Many of us are struggling in this economy. Slow times hit hard, and now with all of the talk in the air about a possible recession, things might feel even scarier. Fewer patients and lighter schedules mean empty chairs, and those empty chairs can put a serious dent in practices' bottom lines. When the economy is shaky, it's more important than ever to get back to the fundamentals. Your marketing, customer service, treatment planning, financial arrangements, and communication must all be on point, and if they are not, then it's time to get to work on your business. Whether that involves changing up services, offering new discounts, or getting out there in your community, there are plenty of ways to make this happen. Here are nine strategies that we've focused on in our business that are actually helping us through these slow times.

1. Introduce New Services

Let's face it-people love options. If your practice only offers the basics (eg, exams, cleanings, restorations), then you're missing out on a whole world of opportunities. Patients are always looking for more, and adding services, such as cosmetic dentistry, clear aligners, dental implants, or sleep apnea treatments, can give them a reason to choose your office over the competition. Offering these big-ticket, specialized services can help you attract a new crowd of patients who are looking for more than just basic cleanings. Bonus points if you host educational workshops on topics such as dental implants or orthodontics. People love free information, and it's a great way to showcase your expertise.

But what if you're not ready to bring in new equipment or undergo training to provide advanced services? No worries. You can still make your practice more accessible by offering "free" teledentistry consults. Virtual consultations can be a great way for patients to dip their toes in without the hassle of an in-office visit. And who knows? That quick virtual check-in could turn into a more lucrative in-person procedure down the line.

2. Offer Special Discounts and Promotions

Consumers (ie, patients) respond to "specials" or discounts, especially when money is tight. A well-timed promotion or discount may be just what your patients need to book that next crown. Seasonal discounts can work wonders. Use-it-or-lose-it campaigns for health savings account balances, which should begin in September, can really help to fill the schedule.

And don't forget about referral programs. We all know that internal referrals are the best referrals. Your current patients already love what you do, so why not encourage them to spread the word? Offering incentives for referrals, such as a free service or a discount, can turn your patient base into your best marketing team. If you've got thousands of patients in your system, a simple email blast or social media post could net you some solid new leads. Top that off with a loyalty program to reward repeat patients, and you've got a recipe for success.

3. Improve the Patient Experience

People remember how places make them feel, and this goes for dental offices too. Think about how your office looks and feels. Is your waiting room furniture comfortable? Do you offer free Wi-Fi or coffee? These small touches can turn an average visit into a great one. However, comfort is not the only thing that keeps patients coming back. Personalizing care for each patient can make a huge difference. When patients feel like more than just a number, they're more likely to stay loyal to your practice. Oh, and speaking of loyalty, don't forget about the power of asking for referrals during those positive moments. If patients are raving about how much they love your office, that's your cue to hand them a referral card. Even better, incentivize your staff to help out by offering bonuses for successful referrals.

4. Revamp Patient Engagement and Communication

Patients are busy, so make it as easy as possible for them to stay on track with their dental care. Automated reminders, whether via email or text message, are a no-brainer when it comes to reducing no-shows. And if patients do miss their appointments, don't let them slip through the cracks. A quick follow-up call or email can go a long way in filling those open slots. Remember, it's all about consistent communication. A monthly or quarterly newsletter that highlights new services, special promotions, or even office news can help to keep you top of mind with your patients. It's all about staying connected and making it easy for them to come back in.

5. Run a Reactivation Campaign

Do you have patients who haven't come in for 6 months or more? Time to reel them back in. A reactivation campaign can help you reconnect with those patients and remind them why they loved your practice in the first place. A friendly phone call, email, or even an old-fashioned letter can be all it takes to get them back in the chair. Make it clear that you're still there and ready to help them keep up with their oral health and maybe throw in a little incentive to sweeten the deal.

6. Optimize Your Financial Arrangements

Consumers think in terms of a monthly budget. Oftentimes, the reason that patients hesitate to schedule appointments is simple: money. Offering flexible payment options can help ease that concern. Whether it's offering prepay discounts, in-house payment plans, or third-party financing options, making payments easier and more manageable is a surefire way to keep patients coming back. It's critical that each and every patient is provided with all of the available options with clear explanations. The easier you make it for patients to afford your services, the more likely they will be to accept and complete treatment. When they feel like they have control over their payment options, big procedures don't feel quite as intimidating.

7. Build Value in Your Services

You know how great your services are, but do your patients know? Leverage modern technology, such as intraoral cameras or digital imaging, to help patients visualize their dental needs. The more they see and understand, the more valuable your care becomes in their eyes. Educating patients may be the best way to build value. Take a moment during each patient's visit to explain what you're doing and why. When patients feel educated and involved in their treatment, they're more likely to trust you-and return for future appointments.

8. Market Your Social Proof

If you're not already shouting from the rooftops about your happy patients, now's the time to start. Get active on social media and share patient testimonials, before-and-after photographs, and even behind-the-scenes moments in your office. Patients love seeing the human side of your practice, and social media is an easy and free way to show it off. Beyond opportunities in the digital world, don't underestimate the power of being present in your community. Sponsor local events, set up a booth at a health fair, or host your own open house. The more that people see your name and face, the more likely they will be to choose you when they need a dentist.

9. Promote Your Membership Plan

Last, but definitely not least, don't forget to highlight the obvious benefits of your membership plan. Membership plans are great for both insured and uninsured patients, providing them with affordable and flexible options for dental care. Promoting membership plans can encourage patients to stick with your practice, especially during slow times, because they know that they're getting the most bang for their buck. Incentivize sign-ups with special offers, such as a discount on the first visit, and use patient testimonials to show how your plan has helped others. It's a win-win for your practice and your patients.

In fact, according to Roger P. Levin, CEO of Levin Group, Inc., "Practice production is the single most important factor in the business of dentistry, and offering a dental membership plan is one of the top methods to increase production. It is becoming standard for practices." Hearing this from an expert in the field makes it clear that offering and promoting your membership plan is one of the best ways to ramp up production and keep your schedule full.

Hit the Ground Running

As with slowdowns in the past, just remember, this too shall pass. Look at these times as an opportunity to get back to your fundamentals by reviewing and cleaning up your systems. By taking advantage of slow times to improve your business, you will be poised to hit the ground running as the economy rebounds. With a little creativity and a lot of determination, you can turn this slow season into one of your best yet. Cheers to keeping those chairs busy!

About the Author

Brett Wells, DDS, maintains a private practice in Raleigh, North Carolina, and is the founder and CEO of DentalHQ, a leading automated software platform for successful membership plans.