How to increase your PPC

It’s almost like hitting the lottery.

You’re sending postcards out, and you get a call that turns into a whole family worth of new patients. Maybe the woman of the house called and scheduled herself, her 2 kids, and her husband!

GREAT, 4 patients in one call! That’s like getting two toys in your Cracker Jacks!

What if every call could net you more than one new patient?

Well, why not take the steps to bring up your Patient Per Call (PPC) average.

Every office should have a PPC of at least 1. I would argue it should be at least 2. That means for every call you get to the office, you should net 2 new patients.

How do you increase this percentage? The same exact way you get more referrals…ASK!!!

While I was at Jerry’s SofTouch managed practice, I overheard a new patient call come in to Ann, the front office specialist, and she answered a question or two, and booked the new female patient.

Before she hung up the phone, she asked, “Are you married?” I am assuming the answer was yes because Ann then followed up with “We could get your husband in to see Dr. Zachary at the same time you come in…should I go ahead and schedule him too?”

The conversation continued until Ann had booked the wife, the husband, and 1 child. Three total patients from one call.

Ann could have easily hung up the call after the wife booked, and celebrated the single new patient, but she took it a step further…and asked a simple question, “Are you married?” These three words led to an additional 2 new patients.

On this first call, almost everyone will have someone they know, even if they are not married, that will need to make an appointment at the dentist. TO take advantage of this, add these statements to your new patient call script:

“Are you married?”

“Do you know anyone else that would like to take advantage of the offer?”

These two statements alone will help set the stage for referrals, and increase your PPC average, not to mention your marketing ROI.

Have a profitable week!!!

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EMC Dental Marketing is a full-service Dental Practice Marketing, Dental Advertising, and Practice Management agency that focusses on solving a dentists top 2 problems - attracting new patients and retaining the patients they already have.