May 31, 2020
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What do you think might be the 2 or 3 things that people are using as reasons NOT to come to your office?

➢ Is It Safe?
➢ How much is it going to cost?
➢ How much is it going to hurt?

For each of these items, its valuable to craft a simple answer?


❖ It’s probably the safest place you’ll be all day because we screen everyone and doing a  lot more (explain).
❖ It’s going to cost way less now, than it will be if you delay care (tell a story).
❖ It’s going to hurt way less now than it will if you delay care (tell a story).

The challenge is how to enter the conversation happening in the person’s head and then what type of message will communicate the simple answer?

Here are some suggestions.

The most direct way is to send a personalized note, if you can.

Other ways include:

• Email
• Newsletter
• Facebook post
• Facebook Live
• Other Social Media
• Webinar
• Cable TV (is now cheaper than ever)
• Radio (ditto)


The best way to overcome the objections of safety, price and comfort, or any objection for that matter, is via STORIES and SOCIAL PROOF.

Stories of people who waited too long and had more costly and more painful situations abound.  Social Proof, involves showing people that others are coming in.  The most effective ways to do that include:

✓ Video Testimonials
✓ Written testimonials
✓ Google or other 5-Star REVIEWS
✓ Post Pictures

Use multiple tactics.  The more, the merrier, as people are now inundated with such communications.

Making yours stand out is more challenging.

So, the more OUTRAGEOUS the delivery, the more likely you’ll be seen and heard.


Just some things to think about during your REBOOT.

And, if you want more FREE pearls, go to:


To everyone’s excellent success,
Michael, Laurie and the PPS team

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Dr. Michael Goldberg is one of the leading educators on dental practice management in the United States.

Michael ran and sold a prestigious group practice in Manhattan and has been on Faculty at Columbia University and New York-Presbyterian Medical Center for 30 years including Director of the GPR program and Director of the course on Practice Management.

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