than anything else. New patient relations hinge on the “smile” you convey throughout your relationships. A wise man once said, “A smile is remembered forever.” Make your practice a forever experience! Everyone loves Disney. I still remember my first visit to Disneyland with my parents. Disney knows how to bring us back again, showing us they are the best. Their devotion to Walt Disney and his attention detail and commitment to an amazing experience delivers a message of stability and excellence. People know the moment they arrive that they will be taken care of. Whether you are an established practice or a brand new one, patients will understand the quality of care by your attention to detail. Your team’s commitment, clean and comfortable office areas, sterilization proce- dures, well-maintained equipment and good communi- cations will enhance and promote your reputation as a stabile practice. One of the things foreign visitors love about America is the wide selection of goods in our stores. The United States is viewed as the place that has it all. I believe our nation’s comfort and security is actually the fact that we enjoy this surplus of consumer goods. We expect to make choices from a wide variety of options. The consumer understands that variety is a part of excellence. Patients are impressed when orthodontists offer tradi- tional braces with options like colored ties and self-liga- tion. Early treatment, adult orthodontics and surgical orthodontics are treatment modalities expected as stan- dard care. Patients appreciate esthetic options like clear aligners, ceramic brackets or WildSmiles. The abundance of choice is recognized as excellent orthodontics. We all have rewarded our dreams by embracing the positive influence of marketers who give us easy payment methods. Auto dealers are the cleverest with options like “no money down, no interest, delayed payments, rebates, leases”, etc. Auto deals are so friendly to payment options that cash customers are often afraid to work a deal. Friendly fees are critical to convert new patents into starts. Many orthodontists offer free new patient exams. I offer free diagnostic records if they are sched- uled during the new patient examination. My office’s payment plans reflect our willingness to make “it” work for them, filing and receiving insurance payments and offering the following payment options: 1) 25% down and 18 monthly payments, 2) Twelve equal monthly payments, 3) Three equal payments (start, six months and one year), and 4) Eight percent discount for prepayment. Your patients need to know you are happy to work- out a payment plan. Don’t give away something you cannot, but don’t be afraid to give grace to those who need care and are willing to pay. Friendly fees will increase your friends. I enjoy orthodontics and the lifetime of smiles and memories it creates. We are part of an awesome profession, and I believe people’s lives are enhanced by our service. I truly believe everyone can benefit from our care. www.orthodontics.com May/June 2010 25
Journal of the American Orthodontic Society May-June 2010: Page 25
