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Posts Tagged ‘Building Business’

Social meda is a powerful marketing tool, but if you’re not careful it can be time consuming and can become overwhelming.

Invitations to connect, invitations to events, join this group, attend this meeting, use this application and the list goes on and on.  It’s no wonder after awhile many social marketing sites just sit there gathering virtual dust.  The key?  You must learn to stay focused.

When first entering the social arena, you might only want to join one of the social platforms, maybe Twitter or Facebook.  Then as you get comfortable with that platform, move on to the next.

But if you’re going to be or are already using several of the social platforms, there are some short cuts you can use to help on days when you’re pressed for time.

The biggest time saver for social marketing is to automate using the  following: 

• Schedule Tweets to post in the future using HootSuite.com or SocialOomph.com
• Write and pre-load your Blog content
• Set up searches and alerts
• Link up feed content to RSS Feeds
• Create email autoresponders
• Use plugins like Tweetmeme.com for viewers to be able to “Tweet This”

The “Lists” you can create in Twitter help you follow certain people easier and your lists can be added to HootSuite making it much easier to locate certain people you like to RT or respond to.

These are just a few time saving shortcuts but whenever possible, take a few hours a week to maintain your social platforms for making contacts and building those all important relationships.   This is social media so the more posts and tweets are seen,  the better.  Remember, it’s all about connecting, engaging, and communicating.

What time saving shortcuts can you share?

Technorati Tags: Blogging, Building Business, Dental Marketing, Internet Marketing, Livvie Matthews, social marketing shortcuts, social media marketing, social media short cuts, time saving shortcuts for social marketing, time saving shortcuts for social media

Due to our outdoor utility room being broken into, and after some research, we purchased a system from CPI Security Systems.  You all know the commercials, it’s the one that says “CPI Security, identify yourself!”

Everything, from the initial phone call, through installation, and then exiting the property was done with customer service in mind and going the extra mile.

Initial phone call:  From the beginning of the call “Brad” (identified himself as he answered the phone) walked me through a series of questions to determine exactly what our needs were, what we wanted from the system, and the type of system we wanted (our objectives). Based on my answers (he listened) , he suggested a couple of options for us to consider.  (Extra Mile)

Brad also stated once the “technician” came out, based on actually looking at our property, we could make changes if needed. 

• At your viewers initial contact ask your viewers questions (and listen) to determine their specific needs (their objectives).   This is not a time to just start off by giving them your “sales” speech and telling them what you think they need.

Installation process:  “Adam” called before the installation time to let us know he would be running about 45 minutes late.  Then when he did get to our house (was actually earlier than the 45 minutes), he sat down with us and went over what he would be doing based on our conversation with “Brad” and asked if we had any questions. 

We did have some questions since we have our cat Muffin in the house most of the time.  We told Adam what we thought we needed for additional security that would be additional expense.   Adam listened to our concerns and then offered some suggestions that were actually better security wise and less expensive.  (Extra Mile)

• After the initial conversation, and upon “digging deeper”, could you offer your customer/viewer something better, based on their need, even if less expensive than what you originally discussed?

Exiting the property:  Adam went through the entire installation process, drilling holes, cutting and running wires, equipment in and out, going into the attic (probably 110 – 115 degrees up there), and installing equipment.  Stuff was everywhere ~ neat, but everywhere.

As he finished his install, he said  he was going to “clean up and put everything back in his truck” and would go over the system with us.

To my surprise, Adam came back in with a vacuum cleaner and literally vacuumed every spot he had drilled, picked up all the loose bits of wire, and put everything back exactly as he had found it ~ except for the keypad, you couldn’t tell he had been there! (BIG Extra Mile)

• When completing your project, break out your “vacuum” and  make sure your customers project has all loose ends ”cleaned up”, objectives are reached, and most importantly… their information presented  expertly to their viewers.  Always give more than what was expected!

In each instance above, going the extra mile didn’t cost a dime more, but the value add to ”company policy” setting CPI above the rest  was immeasurable.

What about you, what “extra mile” do you add that sets your business above the rest?

Technorati Tags: Building Business, following through, Internet Marketing, Livvie Matthews, marketing in detail, service and the extra mile, the extra mile

Working in a dental office presents many challenges…daily, you could even say…hourly!  One of the biggest challenges is making certain your patients know you care because they don’t care how much you know, until they know how much you care!

We had a dad bring in his young daughter today for several procedures.  As it turned out we needed to refer her to Pediatric.  Due to the procedures needed, their front desk person said they would have to work up a time frame and they would call the dad. 

The dad had to come back to our office later for the  band and loop to take to the pedo office and when he came in we could tell he was upset.  The pedo office had called him, the phone call had not been a good experience at all (first impression), and to make matters worse it was going to be August before she could be seen for a consultation!  

His daughter was upset this morning, he was upset because his daughter was upset, and to make matters worse, he had a bad experience on the phone with the pedo office regarding his daughter.  What do you think his impression was of that office?  And more importantly ~ what was his impression of our office for referring his daughter to them?

If you work in the front office you know what came next.  I got on the phone with the pedo office, spoke with their office manager, relayed the circumstances,  asked her to ”smooth” their first impression,  and worked out an appointment for the daughter to be seen this Tuesday.  Now what do you think the dad thinks of our office? 

In just a few short minutes we positioned ourselves as caring in several ways: 

• We let him know it matters and we care about his daughter and her well being
• We let him know it matters and we care about his inconvenience and his feelings
• We let him know it matters and we care about his experience in our office AND his experience in offices we refer to

In short, he now knows…we care.

What are some things you do in your practice to let your patients know…you care?

Technorati Tags: Building Business, caring dentists, Livvie Matthews, Patient Relations

Recently I was asked a great question: What were the top couple of mistakes made when using social media.  In my response, I only mentioned a couple, but it led me to think about several other mistakes to avoid with social media.

1) Trying to use social media for making sales.   This is the #1 mistake.  Social media platforms like Twitter, Facebook, LinkedIn, and YouTube are all about making contacts, opening doors, gaining trust and credibility, and building those all important relationships. 

Once you’ve gained your viewers trust and you have a relationship with them, you will be the one they turn to when they are ready to do business.  Wouldn’t you rather do business with someone you have grown to know and trust? Relationships first…business second.

 2) Going into social media without clear objectives.  What are you wanting to accomplish?  So many times, businesses will just jump in without knowing what their objectives are for using social media. 

Do you want to gain your targeted audience’s attention?  Drive traffic to your practice, blog, or your website?  Enhance our practice’s patient services?  Maybe you want to grow your practice’s email list…what’s your objective?  Know what it is you are trying to accomplish.   

3) Not knowing how to listen and engage effectively.  To attract and engage targeted followers effectively, you need to have several elements in place.  Here are a few of them:

• Be clear on your target market and be familiar with the social networks they prefer to use the most.  Let me put that into perspective.  If you work out of 3 operatories and your patient is seated in OP 3 and you’re seated in Op 2 waiting for that patient, you aren’t going to get anything accomplished.  You’re not where your patient is. So if you are on Twitter and your target is on Facebook…see the importance?  Go where the “eyeballs” are…Know and be seen where your target market is!
• You must have a strategy and a plan for implementing your strategy in place..FIRST. 
• You will want to have a Practice Social Media policy in place.  In other words, how will you and your employees handle social media in your practice?

Are you noticing how all of these are building on one another?

4) Becoming distracted.  Social media is a powerful marketing tool, but if not careful can be time consuming and become overwhelming.

Invitations to connect…invitations to events…join this group…attend this meeting…It’s no wonder after awhile many pages just sit there gathering “virtural dust”.  You MUST learn to stay focused.  Remember your goals and your objectives.  Stick to your game plan!

5) Spreading yourself too thin.  Knowledge of the difference social platforms, the different tools like plugins, applications, widgets, etc and the time involved.  Time is a BIG factor!

When first entering the arena, you might want to join one of the social platforms…maybe Twitter or Facebook.  Then as you get comfortable with that platform, move on the next.   Either way, there are some short cuts you can use to help when you are pressed for time. 

One of the biggest helps, is pre-scheduling your tweets using social platforms like HootSuite.com or SocialOomph.com.  Both allow you to schedule your tweets into the future. Hourly, daily, monthly…whenever.  It’s a great way to deligate some of the time involved.

Another is to link up content to RSS Feeds.  You can also set up and create Autoresponder messages.  These are messages you create  to go out at specific dates and times.  Sort of like having your business on Auto-pilot.

Well, we’ve made a list…hope you’re checking it twice.  What about you?  What mistake can you add to this list  to avoid when using social media?

Technorati Tags: Building Business, Internet Marketing, Livvie Matthews, social media marketing

Never underestimate the power of perception! Perception plays a major part in what is actually said -vs- how it is heard. And to patients…perception is reality!

For example, lets look at broken appointments, one of the biggest problems in your practice. Last minute changes and no show appointments account for thousands of dollars a month in lost revenue for the practice!

Are you sending signals to your patients that it’s all right to break appointments?

When the patient calls and says they “forgot.” or “Have a meeting.” or “Just want to reschedule.” Is your response ” That’s OK.”, “Sure, that’s no problem.” or simply…”How soon do you want to come back? ” And then schedule them right back at the 1st available opening?

A well established practice with a scheduling coordinator who knows the patients well may have a sense of “offending” the patient if they remind them of the dilemma this last minute changes will make.

Nothing could be further from the truth or more harmful to the practice!

An unusually high number of broken appointments generally translates into a lack of respect concerning your practice and appointment time and “time is money.”

Generally patients simply are not aware of the problems associated with last minute changes because they have been “trained” (they hear) it’s so easy to change the appointment.

Often before we can “train” the patient, the front office must first “re-train” their response to these last minute calls.

For example, when the specific date or time a new patient or existing patient wants is not available, if our reply is: “We get cancellations every day” or even worse, “We get cancellations all the time and can get you right in”, what have we taught this patient?

In just a matter of seconds the patient has been “taught” (heard) It’s all right to call at the last minute to change an appointment, cancellations happen all the time, when they do cancel they can get “right back in.”

The patient has no value associated with the practice or the appointment time. In fact, we “signaled” (and they heard) it’s OK!

A more positive verbal response would be: “Let’s go ahead and schedule you an appointment. Should there be a change in our schedule on that date, I will be glad to call you. What is the best number to reach you? ”

This time in just a matter of seconds you have trained the new patient and existing patient to think (they heard): You have a tight schedule (busy practice), “Cancellations” are not even mentioned (not an option) and there could be a wait before being re-appointed if they have to change—(best keep the appointment!)

Value is now being associated with the practice and the appointment time.

This problem didn’t happen overnight and won’t be “fixed” overnight. Making it a priority to use positive verbal skills when training your patients to value their appointment and practice time will make a noticeable difference.

After all, how you are perceived by your patients is everything, and it’s all in their Perception…. What your patients are (Really) hearing!

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Would you like to learn more about using Social Media to increase your online visibility, build profitable relationships, and grow your practice?  Livvie Matthews, a Certified Social Media Specialist, Blogger, and Speaker, is passionate about helping dentists leverage the incredible marketing power social media presents for their practice and their bottom line!  e-mail Livvie@writebusiness.net or visit http://www.writebusiness.net/blog

Technorati Tags: Article Mktg, Building Business, Dental Marketing, Internet Marketing, Livvie Matthews