Building the Killer Practice
September 2015
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Ron Sheetz
Ron Sheetz, the video marketing guru
Power Thought: Ron Sheetz
How to Create an Effective Video Testimonial for Your Website, Part II

Last time I talked about Delivered Testimonials but I don't mean that all delivered testimonials would be ineffective.  There are some people who can deliver a very content rich delivered testimonial. However, they're few and far between. With a little guidance on your part and coaching as to what to say you can capture some great delivered testimonials. The guidance you can provide them can be borrowed from the interview testimonial, which I'll cover next. Simply borrow the format I'll show you and give it to them as bullet points to follow when they give their testimonial. The challenge I find with this is most people don't articulating themselves well. Their concentrating so much on what you want that stammer and is very distractful.

The second type of testimonial is one captured by interviewing a patient. Think of film or TV documentaries, they're in depth case studies on their subject. I developed my method of interviewing patients and creating detailed dental practice documentaries from studying hundreds of feature film documentaries.

My client, Dan Kennedy, is the most highly sought after direct response copy writer in the world; so I think he knows a thing or two about influencing people through writing. In fact, he calls what he does as salesmanship in print. That's what you need to do, whether you like it or not, is to influence people, sell them on as being the best approach for their dental care (that goes back to the 9 fundamentals model, #5 - customized solutions). To simplify the model, Mr. Kennedy follows a problem, agitate, solution model in much of his writing. Presenting the back-story or problem first provides the point of connection and it's important to connect with prospective patients early; this is an engagement technique. Next, agitating the problem with their symptoms elevates the pain. It's like applying salt in an open wound. And finally, the solution obtained by following the same action the subject in the story did; your existing patient. This is a very effective selling model to follow.

Here's the model that I adapted from it and use for patient testimonials.
  • Pain
  • Turning point
  • Solution
Great patient reviews are created. In my next issue I will continue telling you about the difference in testimonials. If you want to read more about patient testimonials go to www.bookontestimonials.com/freebookcurves to receive a copy of my new book "Your Patient Attraction SECRET WEAPON: How to Have a Referral-Driven Dental Practice and Never Advertise Again".



Why the Web? Reason #274
The Five Things You Hate Most About Upgrades
(and why you won't miss them when you move to the cloud)

Nobody likes upgrades for many reasons. But here are the top five:

1. Upgrades Waste Valuable Time. Upgrades require time to complete. But the only free time you have are after hours or weekends. And those hours at night or on the weekend mean you're away from family, friends, and fun. Get rid of upgrades and you get those evening and weekend hours back.

2. Upgrades Waste Valuable Dollars. You may be able to install an upgrade without the assistance of an IT pro. But the inevitable configuration issues that pop up afterwards usually require a good IT pro. And that costs money. Get rid of upgrades and you get those dollars back.

3. Upgrades Put a Damper on Productivity. When that IT pro is working to fix all the connections the upgrade broke (i.e., scanner won't connect, patient communication software doesn't work right, imaging software isn't talking to management software, etc.), that activity gets in the way of the team trying to do their job. IT interference is not going to help you set new productivity levels. Get rid of upgrades and you can set new productivity levels.

4. Upgrades Are Worthless. Most client-server software vendors provide one or two upgrades every year. Isn't it amazing how little can be accomplished in six months? In other words, aren't you amazed by the small number of new features that come with that new upgrade? That realization makes you wonder why you pay a thousand dollars or more every year for worthless upgrades. Get rid of upgrades and you never have to be disappointed again.

5. Upgrades Create Other Unexpected, Expensive Upgrades. It never fails that upgrades require faster and more powerful computers. Your IT pro will invariable say, "Your current hardware doesn't meet the minimum requirements for this new upgrade; it's gonna cost you a million dollars for new hardware." Get rid of upgrades and you'll spend less on hardware.

How does the cloud resolve upgrade hassles? With a cloud-based system, like Curve Dental, whenever you log in to use the software you're always using the latest features and enhancements. All the upgrading is done behind the scenes. With the cloud you can:
  • Spend evenings and weekends with friends and family
  • Save dollars for more rewarding goals
  • Focus on growing production numbers
  • Use new features as they become available
  • Get more out of your hardware dollars
To learn more call and chat with one of our dental software consultants at 888-910-4376. Call today to learn more or visit our website.
 

 

Expert Opinion with Tyler Williams, DDS
Expert Opinion with Tyler Williams, DDS

Classic Dental Jokes

A woman and her husband interrupted their vacation to go to the dentist. "I want a tooth pulled and I don't want Novacaine. I'm in a hurry," the woman said. "Just extract the tooth as quickly as possible and we'll be on our way."

Of course, the dentist was quite impressed. "You're certainly a courageous woman. Which tooth is it?"

The woman turned to her husband and said, "Show the doctor your tooth, dear."

Fun Dental Facts 

Students between the ages of 4 and 18 missed 1,611,000 school days in 1996 due to acute dental problems, an average of 3.1 days per 100 students.
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