Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

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Dental implant marketing requires great vibes from your staff.

 

In your dental implant marketing, have you considered these 2 questions lately?

  1. What is the vibe of my office?
  2. What part do the initial vibes of my office play in the sales process for dental implants? 

 

Here at Client Connection Group, our focus is constantly on the sales process for dental implants, with much of our attention focused on the BEGINNING of the Sales Process – dental implant marketing. 

 

For more on this, read our blog – Dental Implant Marketing – The Beginning of the Sales Process. 

 

But the process of selling dental implants to consumers in your community is just that – a PROCESS. 

 

Although it starts with dental implant marketing, this marketing is only the first step of the process, NOT the last!  

 

If your marketing performs as it is supposed to, the next step in the sales process is their visit to your office.

 

In today’s blog, we’re going to follow up our deep dive into the vibes of your office – read Dental Implant Marketing – Great Office Vibes for a Successful Sales Process – with another in-depth look at vibes, looking this time exclusively at the atmosphere that your staff creates through their interactions with your patients.

 

We’ll look again at why initial vibes are so important, discuss the part that your staff plays in these interactions, and finally give you 10 suggestions and tips for helping your office staff set a tone that will help to make the sale process as successful as possible!

 

Ready to go? Let’s dive in! 

 


What Are We Discussing?

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

It’s always good to start by thoroughly defining the topic of discussion.

 

So, what is a vibe

The dictionary defines a vibe (short for vibration) as “Slang; a distinctive emotional quality or atmosphere that is sensed or experienced by someone.” 

 

(Although it is considered slang, vibe has become very common due to its unique ability to describe an emotional feeling that, although impossible to easily quantify, is still very real – just like a physical vibration.)

 

When we refer to the initial vibes of your office, we are talking about “the emotional quality or atmosphere” that someone senses when they step through the door. 

 

In short, how do interactions with your office staff make prospective patients FEEL and what can you do about it? 

 

General Principles for Creating Great Office Vibes

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

Does your front-office staff realize how important they are to the patients and the entire process of selling dental implants?

 

From the moment that they step through your office door, patients (and especially implant patients) sense the vibe very keenly. They are trying to discover exactly what kind of place your office is. They are wondering if your establishment is worth the thousands of dollars that they know they will be spending if they follow through with implant treatment.

 

In other words, whether your staff is thinking about the sales process or not, their interactions with the patient are all part of the value equation in the patient’s mind!

 

Staff that are trained to produce great vibes will increase the likelihood that patients will say “Yes” to treatment!

 

Here are 3 general principles to help your staff create an atmosphere that will help to maximize the ROI of your dental implant marketing.

  1. Warm Feelings: Give people warm feelings the moment they step through the door.
  2. Set the Intentions: Put prospective patients’ minds at ease by teaching your staff to set the intentions right away. (See below on how best to do this.)
  3. Eliminate Uncertainty: Eliminate uncertainty from the moment they walk in the door. This goes hand in hand with the previous point.

 

Your Staff Creating Great Vibes to Maximize the Dental Implant Marketing Sales Process

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

So what are some specific ways that your staff can follow the 3 general principles to create these vibes in their interactions with patients?

This list includes some principles that we looked at in Dental Implant Marketing – Great Office Vibes for a Successful Sales Process.

 

How Can Staff Best Generate Warm Feelings?

  1. Focus on the Patients: Teach your staff to focus on the patients first and foremost, picking up on the subtle cues of how they are feeling. 
  2. Remember Personal Details: Impress on your staff the importance of remembering names and specific preferences.
  3. Practice Active Listening: Actively listen to the patient’s concerns and questions, repeating or paraphrasing their words to show understanding and using non-verbal cues such as nodding.
  4. Demonstrate Empathy: Demonstrate empathy by acknowledging patients’ feelings and concerns and validating their emotions related to dental procedures. Assure them that the dentist will only prescribe the implant treatment route that is in their best interests.
  5. Minimize Long Wait Times: Streamline your appointment scheduling processes to eliminate the possibility of frustrating snarls and extended wait times.

 

How Can Staff Best Set the Intentions?

  1. Understand Their Thought Process: Understand how their minds work. If patients do not feel in control, they will be in fight or flight mode the entire time, which works directly against their purchasing from you. 
  2. Help Them Feel in Control: Try to help the patient feel in control by telling them what happens next and explaining to patients exactly what’s going to happen when they walk through the inner door.
  3. Explain Their Situation: Clearly explain the necessity of dental implant treatment, using visual aids, graphs, or digital presentations to help patients visualize their oral problems.
  4. Assure a Personalized Focus: Assure them that their dental concerns will be incorporated into a completely personalized treatment plan.

 

How Can Staff Best Eliminate Uncertainty?

  1. Start With the Top Brass: If the doctor or treatment coordinator has free time, having them meet patients in the lobby is an ideal way to reduce uncertainty.
  2. Ensure Understanding: Use layman’s terms to clearly explain procedures, treatments, and post-care instructions, ensuring patients understand all medical information at every step.
  3. Be Completely Honest: Foster a trusting environment by being completely transparent and honest.
  4. Share Success Stories: Share success stories or testimonials from other patients who have had similar procedures.
  5. Give Clear Post-op Instructions: Providing clear post-care instructions and checking in several times on the patient’s well-being helps eliminate all uncertain

 

By following these general principles and specific points, dental staff can create an environment that will contribute to a successful sales process for dental implants. 

 

The most important point to remember?

 

The interactions with your office staff have a strong influence on patients’ decisions to move forward with dental implant treatment!

 

Great Office Vibes Do Something for Staff As Well!

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

Office vibes don’t just help patients.

 

The atmosphere that your staff creates with their interactions significantly impacts the sales process for dental implants and helps the staff to continue to do their job better as well.

 

This intentionally positive and professional office environment can help your staff in several important ways.

 

Here are 3 important ones:

  1. Motivation and Morale:
    1. Training your entire staff as to the part they play in the sales process and how they can best contribute will have a positive impact on motivation and morale since they will know exactly what to do and why they are doing it.
    2. The positive office vibe thus created can further boost the team’s motivation and morale. This energy and enthusiasm will also help to translate into better sales performance and a better ROI from your dental implant marketing.
  2. Team Collaboration:
    1. Being part of the sales process means teamwork and that invites the benefits of support and collaboration. These benefits include open communication, idea sharing, and a sense of camaraderie. This teamwork among staff will also help to enhance the overall effectiveness of the sales process.
  3. Employee Retention and Satisfaction:
    1. Knowing that they are contributing tangibly to the bottom line of the office will do wonders for front-staff satisfaction and retention. 
    2. This will, in turn, lead to a more experienced and stable sales team that will keep honing their skills to further improve the sales process that follows dental implant marketing.

 

Final Points

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

To succeed at creating the vibe that you want your staff to create in your office, you must remember the importance of 2 things:

  1. Training: You must TRAIN your staff to create the vibe that you want in your office! 
  2. Example: If you want your office staff to behave in a certain way, you need to be a model of that behavior since your team is looking to you as an example. Nothing is more effective at producing a positive effect than a great example.

 

Wrapping It Up

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

Your patients ARE thinking about the sales process as they interact with your front-office staff.

 

That is why making sure that that staff is trained to create the right atmosphere significantly influences the outcome of the sales process!

 

The results of welcoming, professional interactions with your staff will be increased ROI from your dental implant marketing and a significant boost to your office’s bottom line!

 

Dental Implant Growth Partner

Would you like a partner with extensive experience in increasing the ROI of dental implant marketing for dental offices?

 

Consider reaching out to Client Connection Group.  Our innovative marketing and follow-up will revolutionize the sales process for your office!

 

Just ask our satisfied dentist customers from coast to coast!

 

Reach out to Client Connection Group today

Dental Implant Marketing – Great Vibes From Your Staff and the Sales Process

 

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