underestimate the effort and under-spend in tome and money. Some overspend. Virtually all under-plan.When you are behind in new patients […]

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That Wish Won’t Fish

I still remember the hill in front of my house at 212 East Road as a kid. It was the hill that had to be climbed to get out of the valley back to civilization from my house. I would pump my bike up that hill to go to the local stores or football practice or […]

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How to Get to Success and Yes Through the Doorway of No

She came in quietly. Then in a meek voice, she began, “We have this problem and I need you to decide on what to do.”Thus, it began.It seemed reasonable enough. Yet, this scenario played out many, many times is the reason that practices and small businesses stay smallSay what?!How is that possible?I refused to help […]

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Crafting a Compelling Message Part 4

So, what else makes up a compelling message? First, a quick review of the earlier parts. You must answer these questions when crafting your compelling message. Who is the Market? Who are you? Why should I choose you versus every other option? What is your proposition? What is your practice promise? What proof of claims? […]

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Crafting a Compelling Message Part 3

Compelling means to cause a response. That response can be acquisition of a lead, a phone call to make an appointment or purchasing some product or service. Earlier, I spoke of the parts and concepts of that compelling message. Who is the Market? Who are you? Why should I choose you versus every other option? […]

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Crafting a Compelling Message Part 2

Compelling messages are unique in a number of ways. There is no universal one. Each compelling message addresses a specific audience. This is called message to market match. Each compelling message has a proposition tied to it. What is the proposition? It is the message that describes what is being offered. Often the proposition will […]

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Crafting a Compelling Message Part 1

In 1980, I knew very little about marketing. Still I tried my hand at writing what I thought was compelling copy for a brochure. Looking back on those various pieces now makes me laugh. I didn’t have a clue! The copy failed to do what I wanted it to do – bring in a treasure […]

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Choosing Changes for All the Right Reasons and None of the Wrong Ones

The only constant is change. Look around at society, your town or city – change is everywhere. Can you imagine the changes that will come in Dentistry? Look at all that have occurred at all levels in our field – lasers used to be those things that were talked about in research papers and then […]

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How Completing Makes Your Life Better

Here is another simple and productive way to beat excessive stress: Complete what you have started. Have you ever cleaned out your garage? Probably you have. Remember how it felt to get done with the project. “It is done” could have been your thought as a smile came across your face. The completion itself was […]

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