Category: Business of Dentistry

We’ll see you at the Star of the South Dental Meeting!

The Star of the South Dental Meeting will take place at the George R. Brown Convention Center in Houston, Texas, on January 22-24.

Here at MDPM Consulting, we love conferences. We think they’re a great way to stay on the cutting edge of what’s new in dentistry while building relationships within the dental community. In fact, the mission of the Star of the South Dental Meeting is to “provide the opportunity for all dental professionals to gather for continuing education, to experience the latest innovations in dental equipment and delivery systems, and for camaraderie and social events.” That’s definitely a mission we support!

Why? Because MDPM Consulting strives to do the same thing for our valued clients, but in a slightly different way.

By offering complete SEO and content marketing strategies designed exclusively with dentists and dental practices in mind, we provide the opportunity for dental professionals to reach their target audiences (aka new patients) by increasing their visibility and accessibility online. To do this, we utilize the latest industry standards in SEO, content marketing, web development and design, and IT support. Ultimately, it’s our goal to increase the traffic to a dental practice’s website to draw in new patients and — as a result — help our clients become staples in their communities.

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Countdown to Hinman 2014: Will We See You There?

Yes, I’m really this excited.

Jill and I are thrilled to attend the 102nd Annual Thomas P. Hinman Dental Meeting in Atlanta, GA next week. Although we’ve opted not to rent a booth this year, I’d like to personally extend an invitation to connect with us and schedule an appointment time. We can discuss the latest and greatest in social media, blogging, and digital marketing for your practice, and we’ll answer your questions about creating a strong online presence that strengthens your relationship with new and existing patients.

By the way, have you checked the Dental Junkie events calendar lately? We’ve added over 70 events from now through the end of 2014, with hundreds more soon to be posted. You’ll find dental conferences, annual sessions, expos, CE opportunities, and workshops from across the country—nay, the world!

It’s nearly impossible to say what I’m most excited about, but these are my top 10 courses and special events picks for the 2014 Hinman meeting:

No. 1: Speakers. So Many Speakers.

Previous years’ speakers have been nothing short of fascinating, and I’m sure the latest crop won’t disappoint. Dr. Anthony Cardoza will be on hand to discuss forensic dentistry, and I’ll be interested to hear from local practitioner Dr. Jimmy Eubank as he shares insights into restorative dentistry and occlusion. Dr. Mark Hyman always has interesting things to say about motivation and team building, and Dr. John Svirsky may very well blow your mind with his discussion of oral pathology. Dr. Svirsky rocks a bowtie like nobody’s business, and it’s obvious from his speaker photo that this is a man who gets very excited about oral pathology.

No. 2: Creating Vision and Value for Patients

In this post, I pointed out that one of our clients’ biggest challenges is marketing to cost-conscious patients at a time when many view preventive care as elective. Imtiaz Manji discusses the power of dentistry to effect positive changes in patients’ lives, both clinically and socially. Manji emphasizes the need to create a unique vision that encompasses their needs as patients, people, and consumers. Course Th303, 3/27/2014, 8am – 11am

No. 3: The Exhibit Hall

I could (and probably will) spend hours perusing the exhibits. The Exhibit Hall features charity events, food, charging stations, vendors, table clinics, and thousands of people who share your passion for all things dental. New this year is the “Dentists Only” session. On March 27, from 9am – 11am, attendance will be limited to dentists only. Plan ahead with the interactive 2014 Exhibit Hall map, which you’ll find here.

No. 4: Health and Wellness Track

Can’t decide on your courses? Opt for a track, which is something of an all-inclusive program comprised of several speakers and workshops. Altogether, you’ll hear from five speakers, each with an hour-long discussion of topics to include oral cancer, patient medication safety, longevity, cardiovascular disease, and the effects of lifestyle on chronic illnesses. Course Sa270, 3/29/2014, 8:30am – 3pm

No. 5: Networking Reception and Panel Discussion With Women Dentists

As a woman, mother, and business owner, I understand the importance of balancing family life and work. Panel members will discuss practice management, career advancement, and what it means to be a woman and a dentist. Course Sa411, 3/29/2014, 12pm – 1:30pm

No. 6: 21st Century Dentures: New Ideas, Techniques, and Technology

Baby Boomers are more knowledgeable about personal oral health than their predecessors, and they’ll no doubt seek out the best treatments and care. Dr. Joseph Massad shares his thoughts on improved impression techniques, occlusal schemes, and jaw relationship recording. Course Sa373, 3/29/2014, 1:30pm – 4:30pm

No. 7: The Fun Way to Proficiency With Digital Dental Photography

Who wouldn’t want the chance to become the Ansel Adams of intraoral photography? Dr. Mark Kleive leads a hands-on workshop for capturing images that improve communication between your team and your patients. Role-playing abounds. Course Sa164, 3/29/2014, 9:30am – 12:30pm

No. 8: Ask and Ye Shall Receive! The Art of Getting to “Yes”

In last week’s post, I touched on the benefits of internal marketing for case acceptance and patient referrals. In this course, Dr. Mark Hyman offers advice on selling services, building strong dental teams, and the critical nature of listening to your patients. Course Sa361, 3/29/2014, 9:30am – 12:30pm

No. 9: Back to the Eighties Auxiliary Reception

Arcade games, live music, a photo booth, and a costume contest? Do tell! Open to hygienists, office staff, lab techs, and assistants, the reception will be held at the Omni Hotel ballroom and features a buffet, dancing, and drawings. Complimentary beer and wine, as well as a cash bar. Bless them, they even offer free shuttle service to nearby hotels. Friday, 3/28/2014, 7pm – 11pm.

No. 10: Messages to Our Military

Not a purely dental affair, but an incredible gesture nonetheless. Stop by Booth #137 in the Exhibit Hall to send an appreciative postcard to American soldiers serving overseas. More than 2,500 attendees participated last year, and I know we can do even better in 2014.

About the author: Jill Nastasia, CEO and Director of Business Development at MDPM Consulting, lives, breathes, and dreams dentistry. From masterminding social media to forging brand identity, she is passionate about her clients’ dental practices and patient experience. She’s also passionate about Flock of Seagulls and has every intention of winning the 80s costume contest.

3 Thinking Points for the Small Business Start-Up

Important considerations for most start-up businesses fall into these categories: philosophical, physical, and practical. The “3 Ps,” if you will. Taking time to analyze each “P” during the panning phase, prior to launching a business, will result in increased confidence, sharper direction, and solid goals for the entrepreneur.

Many people experience a seductive excitement about starting a new business, assuming an existing business, or purchasing additional locations. However, not all would-be entrepreneurs see their dreams through to fruition. Why? Let’s look at dentists.

Dentists are professionals with doctorate degrees who have invested significant time and money into their education. They are smart as a whip and know dentistry inside and out. Unfortunately, like a great number of entrepreneurs across various industries, dentists don’t know business, and business is an essential element in entrepreneurial success. While the idea of starting, or expanding, a dental practice is exciting, taking time to create a comprehensive business plan, not just to submit for a loan or seed money, but to set a course and define a purpose, will eliminate many potential storms along your journey toward success.

In this article, we’ll touch on the philosophical, physical, and practical considerations for a start-up business. First, however, think about whether you have what it takes to find success as an entrepreneur.

Dreamers vs. Doers

Many would-be entrepreneurs become overwhelmed thinking about the philosophical, physical, and/or practical aspects of starting a business. As a result, they either skip important considerations, saving them for a later date that never comes; become lodged in the mire and never move forward; or they give up their dream of owning a business and go to work for someone else. Wise entrepreneurs think their ideas all the way through before they begin the adventure of starting a new business. Wise entrepreneurs conduct the research and gather the data they need for a complete business plan, then press onward to achieve their dreams based on the information they’ve assembled and goals they’ve defined. They cement the foundation of their future in facts and logic, then allow their dreams to grow on reliable footing. Read More

10 Tips for Promoting Your Dental Office

Since the big bang of cosmetic dentistry has begun to falter, many dentists are left in a marketing void. How can a cosmetic dentist transfer back into doing a lot of bread-and-butter, general dentistry? Perhaps you’ve invested a lot of time and money into marketing cosmetics, only to find that the trend became commonplace. While you may have extensive training and a great before-and-after gallery, most consumers believe that all dentistry should be cosmetic these days. The upper middle class public is well versed in the top cosmetic dental procedures, like teeth whitening, veneers, and invisible orthodontics. Now, your cosmetic practice has to compete with other cosmetic dentists, as well as all general dentists. Don’t worry. I have 10 tips that, if you follow them, will keep the calls coming, the chairs filled, and the bills paid.

  1. Branding & Signage: If your sign says “cosmetic dentist,” that’s exactly what people think you are. Add “and general” to your description, and consider including “family dentist,” if the term applies. See more about dental logos here. 
  2. Website: Your website should reflect your image and appeal to your target market. A template site without a strategy won’t do much good. You need a website that sets you apart from other dentists, and that site should be well optimized for search and mobile compatible. Learn more about dental websites here. 
  3. Blog: Google’s experts say that there’s no excuse for a business not blogging. Today, blogs are an essential component of competitive online marketing and search engine optimization. Read about dental blogs here.
  4. Social Media: All businesses need a presence on Facebook. Not only will it help with SEO, but a Facebook profile makes a dentist seem more technically up to date. Image is important! Find out more about social media marketing here. 
  5. Articles & PR: Articles and press releases about your practice, services, events, and new employees can become a strategic part of an online marketing campaign. Gone are the days when press releases had to be peddled to newspapers and radio stations. Today, articles and press releases help with SEO. Read about content marketing here. 
  6. Eblasts/Newsletters: Keeping a patient costs a lot less than replacing one. In addition, word-of-mouth (or word-of-mouse) marketing is the most economical and rewarding type of advertising. A monthly e-blast or newsletter will allow your brand to remain in your patients’ minds between their visits. Electronic reminders also provide a digital tool for quick and easy word-of-mouse marketing. Eblasts can be emailed or posted to Facebook, Twitter, or LinkedIn with the click of a button. We create newsletters and eblasts – learn more here.
  7. Ask for Referrals: Don’t forget to ask your patients for referrals. Find the phrasing that you feel comfortable using, and start telling your returning patients that you want to take care of their friends, family, and coworkers.
  8. Testimonials: In the past, a written note card of thanks from a patient made staff and dentist feel like they did a good job. Today, online testimonials, like those posted on Yelp and Google+ Local, can significantly help SEO and rankings. If you don’t have a plan in place to acquire patient testimonials, it’s worth your time to create one. A few good reviews could score you page-one rankings.
  9. Videos: Videos are a great way to show off your office, staff, technology, and personality. Video patient testimonials are also impressive. But if you take the time to create videos, don’t forget to optimize them so that they show up in Google search results. Videos need a keyword-rich script behind them so that they can become an active part of your SEO strategy.
  10. Photos: A picture’s worth a thousand words, they say. With dentistry, it’s true. Before-and-after photos, smiling patients, happy staff, and a clean, welcoming office can all be conveyed in photos. Make sure that your website, blog, and Facebook page are well peppered with your original photographs – not just stock images. Technology is great, but the heart of dentistry is personal – it’s about people. Photos can convey that you still believe, people come first.

To learn more about building a thriving practice in a waning market, call MDPM Consulting today for a free marketing analysis. Jill, our CEO and  seasoned dental marketing consultant, will be happy to answer all of your questions. Our team will analyze your online presence, interview you about your current and past marketing, as well as your target market, then create a practical success plan with measurable goals. Call today: 972-781-8861, or email info@moderndentalmarketing.com.

Reduce Your Risk for Bad Reviews from Dental Patients

This article isn’t about reputation management, Yelp!, or choosing verbiage to respond to negative patient reviews. Instead, I want to discuss how your team members’ words and actions are interpreted by patients.

Most often, dentists who receive bad reviews that mention kind, caring, reputable team members feel betrayed by the reviewing patient. Doctors may also question what’s occurring at the front desk, on the phone, and at check-out, when he or she isn’t present. How can you know that your team is taking great care of your patients? How can you make sure that their words and actions are positive in the eyes of your patients?

How We Get Offended

In most cases, a feeling of being offended is the fault of the offended, not the offender. Think about it: Someone cuts you off in traffic and you get angry. Perhaps the rude driver did it on purpose, but most likely he was negligent rather than vengeful. What made you angry? You assumed the driver cut you off on purpose. You made an assumption that may or may not be true, and because of this assumption, you got angry. If you could write a review about that driver, it would surely be negative!

Now, let’s apply this to a scenario in your front office. Read More

HIPAA Forms on Dental Websites: Are You in Compliance?

As a dental marketing firm, MDPM understands the rules and regulations dentists are held to – the standards for doctors are much higher than those for professionals outside the medical industry. Recently, the ADA distributed an electronic newsletter that mentioned the requirement for dentists to have HIPAA privacy practices displayed on their websites. Are you in compliance with this federal regulation?

The Mandate for HIPAA Notice on Dentist Websites

Code of Federal Regulations, Title 45 – Public Wellfare states:

(3) Specific requirements for electronic notice. (i) A covered entity that maintains a web site that provides information about the covered entity’s customer services or benefits must prominently post its notice on the web site and make the notice available electronically through the web site.

How Dentists Should Comply

Current clients of MDPM should send their HIPAA forms via fax (877-492-8838) or .pdf file (seo@moderndentalmarketing.com), and we will immediately post your form, which will be your notice and, thus, will make your practice compliant on this issue. If you are not an MDPM client dentist, contact your current webmaster and request that your HIPAA form be posted as soon as possible. Should you run into problems, feel free to call MDPM for assistance. We are here to serve dentists with reliable, compliant dental marketing solutions.

If you do not have a HIPAA form, visit the ADA website for more information.

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The Medical-Device Tax and the Dentist

This guest post is brought to you by our friends and colleagues at Goldin, Peiser & Peiser, LLP, a Dallas-based accounting firm. Some information in this blog has been revised from its original version, published 12.14.12.

As it stands now, regardless of whether we go off the fiscal cliff or not, there will be a tax on the sale of medical devices in 2013. As mandated in the Patient Protection and Affordable Care Act, manufacturers will be assessed a 2.3% tax on the sale of certain devices. According to the IRS, taxable medical devices are defined as those that are listed under a single FDA product code. Other devices are:

  • Nitrous and oxygen delivery systems and gas
  • Computer equipment used for diagnostic purposes
  • X-ray equipment, sensors, cone-beam CT systems, caries detection devices, and cameras
  • Surgical equipment
  • Handpieces
  • Replacement parts
  • Remanufactured or refurbished equipment
  • Instruments
  • Imaging equipment
  • CAD/CAM machines
  • Prosthetic devices

All May Not Be Lost

Manufacturers as well as the dental and medical communities are pushing hard against the tax, lobbying for the delay of the start date. And not everyone on Capitol Hill supports the tax. Many lawmakers are concerned about its negative financial implications. 18 Senators and Senators-Elect sent a letter to Senate Majority Leader Harry Reid asking that the tax be included in the fiscal cliff negations. They expressed their concern that the “the medical device industry has received little guidance about how to comply with the tax–causing significant uncertainty and confusion for businesses.” They urged Senator Reid to support delaying enactment of the provision in a “fiscally responsible manner.” Read More

How to Choose a Dental Practice Name

You don’t need any name for your dental office, you need the perfect name. Regardless of whether you’re a new graduate opening a private practice or an experienced dentist prepping to sell your practice in the next few years, serious consideration should go into selecting a dental practice name. Not only will your name influence your persona in your community and the minds of your patients, the wrong practice name could get you into legal trouble. You certainly don’t need that! In this blog, I’ll give you tips for selecting a practice name, making it legal, and developing your brand for optimal success.

Brainstorming Dental Office Names

Not sure where to start? I recommend you call on some of your most trusted professional associates, regardless of dental industry expertise, and have a brainstorming session. You’ll need a large whiteboard and dry erase markers or an online whiteboard if your contributors are remote. Set a timer for 20 minutes and select a secretary. Everyone can begin suggesting names, and the secretary should record them all on the whiteboard. After 20 minutes are up, thank everyone, then sit down by yourself or with your business partner to review the suggestions. Consider that if you use your personal name, selling the practice’s brand may be difficult in the future. Also, if you use your location in the practice name, make certain that it would work if you opened multiple offices in your region. Read More