- Dentistry is an Investment!
Are your patients accepting and completing the treatment you recommend?
In today’s economy people are watching their dollars and the purchases they make are thought out carefully. They weigh value against cost asking themselves,” Is the benefit I will get from this worth spending the money?”
Dentistry is an Investment!: It is an investment in both looking and feeling better.
The question then arises,
“How do we convey this message to our patient’s?”
The answer is simple, “listen to your patients.” People purchase on their needs, not yours.
Patients have their own agenda:
Money / value,
Therefore it becomes the responsibility of the dental office to be a really good listener; remember listening is 90% of communication. To be a good communicator:
Make sure you understand clearly what you wish to communicate
Communication takes two, a sender and a receiver
Communicate the meaning behind the words
Don’t over verbalize
Be enthusiastic and tell the truth
The patient needs support in understanding the value of their purchase.
The conversation created about the end result benefit of treatment is the determining factor for the patient.
If it supports the patients needs value will be placed on the dollars they will be spending:
Ask open-ended questions which contain who, what, where, when, why and how
Focus on your patient’s needs, not your own
As you listen, give your patients plenty of positive feedback
Learn to “connect” emotionally with your patients, how they feel
Don’t begin your case presentation until yours patients have established their needs
Remember, patients measure the value of your service visualizing how it will benefit them. Their decision about whether or not to go ahead with dental treatment is usually emotional, not logical.