What is the service-purchase pyramid that determines whether a patient will actually buy professional dental work?
Four layers, stacked. At the base is education and competence. The patient acknowledges the training and licensing that qualified the professional to offer the service. Above that is a professional management system. The patient sees organized, efficient operations and reads that as competence in practice. Above that are trust and credibility factors. Local reputation, online reviews, word of mouth from other patients, the small signals the practice gives off. At the top is the selling system itself. Only when the three lower layers are in place does the selling work at the top translate into accepted treatment. Practices that skip the foundation and try to compensate with sales tactics fail. Practices that have the foundation but no selling system also fail, just at a different point in the funnel. All four layers have to be present. The pyramid is the model. Build it deliberately.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.
