If you were to take the exact same 10 prospects (who needed dental work) and sent them to two different dentists, what would be the result?
There's a reasonable chance that one dentist might convert 6-7-8 to patients while the other might convert 2 or 3. Plus, the dentist who was able to convert the higher percentage would, most likely, end up with intial cases worth 2, 3 or 4 times more than the other dentist.
Why the difference: The dentist's personality, persuasiveness and case presentation ability.
I've worked with a number of dentists who have had an uncanny ability to convert prospects into patients ... and I've worked with a number of dentists who haven't.
The dentist who is able to convert, thinks s/he's getting high quality patients. The dentist who isn't able to convert, thinks they're low quality ... even when the demographics are similar.
The moral: Patient Quality is often determined by the ability of dentist to convert ... and not by the patient's situation.
Copyright 2007 by Galen Stilson
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