AUD $397.00
For business owners or managers
Getting to ‘Yes’ … in the First Visit!
How to attract and educate a steady stream of ideal clients who readily agree to high-end, £10k+ treatment plans ... in their very first visit to your practice!
(Workshop normally AUD $2645.00 to attend in person.)
Now Available on Audio .mp3 for Immediate Download!
The Unusual Australian Dentist
Dr Paddi Lund Paddi works only 22 hrs in his single dentist practice.
- He does no marketing or advertising,
- Employs no hygienists,
- Only has only around 750 active patients,
Dentistry.co.uk announced
Dr Paddi Lund as the 7th most influential figure in the UK
and most influential outside England.
Dr Paddi Lund as the 7th most influential figure in the UK
and most influential outside England.
- And is located in a working class suburb of Brisbane, Australia.
Yet he makes a lot more money that the dentists around him. The reason why can be found in one critical aspect of Paddi’s business.
More than three-quarters of Paddi's clients
make big money buying decisions in their first visit,
...and more than half of them begin major treatment
right there and then!
make big money buying decisions in their first visit,
...and more than half of them begin major treatment
right there and then!
Paddi has discovered a way to find lots of his ‘ideal customers’ who really need and can afford the type of high-end dentistry he likes to offer … rather that working hard to persuade those who have a lesser need or have trouble affording it.
Paddi has set up systems and tools that ensure his customers are comfortably guided to a point where they almost inevitable agree to their work. In this way the amount of time in the normal sales cycle is dramatically shortened – that is, the time between first contact with a new customer and major case acceptance – and at the same time in a manner that has dramatically improved the way customers think and feel about elective dentistry.
So if ‘selling’ is a frustration - and a difficult and lengthy sales process is suffocating your cashflow - then this workshop will help you to see the process of introducing clients to dentistry in a whole new light.
Good-bye to traditional ‘selling’
Paddi’s experience shows him that getting your customers to say ‘yes’ is, by far, more dependent upon what has happened up to that point than anything you might say in presenting your treatment plan. It’s not what you say in your case presentation that matters as much as it’s everything your client experiences in your actions that makes the difference.
More important than any sales technique in influencing a customer’s buying decision is:
- A feeling of confidence in your ability and expertise,
- Trust in your integrity and your wish to do the best for them,
- Being comfortable, relaxed and in control in the environment you provide,
- A Feeling that they are empowered and so can make decisions,
- That they've been educated to the benefits and value for money of what you offer,
- The right people sitting in your office to begin with – those you’d like to treat, want what you have to offer and have money available to pay.
The existence of a process that engenders this position – the right customers with the right feelings towards you and your business – is what separates buying in the first visit from the more usual selling in several visits approach.
In the more traditional environment customers often simply aren’t ready to buy in their first consultation. If you try, that’s when your customer leaves without making a decision saying things like the dreaded, “I’ll think about it.” or the equally sabotaging, “I’ll have to talk to my husband/wife/uncle/accountant/cat (choose any one) before I can make a decision!”
“You had me at ‘Hello’!”
But it doesn’t have to be that way. Paddi has built a system that prepares customers to buy long before they sit down with him, even well before they first set foot in his door for their first visit. In Paddi’s business, buying dentistry is designed to be practically inevitable from the moment new customers first pick up the phone to say, “Hello!”
In this workshop event you’ll learn about Paddi’s 7 Steps to ‘Yes’ in the First Visit as well as the most critical components that you’ll want to incorporate in your business so that you, too, can operate more effectively in fewer visits.
During the program you’ll discover,
- Choosing just the right patients for your style of dentistry.
- Removing the ‘exactly this much money’ obstacles (and others!) so people buy quickly.
- Educating for benefits to ensure customers desire your preferred treatment.
- Demonstrating care & concern before you both enter the treatment room.
- Building Status & Trust without boasting and grandstanding.
- Giving just enough information to customers (but not too much!)
- Using precise words that create flexible treatment plans
Systems & Tools to make it consistent and easy
Two of the most important systems that you’ll focus on in the Workshop – and the two of Paddi’s concepts that play the largest part in 7 Steps to ‘Yes’ in the First Visit – are Paddi’s famed Welcome Book and Critical Non-Essentials.
A significant part of the workshop will be devoted to understanding, developing, polishing and crystallising these two vital tools for your business. Paddi, as well as a host of other colleagues and experts, will put your business (and specifically your techniques for dealing with customers) under the microscope. In this hands-on environment, your business and strategic approach will get a real make-over from business experts as well as experienced colleagues who know what they’re doing.
Consequently, as a requirement of attending, you’ll be asked first to read and devour four of Paddi’s publications that relate to these ‘Yes’ in the First Visit Tools.
- The Absolutely Critical Non-Essentials
- Training Customers to Treasure Your Business
- Mobilising Your Customer Sales Force, and
- The Welcome Book Construction Kit – including a copy of Paddi’s own Welcome Book to go by.
As part of your investment, these publications will arrive on your doorstep after you book your seat. We do this so that you get the most value out of your personal time with Paddi. You probably don’t want Paddi to talk for hours about his philosophy – you can hear that in his other events. This workshop is about getting you off the ground and moving towards ‘Yes’ in the First Visit. Hence, the more you understand Paddi’s core concepts before you arrive, the more time we’ll get to spend on workshopping the Tools and their implementation.
All attendees will be required to bring at least proto-type versions of their own Welcome Book and a host of ideas for Critical Non-Essentials as well as Super CNe’s – those Critical Non-Essentials that give your customers great stories to tell and initiate most referral conversations.
That’s why this workshop is for graduates of Paddi’s previous courses who are serious about implementing his most impactful systems, including the Welcome Book and the Critical Non-Essentials.
(If you already have some or all of these publications, your investment will be reduced – please see below.)
The Inevitable Buying Decision
Imagine that from the moment you first meet a new customer they are predisposed to buying, implicitly trust in your professional opinion and are eager to take action on your recommendations.
Imagine that from the time your new customers first hear about your dental business they are swept along in a current of automated systems, processes and actions that make it practically inevitable that they will say ‘yes’ to buying the products and services you want to offer them … and in addition will give you a heart felt, ‘Thank-you’ after paying their bill.
Well that is how Paddi’s system works for him. More than 90% of the customers he asks buy comprehensive treatment in their first visit (and 60% start right then and there)! That’s a far cry from the time when only 40% of customers accepted Paddi’s comprehensive treatment plans, and it often took weeks or months to start the work.
It’s no wonder that Paddi now works just 3 days a week, earns far more than ever before and really enjoys his dentistry!
Implementing the ideas, not just talking about them
Join Paddi and a team of experts in this 1 ½ day workshop designed so that you walk away with a plan for enhancing the way you build relationships with new clients and lead people to buying decisions quickly, easily and with great appreciation in return.
If you want to know how to create the systems in your business that will help produce similar results to Paddi’s – that is, a higher proportion of clients who buy comprehensive treatment in their first visit – then you need to be at this workshop.
During the 1 ½ days Paddi will guide you through the 7 Steps to ‘Yes’ in the First Visit! so that you understand the importance of each one, but most of the time will be devoted to workshopping and implementing the ideas, not just talking about them. As part of the program, you’ll experience,
- Fully guided preparation in advance of the event that you and your team will complete in the 3 months leading up to it so that you arrive fully informed, educated in the basics and ready to take on board and implement Paddi’s higher level systems.
- Small group exercises during the workshop – with Paddi and other experts guiding you – to interpret what the ideas mean to your situation and translate the steps, words, systems to suit your business.
- A series of Focus Seat Consultations where Paddi and other experts will drill down into a few attendees businesses to tailor the ideas to suit their specific situations plus address the issues that might be limiting current success in this area.
- Specific group research projects between sessions so that you fully integrate the ideas.
- A connected network of like minded individuals that you can tap into after the event to share successes, resolve challenges and stimulate your progress.
Requirements for Attending
This event is exclusively for the more advanced practices who already experienced Paddi’s ideas and have been working with them in their business.
- You must have seen Paddi’s more general 1 day presentation before attending the Workshop, either in seminar or on DVD.
- You must have a first draft of your own Welcome Book at the Workshop – as part of your investment, you will be sent Paddi’s publication, The Welcome Book Construction Kit (a value of £295) to guide you through the process which includes a copy of Paddi’s Welcome Book for you to go by.
- You must have an initial list of ideas for Critical Non-Essentials in your business – your investment includes 3 copies of Paddi’s book, The Absolutely Critical Non-Essentials (a value of £60) and you’ll be given a recommended strategy for meeting with your team to generate the ideas.
- You’ll be asked to complete a confidential business questionnaire so that Paddi and other experts in the room can learn about your business in advance and there recommend more effective strategies as a result during the Workshop.
- The Welcome Book Construction Kit (a value of £295)
- 3 x The Absolutely Critical Non Essentials (a value of £60)
- Mobilising Your Customer Sales Force (a value of £49.95)
- Training Customers to Treasure Your Business (a value of £49.95)
Or a total value of over £450 (more with shipping) as part of your seminar investment.
Your Investment
Primary Delegates: AUD $2645.00 Includes all required publications.
Secondary Delegates: AUD $1450.00 (suitable for business partners or practice managers)
(If you already have Paddi’s Welcome Book Construction Kit and other publications your investment will be AUD $2245.00. We'll be in touch before we finalise your booking.)
Who should attend
For graduates of Paddi’s previous courses (in person or on video DVD) who are serious about implementing his most impactful systems.
By using Paddi’s tried and tested method to ensure your customers quickly and easily agree to you treatment recommendations you can,
- Save time and effort,
- Decrease frustrating failures and
- Avoid those embarrassing sales pitches.
Book your seats at this unique event today. Paddi has limited his presentations around the world to once a year, so take advantage of his rare UK trip while you can.
Now Available on Audio .mp3 for Immediate Download!
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Getting to 'Yes' ... in One Visit! On-line Audio
AUD $397.00 How to attract and educate a steady stream of ideal clients who readily agree to high-end, $10k+ treatment plans ... in their very first visit to your practice! And are happy to get started that very day! |
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