How to Reduce Same Day Dental Appointment Cancellations and No Shows

How to Reduce Same Day Dental Appointment Cancellations and No Shows

Hello Friends,

I have been getting many requests for help from dental office team members complaining that their schedules will often fall apart at the last minute. If this ever happens to you I know how frustrating that can be. Not to mention, it kills production.

In this article, you will find several ways to greatly reduce last-minute schedule changes. I can assure that if you follow each step, you will stress less, make more money, help more patients, and have more fun.  Please print it out and share with everyone on the team. We need everyone following the same protocol/system in order for you to be successful.  Consider reviewing this at your next huddle or team meeting.

Note: If you need a quick-fix for holes in the schedule – check out these ideas: Tips and Ideas to Fill Holes In Dental Hygiene Schedules, However, they are just that, a quick fix. Follow the ideas in this article to prevent them from happening at all.

Dental Office Systems for Reducing Cancellations from Betty Hayden Consulting

Reduce last minute cancellations and no shows by following this protocol/system:

Consistently Be Great! – Do everything to ensure that each and every patient has a great experience during their appointments.  Give them something good to talk about and reason to keep coming back!

STOP moving appts around! A sure-fire way to aggravate patients, cause them to disrespect your time and the schedule, or for them to think you don’t know what you’re doing is by moving their appointment times. Unless, of course, they have asked to be on your Priority List.  Calling patients to come in early, come in late, or come in on a different day is annoying and I promise you it is hurting your schedule and production. I can’t emphasize this enough –  Respect their time and they’ll respect yours.

Appointment Reminder Systems – Ensure that you have an effective interval set up to remind patients of their appointments and that your message is helping not hurting the practice. For example, NEVER say “Calling to confirm” – it should be “We’re looking forward to seeing you on ____ at ____. OR ____ is looking forward to seeing you…”

 Unconfirmed Appointments – If it is 1 day before the appointment and a patient or patients haven’t responded to your appointment reminder system, it is imperative that you pick up the phone and call the patient(s).  You shouldn’t be able to look at the day’s schedule during your morning huddle and see unconfirmed appts.

Cancels – Using the word cancel or cancellation sends a poor message to your patients. It tells them that cancellations happen and are expected. We don’t want that. You can say ”this doesn’t happen very often but if for some reason you need to change your reservation with ___, we ask that you please provide us with at least 48 hours notice.”

Stay on Time – See your patients at their appointment time. Avoid running behind schedule. (Tip: Make sure you are allowing enough time on the schedule for each procedure/appt type.)

New Patients – Every new patient needs a call preferably from the provider 2 days prior to their appt. “Hello, this is ___. I was calling to let you know that I am looking forward to meeting you in person for your reservation on ___ at ___. See you then.”

Please don’t rely on an automated service to welcome your new patients.

Bad History – If a patient has a history of not showing or canceling last minute, please don’t schedule any future appointments for them. However, if you find there are some patients on the schedule with that history…call them at least 2 days in advance of appt. “Hello, this is ____ from ____. I am calling regarding your appointment on ____ at _____. I need you to please return my call by____ at ____. If I don’t hear back from you by that time we will assume you’ve changed your mind and will cancel your reservation.”

Treatment Plans and Financial Arrangements – Every patient that has an appt. scheduled with the doctor for treatment must have a copy of their treatment plan AND a financial agreement before the appt. Ideally, each patient should receive a copy of the treatment plan and a financial agreement at the time of diagnosis. DON’T ASSUME that the patient is OK with their financial responsibility simply because you gave them a copy of their treatment plan and they didn’t question the cost.  What often happens is they say OK and schedule and then will no-show or cancel at the last minute. OR they come in for the appt. not prepared to pay their portion.

Regarding their financial responsibility – put their co-payment amount in the appt notes so that you remember to remind them to bring it in w/them.

Many patients will not tell you they can’t afford the treatment. MAKE IT EASY FOR THEM TO SAY YES by HELPING THEM FIND A WAY TO WORK IT INTO THEIR BUDGET. The total investment is ____ and we can do it for as little as ___ per month using our partner Care Credit. Have them apply for CC while they are there in the office.

Hygiene Patients – Schedule their next 3, 4, 6-month appt when they are at the office. Take a second to stress to them how important this appointment is and what you’ll be looking for at their next appt. (It’s not just a cleaning.)

VALUE – Walk-Out Statement – Consider itemizing the hygiene appt walk out statement to include the no charge services… ie: Oral Cancer Screening, Nutrition Counseling, Oral Hygiene Instructions, Etc.  Be sure to ALWAYS give the full fee for that day even if they have “100 %” coverage with their insurance. They need to hear the actual dollar amount for each visit. Helps to put more value on the appt.

No-Shows / Late Arrivals – Always acknowledge your no-show/late patients with a call 3-5 minutes past appt. time.  If you get a voice mail – let the patient know you’re concerned because they missed their reservation.  If the patient doesn’t reschedule, send them a kind letter reminding them they were missed and what your office appointment guidelines are for changing appts.  The assistant or hygienist should be making these calls 3 – 5 minutes past appt time. If they can’t make the call right away they are responsible for having someone from the front office make the call for them. Be sure to document the action/ response.

Telephone – The dreaded telephone calls for same-day cancellation attempts from your patients. They can destroy a perfect schedule in a matter of minutes. Stay in control of your schedules by using the following verbiage…

Patient: I’m calling to cancel my appointment for today at 10:00, it’s just for a cleaning.

Admin: (with genuine concern) “Oh no! I hope everything is alright. Jenny was really looking forward to seeing you today for your appointment. Is there any way you can keep your reservation?” or

“Oh no! Thank you for calling, I know Jenny will be concerned, is there anything we can do so that you can be here today?”

or, if you have a broken appointment policy…

Admin: “Oh no! I’d hate for you to have to pay the broken appointment fee, is there any way you can make your reservation with Jenny?”

Now, if the patient is sorry and truly can’t make the appointment and this is the first time they’ve canceled an appointment, say this:

Admin: “I know that Jenny was looking forward to seeing you, I’m sorry that you weren’t able to provide us with 48 hrs advance notice due to (whatever their reason was) – we’ll go ahead and waive the broken appointment fee this time. Let’s get you rescheduled…”

Or if you don’t have a broken appt. policy, say this:

Admin: “We obviously made an appointment for you that isn’t convenient. Since your appointments are important, I want to make sure we never do that again. Is there a time we can schedule that you know will work better with your schedule?”

Document your conversation and that you waived the fee for this time and that the patient is aware next time they’ll be charged.

If the patient refuses to reschedule their appointment…

Admin: “That’s fine, but if I don’t hear back from you, I will call you on ______, how does that sound?” (Follow through on that promise.)

For patients that habitually cancel, I urge you to charge them your broken appointment fee and do not reschedule their appointment.

Admin:  “Mr/Ms (use their name), I can see that you have a really busy schedule and that makes it difficult for you to commit to an appointment time. I thought I was a busy person! What I recommend is that we place you on our “same day” call list. If we have an unexpected change in our schedule, we’ll give you a call. How does that sound?”

Document your conversation! Follow-up accordingly.

Whatever you do and no matter how desperate you are to fill the schedule DO NOT REAPPOINT habitual offenders! You should never be able to look at the schedule and point out who will most likely cancel or no-show.

I’m sure that’s never happened in your office, right? 😉

Work together as a team to come up with scripting that works for your office. Think of all the different scenarios and reasons patients call to cancel (cost, illness, work, no babysitter, schedule conflicts, etc.) and role-play the best responses. Your goal should be, if appropriate, respectfully help the patient find a way to keep the appointment as scheduled without threatening or embarrassing them.

Sending you wishes for a full and productive schedule… one that doesn’t fall apart!

I would love and truly appreciate for you to please leave a review/recommendation for me here on GOOGLE and/or FACEBOOK.

Don’t miss out on any of the ideas that I share each month! Are you receiving my complimentary Practice Management and Marketing Ideas in your email inbox each month? If not, please start following us today.  If you prefer, send me your email address at bhaydenconsulting@gmail.com and I will send you an invitation to follow my blog.

Yours for Greater Success,

Betty – Dental Coach

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Dental Office Tips and Ideas for March

Dental Office Tips and Ideas for March

Hello, Friends ~

The month of March is the final month of your first quarter. Make it count – spend some time reviewing your numbers, your plans for how to reach your goals, and ways to continually improve your office during the year. With March being Employee Spirit Month it’s also a great month to celebrate your dental team! (Well, isn’t every month a great month to celebrate your team?)

Note: March is an especially important month for any of you that typically struggle with your schedule during the month of September (AKA Sucktember). Be sure to pre-appoint your March hygiene patients for their 6-month continuing care appointments. (If this isn’t already being done with your hygiene patients, make it your goal to schedule their next appt. while they are there in the office.)

 Here are a few Practice Management and Marketing Ideas for March to get you started:

Dental Marketing and Practice Management Ideas from Betty Hayden Consulting

~ Practice Management Tips and Ideas ~

National Dentists Day: March 6th   – Spend today celebrating the awesome dentists’ in your life! Be sure to take a picture(s) of your dentist(s) to post on your social media pages with a message of appreciation.

National Dental Assistants Recognition Week: 3rd-9th – This is the week to celebrate your hard-working assistants! Be sure to take a picture(s) of your assistants to post on your social media pages with a message of appreciation.

Employee Spirit Month – If you want to increase employee trust, creativity, teamwork, engagement, and productivity, then it’s time to have some fun, commend more, improve communication and huddle up!

SEE A Happy Dental Team is not just a dream! and Dental Team Building Activities, Reward, and Incentive Tips and Ideas

Hygiene Continuing Care Opportunity ~

National Cleaning Week: 24 – 30th – Take advantage of the theme for this week by sharing hygiene continuing care email & text reminders with your patients that are due for their appointments. Be sure to include posts on your social media pages too.

~ Dental Marketing Tips & Ideas for the month of March ~

Theme: Tropical Luau

Product/Service Feature:  Teeth Whitening

Tagline: “Smiles So Bright You’ll Need To Wear Shades!

Special Offer: Offer teeth whitening at a reduced price or BOGO (encourages patients to bring a friend) or donate a portion of teeth whitening collections to a local charity.

Remind your patients that gift certificates are available!

Educational Opportunity –

National Kidney Month – Good dental health isn’t just about preventing cavities and keeping your gums healthy. Both tooth decay and gum disease can lead to infections that can cause problems for people with kidney disease.  A study in the Journal of Clinical Periodontology reported that people with kidney disease and those on dialysis are more likely to have periodontal disease and other oral health problems than the general population.

~ Social Media Post Ideas to Improve Engagement ~

Employee Appreciation Day 1st

World Compliment Day 1st

Oreo Cookie Day 6th

Daylight Savings Time 10th

Lips Appreciation Day 16th

Spring 20th

Kick Butts Day 20th

Spinach Day 26th

What are your plans to make March a great month?

I would love and truly appreciate for you to please leave a review/recommendation for me here on GOOGLE and/or FACEBOOK.

Don’t miss out on any of the ideas that I share each month! Are you receiving my complimentary Practice Management and Marketing Ideas in your email inbox each month? If not, please start following us today.  If you prefer, send me your email address at bhaydenconsulting@gmail.com and I will send you an invitation to follow my blog.

Yours for Greater Success,

~Betty

P.S. Please stop by and say hello to me on FacebookTwitterInstagramLinkedIn and Pinterest

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Tips and Ideas for How to Answer the Dental Office Telephone

Tips and Ideas for How to Answer the Dental Office Telephone

Hello Friends,

The telephone is your dental office lifeline.”

Whether it is a patient or referring dentist of a new or current patient calling your office, it is essential that the conversation is cared for in a professional, friendly manner that expresses genuine concern. What kind of impression is your dental office team creating for you? Do you know how effective they are in answering the office telephone? Does it really matter? Absolutely!

All of your marketing efforts lead people to the phone first. Don’t waste your money by losing the potential patient/referring dentist or aggravating current patients due to poor telephone skills and habits. Your entire team (clinical & admin) should be trained in how to properly answer the phone and handle the call. Answering the phone is a privilege and a great opportunity!

dental telephone scripting principles from betty hayden consulting

 

Here are a 10 helpful telephone tips & ideas:

  1. Smile before you pick up the phone.
  2. Answer the phone within the first couple of rings.
  3. Answer the phone with a thank you for calling, identify the office and give your name. (ex: Thank you for calling Dr.Smiles, this is Betty. I can help you.)
  4. Do NOT let the caller go to voice mail (or a busy signal!) during business hours (including lunch hours). People hate leaving messages. Oftentimes, they’ll hang up and call the next office on their list.
  5. Never, ever answer the phone with “hold please” or “can you hold?”! Take a quick second, find out who they are and what they need. People hate to be put on hold. If you are habitually needing to put callers on hold, you need more people answering the phones.
  6. For the few times when you do need to put a caller on hold – please, consider having a great message on hold service. Here’s why: Should I Use A Message On Hold Service?
  7. Get the caller’s name and use it often.
  8. Find out how they heard about your office (document the referral source!).
  9. “What type of insurance do you have?” shouldn’t be the first thing you ask. In fact, let the caller bring that part up. Your goal is to build a relationship with the caller, to get to know them and their expectations.
  10. Offer an appointment. Sounds obvious right? You might be surprised to know how many offices I have called as a “shopper” and was never offered an appointment.

Set aside some time to meet together as a team – everyone in the office should be trained on how to not only answer the phones but they should know how to handle the calls. At the very least, professionally & courteously direct the caller to someone who can help. Role play will help all to feel more comfortable handling different types of calls.

As a team, create your Telephone Principles (Scripts) which are your goals & expectations for each call.

Know how to respond to the following callers:

  • Shopper Callers – Great opportunity! Typically, the shopper caller has a need and is ready to “buy”, that’s why they are “shopping”.  Don’t blow it by refusing to quote fees over the phone.
  • Insurance Questions – Have a great response to: “Do you take —-ins?
  • Wrong Numbers – offer an appointment anyway. 😉
  • Sales Calls – Be kind, they’re just doing their job. Maybe they need an appointment. Plus, you don’t know who they know. It’s simple – always be kind.
  • Organizations or local businesses requesting donations – Empower your team to fulfill their request. At the very least, offer them an appointment.

The telephone ringing should never be viewed as an interruption to your already too busy day. Certainly, handling the phones is a big responsibility but it’s an even bigger privilege. Don’t miss out on any opportunities to set your office apart from the others by always exceeding the caller’s expectations.

If you have questions about how to successfully handle telephone calls or need help training your team, don’t wait, ask for help. I’m ready to help you. Email:bhaydenconsulting@gmail.com

If you enjoy the complimentary ideas that I share each month, I would love and truly appreciate for you to please leave a review on GOOGLE and/or FACEBOOK

Be sure to take a second and subscribe to receive in your email inbox each month, my FREE dental marketing and practice management tip & ideas. Or feel free to Email me (bhaydenconsulting@gmail.com) and I’ll send you an invitation to follow my ideas.

Yours for Greater Success,

~Betty

P.S. Please stop by and say hello to me on  FacebookTwitterInstagramLinkedIn and Pinterest

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