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Seventy percent of success is showing up!

Les Jones explains why practices have difficulties attracting new patients and converting treatment plans into treatments.

I’ve never really been one for those inspirational quotes from the great and the good, but one quote that has really stuck with me over the years is from the film director Woody Allen, who said: ‘70% of success in life is showing up.’ In other words, if you’re prepared to put yourself forward and try things, good things generally follow.

Of course, if you flip that quote on its head, it says that those people who fail, do so because they don’t step up to the plate. And this is something I see in many of the dental practices I visit, practices who want to attract new patients, but don’t want to invest any money or resources in doing so, practices that want to drive up referrals but fail to ask for them or hand out referral cards, practices that want to convert more treatment plans into treatments, but shy away from patient finance or taking the time to talk the patient through the plan in layman’s terms. Everywhere you look there are practices who are well aware of the theory, but who, for some reason, are unable to commit to putting it into practise.

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