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Part 2 of 3 By Denise Ciardello Easy Dental Trainer and Co-Founder, Global Team Solutions consulting firm n When I go into practices to triage their business emergencies, I often find the answers are simpler than many thought possible. I have writ- ten an eBook with five things you can start doing today to have the most productive and efficient practice. In Part 1, in Thursday’s issue of today, we discussed making a per- sonal connection. Remember the three Rs The three Rs you learned in school were important, but for a healthy and productive dental practice, you need to master these: • Recall • Reactivation • Referrals Dentists pour a great deal of effort and money into external marketing to try to attract new patients, but they forgetthetreasuretrovetheyalready have: their patient list. Revitalize your practice by using this incredible resource. Recall is truly the heartbeat of the practice. When patients are having regular visits in the hygiene chair, you will benefit from their repeat visits as well as revenue from any treatment you recommend. A good rule of thumb for a general practice is that 33 percent of your overall production should be coming from procedures performed in the hygiene chair, meaning everything but exams. Remember: When you keep the hygiene schedule full, the restorative schedule will stay full as well. Reactivation goes hand in hand with recall. Getting previous patients back into the office is much easier thanattractingnewpatients,because patients who have been in before are already familiar with the office, the dentist and the team. Make your reactivation campaign methodical. Start with your practice- management (PM) software, which should have reports telling you who these patients are and how to locate them. Your team may need to divide up the list to tackle it. Create a stand- ard script so everyone can approach patients in the same way. Make — and most importantly, write down — your goals, get everyone on board and hold them accountable. Henry Schein Easy Dental is the easiest, most affordable solution, designed to be powerful yet simple. It streamlines and automates processes and daily operations so you can focus on your practice. Great practice management soft- ware doesn’t have to be complicated! Come visit Henry Schein Practice Solutions at booth No. 2013 to dis- cover your simple solution. Referrals. Do you know what your patients are saying about you? Ameri- cans tell an average of nine people about a good experience, and they tell up to 16 (nearly two times more) people about their poor experiences (Source: American Express Survey, 2011). Asking your patients for referrals lets them know you are accepting new patients. To accelerate referrals, consider sending thank-you cards for patients who refer others or having a referral campaign with a drawing for all the patients who refer friends and family members to your practice. Find these tips and more when you download my free eBook at www. easydental.com/ada. exhibitors16 ADA 2015 — November 6, 2015 5 ways to increase practice productivity Ad Here at the ADA Stop by Henry Schein Practice Solu- tions, booth No. 2013, to get help with your practice-management software. And pick up the Saturday issue of today to get more tips on increasing productivity. 5 Denise Ciardello 5 (Photos/Provided by Henry Schein)