The Measure of Success
The other day I was talking to one of our client’s orthodontic treatment coordinators. This team member is an absolute superstar. However, when her practice first enrolled in the Total Ortho Success™ - Management Program, she was only closing about 60% of the new patient consults. Now she’s at 90%!
How did she get so good? One simple word—measurement! After receiving training on Greenlight Case Presentation™ and Stage III Customer Service™, she also began to measure her performance daily, including:
Knowledge is critical, but measurement is just as important. Remember, as business guru Peter F. Drucker once said, “What gets measured gets done.”
How did she get so good? One simple word—measurement! After receiving training on Greenlight Case Presentation™ and Stage III Customer Service™, she also began to measure her performance daily, including:
- Number of patients seen
- Overall starts
- Close rate during initial consults
- Close rate for “fence-sitters” after follow-up contact
Knowledge is critical, but measurement is just as important. Remember, as business guru Peter F. Drucker once said, “What gets measured gets done.”
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