Picking up where we left off last week by helping patients to be on a mission for their health… how did you do?
If you want to know the secret to this whole thing – in getting patients to want more for themselves – it really isn’t that difficult as long as you are willing to do this one thing…
Tell the them truth.
That’s right, just let them have it (respectfully).
Tell them what you do.
Tell them why patients come to your practice.
Tell them why health matters so much.
Tell them why health isn’t just about pretty white teeth.
It is okay (and really it is your responsibility) to get your patients thinking outside the box and seeing themselves, you, dentistry, health for what it truly is – not just what they came in thinking about it in the first place.
If you’d like to play a game and make this fun, here’s what you can do:
Have each Team Member practice sharing out loud a truth-telling VISION STATEMENT to a Patient at whatever point in the process and experience you play a role.
On the phone: share the vision of the visit, what will happen, and why it’s so important. Paint a picture of how smart the patient is to be coming in and validating their decision.
The same thing goes for check-in, patient interviews, and especially existing patients who are back for hygiene.
Before you do anything on them, to them, with them – tell them – what’s going to happen and why it matters so much.
This is how the best Assistants and Hygienists are able to get so much treatment acceptance and to cultivate yeses from patients that otherwise have been stuck in limbo on their health. If you just tell them in advance, “Today, it’s my responsibility and goal to check up on you and see where you are at on the plan that you and our Doctor has laid out for your pathway to health. If anything isn’t at a state of ideal and the optimal health you deserve, then we are going to talk about and take some action on. It’s important that we remain proactive, focus on prevention, and give you the health, smile, mouth, etc. you deserve.”
Of course, you can modify this based on your role, philosophy, and position in the practice.
My main point is: if you want your patients on a mission – for goodness sake tell them in advance what your mission for them is and why it matters so much. Then you can help guide them to making smart decisions about their own health.
Don’t apologize when you can do something to help someone, celebrate it. Don’t short change them by being bashful or timid. Be strong, confident, decisive – be a leader with your patients.
Begin by getting comfortable using positive, directive, clear visualization statements about what the point and purpose is of what you are going to be taking your patients through.
This keeps the patient on your level, avoids surprises, and sets up your doctors for success (and they must work on this too, by the way).
Remember, it is not hard to influence people by using your words, feelings, emotions, and most of all your confidence. You know what needs to happen and what is in their best interest – so tell them.
Truth telling is powerful and people appreciate it. I’ve got some important truth-telling to do for you coming up next week. Get ready.
