A message from Sandy. A  frequently asked question when discussing follow-up strategies is, “How much is too much?” or “How many calls should I make?”
There is no clear or definitive answer; however, think carefully when developing your own rules and guidelines. Will you base follow-up strictly on dollar amount? Urgency ? Or also take into consideration relationship building and the potential for future treatment?  How will we determine what may be of value to that patient?  How can we be a resource for them?  Will you call once or twice, three times,  perhaps incorporate an e-mail?

Once you have determined your individual thresholds, you need to…
Develop a plan:
You can’t simply keep calling a prospect and say, “Hi, it’s Kelley following up to see if you have made a decision yet.” That approach will get you nowhere…FAST!
The key is to find ways to keep your name on the patients radar. Here’s why…
Many buying decisions go into a holding pattern while your patient deals with personal problems, the spouse approval processes, financial planning, and  other pressing medical issues.  Although the buying decision may be a priority today, it can be pushed the bottom of the list tomorrow when your patient  has a more pressing problem to deal with.
You also need to figure out how you can…
Become a resource for that person:
For example, if you know that your patient struggles with periodontal disease and other health problems, look for information that addresses these issues. You don’t have to be an expert. You just want them to know how much you care for their overall well-being. Sometimes, these follow-up calls never include any talk  of dental treatment, you really are just checking in with true concern for them. This may not be the appropriate time to ask about their full mouth reconstruction, but it is always the appropriate time for concern.

If you’re going to call, make sure that each message or discussion adds some type of value. Patients will accept regular contact from you providing you stand out from other dental offices and the experiences the patient may have had in the past. Your goal is to contribute value and/or expertise. You don’t want to come across as a pest.

Could your  team improve their follow-up?