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Digg it UP - Want Referrals From Your Dental Staff? ARM Them and CHARM Them!
TELEPHONE TECHNIQUESSelling face to face is different from selling on the telephone. The main role of a telesales person is to generate sales either from incoming calls or by outbound calling. In some the objective is to make appointment and in others it is to make appointments for the direct sales force.There are key personal qualities that are essential for phone work1. Self Motivation 2. Determination 3. Sense of Humour 4. Self Esteem 5. Professionalism 6. Enthusiasm 7. Persistence
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Trac
What Is A Mortgage Broker?Mortgage Brokers act as an intermediary who serve to bring Home Loan borrowers together with suitable mortgage lenders. Mortgage Brokers do the shopping around for the borrower and in most cases collect their fee from the chosen lender rather than from the borrower.Should You Use A Mortgage Broker?The easiest way to look at it is you engage a Mortgage Broker for the same reason you take your car to a professional mechanic or book your holidays through a Licensed Travel Agent
It has been estimated time and time again that the average American knows about 250 people. For instance, look outside your office at Jill. Jill knows 250 people. And, on average, about 249 of those people HAVE TEETH…..meaning they are a potential client, correct? Now, this is where it gets even more exciting: Everyone in Jill’s “250” also knows 250 people. Therefore, 250 people x 250 people is 62,500 people, just between who Jill knows, and who they know! Again, the vast majority of which HAVE TEETH.
Question: “So, how do I get my staff to create referrals from their 62,500 people?”
Answer: “ARM them and CHARM them.”
1. Are they TRAINED?
I know what you may be thinking. “That sounds great, but my staff aren’t salespeople. They don’t have those types of skills.” Possibly. That’s why you must first ARM your staff with the training it takes for them to help your business. (Not to mention, I would add that this is yet ANOTHER critical reason why dentists should be hiring people with PEOPLE skills!)
Nevertheless, this is where training comes into play. Millions of businesses have also promoted workers to managers who didn’t have managerial skills…so they trained them. The same can be done for training people on interpersonal skills, networking, and even how to introduce someone to the great benefits of YOUR PRACTICE.
People also need to be ARMED with the right tools. Perhaps this includes promotional business cards they possess at all times, with a special offer on the back for first-time customers, that they can hand to anyone they meet. Or, maybe it is a small trinket, toy, or item of candy they can give to children, and say… “There’s more at Dr. Jones’s office—he gives these away to kids free every visit!”
Question: “We all know that just because someone KNOWS how to do something, doesn’t mean they will necessarily DO it. How can we motivate people for referrals??”
Answer: That’s where the CHARM comes into play.
2. Are they MOTIVATED?
The first knee-jerk reaction in creating any incentive program is money. Sure, that might work….sometimes…with some people. However, one of the first rules of employee motivation is that “different things make different people tick.” So, a $100 gift certificate may really motivate Susan, but Kevin would really just like an extra day of vacation. Karen might want an award and heart-felt recognition at the year-end banquet, while Steve would LOVE to get YOUR PARKING SPOT for a WEEK (I know, let’s not get carried away here!) The bottom-line is this: The creation, communication, and implementation of a program, is what determines its’ success. A program should have a start an end date, clear instructions, a tracking method, and an award recognition that motivates that particular team or individual.
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Track
Many traditional board games are now being played online, and many people want the skills necessary to win. Play Buddy offers interactive software which assists players with online game cheats.Each game has its own specific type of software. For example, when playing Checkers you can use the Checkers Buddy software. When you have tokens you want to protect, and you can't afford to lose them, Checkers Buddy will plot the best moves for you to take.This will give you a much better chance at winning, even if you are faced with st
Question: “So, how do I get my staff to create referrals from their 62,500 people?”
Answer: “ARM them and CHARM them.”
1. Are they TRAINED?
I know what you may be thinking. “That sounds great, but my staff aren’t salespeople. They don’t have those types of skills.” Possibly. That’s why you must first ARM your staff with the training it takes for them to help your business. (Not to mention, I would add that this is yet ANOTHER critical reason why dentists should be hiring people with PEOPLE skills!)
Nevertheless, this is where training comes into play. Millions of businesses have also promoted workers to managers who didn’t have managerial skills…so they trained them. The same can be done for training people on interpersonal skills, networking, and even how to introduce someone to the great benefits of YOUR PRACTICE.
People also need to be ARMED with the right tools. Perhaps this includes promotional business cards they possess at all times, with a special offer on the back for first-time customers, that they can hand to anyone they meet. Or, maybe it is a small trinket, toy, or item of candy they can give to children, and say… “There’s more at Dr. Jones’s office—he gives these away to kids free every visit!”
Question: “We all know that just because someone KNOWS how to do something, doesn’t mean they will necessarily DO it. How can we motivate people for referrals??”
Answer: That’s where the CHARM comes into play.
2. Are they MOTIVATED?
The first knee-jerk reaction in creating any incentive program is money. Sure, that might work….sometimes…with some people. However, one of the first rules of employee motivation is that “different things make different people tick.” So, a $100 gift certificate may really motivate Susan, but Kevin would really just like an extra day of vacation. Karen might want an award and heart-felt recognition at the year-end banquet, while Steve would LOVE to get YOUR PARKING SPOT for a WEEK (I know, let’s not get carried away here!) The bottom-line is this: The creation, communication, and implementation of a program, is what determines its’ success. A program should have a start an end date, clear instructions, a tracking method, and an award recognition that motivates that particular team or individual.
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Trac
Have you spent years looking for Mr. Right, or Ms. Right? Do you feel like you come up empty each time, or even worse- end up repeating an old pattern with the same type of person again and again?It’s an uncomfortable reality for so many of us as we look to be in a relationship with someone. Our requirements may be unconsciously stemming from old emotional patterns within our psyche. Those patterns may have been formulated in early childhood, during puberty, or even from our ‘first love’. Each time we grow into a
People also need to be ARMED with the right tools. Perhaps this includes promotional business cards they possess at all times, with a special offer on the back for first-time customers, that they can hand to anyone they meet. Or, maybe it is a small trinket, toy, or item of candy they can give to children, and say… “There’s more at Dr. Jones’s office—he gives these away to kids free every visit!”
Question: “We all know that just because someone KNOWS how to do something, doesn’t mean they will necessarily DO it. How can we motivate people for referrals??”
Answer: That’s where the CHARM comes into play.
2. Are they MOTIVATED?
The first knee-jerk reaction in creating any incentive program is money. Sure, that might work….sometimes…with some people. However, one of the first rules of employee motivation is that “different things make different people tick.” So, a $100 gift certificate may really motivate Susan, but Kevin would really just like an extra day of vacation. Karen might want an award and heart-felt recognition at the year-end banquet, while Steve would LOVE to get YOUR PARKING SPOT for a WEEK (I know, let’s not get carried away here!) The bottom-line is this: The creation, communication, and implementation of a program, is what determines its’ success. A program should have a start an end date, clear instructions, a tracking method, and an award recognition that motivates that particular team or individual.
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Trac
Mark and Beth, a young married couple in their twenties, established a goal to buy a home within the first three years of their marriage before starting a family. They budgeted and used their money wisely in order to save for the down payment. Whenever they purchased something they always paid cash - no credit cards for them. Why waste money by paying interest to a credit card company?Within two years they’d reached their savings goal and began house hunting. They found their “American Dream” home in a new community with lots of
Answer: That’s where the CHARM comes into play.
2. Are they MOTIVATED?
The first knee-jerk reaction in creating any incentive program is money. Sure, that might work….sometimes…with some people. However, one of the first rules of employee motivation is that “different things make different people tick.” So, a $100 gift certificate may really motivate Susan, but Kevin would really just like an extra day of vacation. Karen might want an award and heart-felt recognition at the year-end banquet, while Steve would LOVE to get YOUR PARKING SPOT for a WEEK (I know, let’s not get carried away here!) The bottom-line is this: The creation, communication, and implementation of a program, is what determines its’ success. A program should have a start an end date, clear instructions, a tracking method, and an award recognition that motivates that particular team or individual.
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Trac
If you’ve ever used one of the old dot matrix printers with rows of holes to feed the ream of paper and dealt with the constant paper jams, then you have an idea of just how far technology has come in the printing industry. Long gone are the days of slightly fuzzy text and faded grey images. Today’s printing process has gone digital, and the benefit clearly shows. From the strikingly clear images to the brilliance of the colors, digital printing displays everything on your company’s marketing material, stationery, business cards and more
Question: “What steps should be taken to put an idea into action?”
Answer: Follow This 8 Step Program:
1. Decide that your business can benefit by the amazing potential of staff referrals. 2. Provide your staff the training, tools, and resources to succeed. 3. Devise a program structure, either on your own or with the help of a professional. 4. Communicate the program to your staff. 5. Track the program meticulously. 6. Award your employees by touching their heart, mind, or wallet. 7. Make any changes/improvements deemed necessary 8. Re-evaluate the costs of traditional advertising vs. benefits of referrals.
The Bottom Line!
If each of your employees brought in just one new referral per year, how much revenue would that mean to your practice? What if the outgoing employee…the contest winners…brought in 20 just by themselves? And, what if those customers turned out to be lifelong clients? How much revenue would THAT mean to you over the life of your business? Lastly, how much money could you save from other costly forms of advertising while bringing in more clients?? The benefits are great, while the cost and effort is minimal. Capitalize on your staff referrals right away.
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