{"id":6998,"date":"2021-09-01T04:09:35","date_gmt":"2021-09-01T08:09:35","guid":{"rendered":"https:\/\/themcanallysellingsystem.com\/?p=6998"},"modified":"2023-05-24T12:01:23","modified_gmt":"2023-05-24T16:01:23","slug":"implant-case-presentation-is-not-what-you-were-taught-in-dental-school","status":"publish","type":"post","link":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/","title":{"rendered":"Implant Case Presentation Is Not What You Were Taught In Dental School"},"content":{"rendered":"

\"dentalHave you spent many thousands of dollars on implant advertising and you received leads, but not many leads ended up as cases?<\/p>\n

Is your local area saturated by corporate chains like ClearChoice, Aspen Dental, Heartland, Affordable Dentures & Implants, and others?<\/p>\n

Do you hate the feeling of being a salesperson who needs to \u201cclose\u201d people on treatments?<\/p>\n

Does what you\u2019ve been told related to sales in dental implant CE courses feel like it doesn\u2019t belong in a professional practice or sound \u2018gimmicky?\u2019<\/p>\n

Are you still presenting your implant cases as taught to you in dental school with lists of procedures, codes, and \u201cstages\u201d of treatment?<\/p>\n

If you answered\u00a0Yes\u00a0to any of these questions, then your implant practice business diagnosis is \u2018a lack of exposure to and lack of usage of professional selling as taught at an MBA level program<\/a>.\u2019<\/em><\/strong><\/p>\n

What Dental School Training Gets Wrong<\/h2>\n

Sales at\u00a0dental implant or other advanced \u00a0CE courses is invariably taught at the last hour of the last day.<\/u>\u00a0 Why?\u00a0 Because it\u2019s an afterthought for the CE provider and the implant clinicians in attendance don\u2019t demand answers to sales issues.\u00a0 Many would go as far to say \u201cI\u2019d rather have a root canal then talk about sales.\u201d<\/p>\n

The mindset of most clinicians (even the brightest and best technically) routinely are disconnected between what new technique they just learned and the minimal cases they will actually treat with that technique due to advertising issues and\/or not following a standardized sales process (just as they would the new clinical procedure with steps for success).<\/p>\n

They are disconnected from the reality of how implant patients buy and decide and don\u2019t even know to demand that CE courses teach this seriously for the dollars they spend.\u00a0 So what you get is \u2018last day, last hour.\u2019<\/p>\n

Sales becomes critical anytime the treatment plan passes the $3,000 mark.<\/strong><\/p>\n

Even the most basic removable implant treatment plan is at least 3X that baseline yet the majority of implant dentists present cases (AKA sell) just like they did in dental school or worse they are trying to piece-meal a bunch of one liner tactics taught from all those \u2018last day last hours\u2019 \u00a0in their CE courses.<\/p>\n

And they keep repeating the same process over and over yet getting the same dismal results.<\/p>\n

The Definition of Insanity<\/h2>\n

Just as any example, ask the average implantologist what percentage of spouses or financial others attend their case presentations.\u00a0 They\u2019ll say 50% while their staff will say 30%. In reality, they have no idea\/have never objectively measured it and both numbers are going tone more optimistic than reality.<\/p>\n

The MBA-level metric for success with this is a minimum of 80-90% of financial stakeholders being present at sales presentations.\u00a0 Even in a dental setting, this is easily achievable with a standardized sales process but without standardization, it\u2019s 10-20% and as a result fewer patients are helped due to ignorance of this most basic rule of professional sales.<\/p>\n

So, as of today, you can no longer say you are ignorant on this topic with your results. \u00a0It\u2019s now up to you to address it either as part of full arch case advertising work with us or on your own.\u00a0 If you don\u2019t want to address this, my advice is get out of the clinical business of anything but insurance based procedures as you are seriously wasting your time, ad dollars if you are advertising, and are needlessly frustrating yourself.<\/p>\n

Refocusing Your Efforts<\/h2>\n

The reason we focus on sales and sales process and MBA-level selling with our advertising clients is because we acknowledge the truth that \u2013 without this, cases are greatly diminished, ad dollars are wasted, and fewer patients are helped. \u00a0That last item is a big deal in this business of restoring \u2018bombed out arches\u2019 and \u2018dental disaster patients.\u2019 I want to see those patients who respond to our ads helped.<\/p>\n

Click here to have your one-on-one discussion about this with Dr. McAnally.<\/em><\/a><\/p>\n

Full-Arch Program Testimonials<\/h2>\n
\n

\u201cJames, please turn off your full arch implant ads! We have so many cases right now we can\u2019t keep up. Two back to back record months in my 25 year career this summer. October already has $90K on the books and we are routinely presenting three $50K cases every week. Having fun but so busy!\u201d
\n\u2013 Dr. Kathy C., Buffalo, NY<\/strong><\/p>\n

\u201cThe Full Arch Program with\u00a0Medicare<\/a>\u00a0Option has given me the implant practice of my dreams.\u201d
\n\u2013 Dr. F. A. Charlotte, NC<\/strong><\/p>\n<\/blockquote>\n<\/div><\/div><\/div><\/div><\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":13,"featured_media":7005,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"footnotes":""},"categories":[194,187,173,180,176,191,9,15,1],"tags":[220,337,333,334,335,237,221,336],"yoast_head":"\nImplant Case Presentation Is Not What You Were Taught In Dental School<\/title>\n<meta name=\"description\" content=\"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Implant Case Presentation Is Not What You Were Taught In Dental School\" \/>\n<meta property=\"og:description\" content=\"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/\" \/>\n<meta property=\"og:site_name\" content=\"The McAnally Selling System\" \/>\n<meta property=\"article:published_time\" content=\"2021-09-01T08:09:35+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-24T16:01:23+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"960\" \/>\n\t<meta property=\"og:image:height\" content=\"699\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"jonathanr\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"jonathanr\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/\",\"url\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/\",\"name\":\"Implant Case Presentation Is Not What You Were Taught In Dental School\",\"isPartOf\":{\"@id\":\"https:\/\/themcanallysellingsystem.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp\",\"datePublished\":\"2021-09-01T08:09:35+00:00\",\"dateModified\":\"2023-05-24T16:01:23+00:00\",\"author\":{\"@id\":\"https:\/\/themcanallysellingsystem.com\/#\/schema\/person\/36eb75da84652b279d867b97e1b5432a\"},\"description\":\"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.\",\"breadcrumb\":{\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage\",\"url\":\"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp\",\"contentUrl\":\"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp\",\"width\":960,\"height\":699,\"caption\":\"dental implant school\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/themcanallysellingsystem.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Implant Case Presentation Is Not What You Were Taught In Dental School\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/themcanallysellingsystem.com\/#website\",\"url\":\"https:\/\/themcanallysellingsystem.com\/\",\"name\":\"The McAnally Selling System\",\"description\":\"Learn how to sell Big Cases with confidence.\u2122\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/themcanallysellingsystem.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/themcanallysellingsystem.com\/#\/schema\/person\/36eb75da84652b279d867b97e1b5432a\",\"name\":\"jonathanr\",\"url\":\"https:\/\/themcanallysellingsystem.com\/author\/jonathanr\/\"}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Implant Case Presentation Is Not What You Were Taught In Dental School","description":"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/","og_locale":"en_US","og_type":"article","og_title":"Implant Case Presentation Is Not What You Were Taught In Dental School","og_description":"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.","og_url":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/","og_site_name":"The McAnally Selling System","article_published_time":"2021-09-01T08:09:35+00:00","article_modified_time":"2023-05-24T16:01:23+00:00","og_image":[{"width":960,"height":699,"url":"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp","type":"image\/webp"}],"author":"jonathanr","twitter_misc":{"Written by":"jonathanr","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/","url":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/","name":"Implant Case Presentation Is Not What You Were Taught In Dental School","isPartOf":{"@id":"https:\/\/themcanallysellingsystem.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage"},"image":{"@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage"},"thumbnailUrl":"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp","datePublished":"2021-09-01T08:09:35+00:00","dateModified":"2023-05-24T16:01:23+00:00","author":{"@id":"https:\/\/themcanallysellingsystem.com\/#\/schema\/person\/36eb75da84652b279d867b97e1b5432a"},"description":"Have you spent thousands on implant advertising and received leads, but not many ended up as cases? Let's fix your implant case presentation.","breadcrumb":{"@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#primaryimage","url":"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp","contentUrl":"https:\/\/themcanallysellingsystem.com\/wp-content\/uploads\/2021\/09\/school-work-851328_960_720.webp","width":960,"height":699,"caption":"dental implant school"},{"@type":"BreadcrumbList","@id":"https:\/\/themcanallysellingsystem.com\/implant-case-presentation-is-not-what-you-were-taught-in-dental-school\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/themcanallysellingsystem.com\/"},{"@type":"ListItem","position":2,"name":"Implant Case Presentation Is Not What You Were Taught In Dental School"}]},{"@type":"WebSite","@id":"https:\/\/themcanallysellingsystem.com\/#website","url":"https:\/\/themcanallysellingsystem.com\/","name":"The McAnally Selling System","description":"Learn how to sell Big Cases with confidence.\u2122","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/themcanallysellingsystem.com\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/themcanallysellingsystem.com\/#\/schema\/person\/36eb75da84652b279d867b97e1b5432a","name":"jonathanr","url":"https:\/\/themcanallysellingsystem.com\/author\/jonathanr\/"}]}},"_links":{"self":[{"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/posts\/6998"}],"collection":[{"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/users\/13"}],"replies":[{"embeddable":true,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/comments?post=6998"}],"version-history":[{"count":0,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/posts\/6998\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/media\/7005"}],"wp:attachment":[{"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/media?parent=6998"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/categories?post=6998"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/themcanallysellingsystem.com\/wp-json\/wp\/v2\/tags?post=6998"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}