How Good Is Your Packaging?

In the retail business, everyone pretty much agrees that Apple is king. And one of the first things you notice when you buy an Apple product is the beautiful, brilliantly designed packaging for every single product. In fact, I know some people who collect the boxes just because they are so impressive they can’t bring themselves to throw them out.

There are plenty of businesses owners and product manufacturers who would say, “That’s nice for Apple, but I can’t afford that.” And that makes perfect sense if you don’t want to be considered the best, and just want to be the cheapest or an average product.

What’s this got to do with dentistry? Everything. Your “packaging” is your entire office: your reception area, your scrubs, your operatories, your bathroom, your signage, your parking lot, your website and your social media pages. All of it tells patients how they should rank your value against other things they spend money on.

The fact is that Apple products, from a technical standpoint, are seldom the absolute best in the market. There are better phones, bluetooth headphones, tablets, laptops and computers out there. But there aren’t any that look better or come in a more appealing box. On top of that, Apple gets more money for their products, even though they are not the best. And they also never discount their products, when everyone else in the marketplace does, often on the first day of release. (And they’re also the second most valuable company in the world.)

Don’t go to the trouble to create a great clinical practice and then do an average job of packaging it.

Please don’t misconstrue this as telling you that you don’t have to be a good dentist clinically if you have a great-looking office. That’s hardly the point. What I’m saying is, don’t go to all the trouble to create a superior product, i.e., your clinical dentistry, and then do an average job of packaging it.

By all means, be a great practitioner, get loads of CE, and use all the latest technology that gives your patients the highest quality treatment possible. But don’t ignore the box it all comes in. Renovate your reception, get nice designer scrubs with your logo on them, and make the entire office pristine and well designed, from lighting to the wall colors. And make every aspect of your digital presence the highest quality.

And remember also that your team is your packaging: their smiles, their attitude, their helpfulness, caring and integrity, that’s all your packaging too. It all matters. It matters in case acceptance, loyalty, and getting your patients to refer you. And just like Apple, you won’t have to offer discounts to attract patients.

So pay attention to all of it, and maybe someday you’ll even have people lined up outside your office, just like an Apple store!

I welcome all your comments!

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