3 Gateways from a New Lead to YES!
Don't you wish EVERY generated lead made a beeline to say YES to you and your services? We all do, but the reality is that few glide right through the traditional gateways and START right away.
These days it is not uncommon for an orthodontic office to experience a mere 36% traversing that desired beeline to a YES and starting treatment.
36%?!?!?!
Yes, 36%! Don't be surprised if out of 100 leads/calls, you only have 36 individuals start without meandering through rescheduling, observation, or pending. Very few move "straight through" the process.
Now that does not mean they "never ever" start; it simply means they take detours or meander through the process. Then our job is to help get them back on the journey to the goal of a "YES."
So what ARE the three gateways?
Gateway #1 - Contact to Exam
Gateway #2 - Exam to Ready-to-Start
Gateway #3 - Ready-to-Start to YES!
Each gateway is an unfortunate opportunity for a lead to fall out of the process, meaning we either need to spend MORE marketing dollars to generate yet another lead OR ensure we have supporting processes to re-engage a lead to continue down the path to a YES and begin treatment.
Straight Through Processing (STP) is truly the "Happy Path" to production and income for your practice. And I want you to know more about it. Check out the video below and then download a comprehensive 12-page pdf about Straight Through Processing and how you can easily calculate it for YOUR practice.
Download my Straight Through Processing PDF
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“The Schulman Group is pleased to call Amy Demas/Communicate Excellence one of our valued preferred consultants and a huge advocate for our educational programming efforts. Her "can do" attitude has served the group in many capacities over the years…..as a consultant, as a program speaker and most recently served as moderator for our Doctor and Team Meeting. As speaker and consultant, Amy offers invaluable insight on communication skills for all orthodontic team members and has helped a number of our members streamline and improve office interactions with patients.”
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