Why do only about 5% of dentists understand the relationship between selling and marketing?
Because the other 95 percent never had to. Routine general dentistry has historically operated on a referral and word-of-mouth model that did not require explicit selling. Patients arrived, the dentist did the work, and the practice continued. The model worked for decades. It stopped working as insurance reimbursements compressed, as patient acquisition costs rose, and as patients became comparison shoppers. The 5 percent who adapt and learn selling thrive in the new economics. The 95 percent stuck in the old model wonder why their margins are shrinking. The understanding has nothing to do with intelligence or clinical capability. It has everything to do with whether the dentist has accepted that selling is a professional skill worth developing, separate from clinical training. Most have not.
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.