We talk about this in different ways all the time. The question is, do you do anything with it? The idea around looking at your practice through the eyes of your patients helps to ensure you are being proactive with your experience, your language, your systems and this includes overcoming objections before they occur.
As I have mentioned to you before, practices do the craziest thing… all of their great information, before and afters, testimonials, clinical details about benefits and consequences – everything they have in their arsenal is provided to the patient AFTER they have objected to the investment.
This is the act of justification, and that never works. You know how it feels when someone becomes defensive over their position, action, belief; the more you push, the more they push back. When you attempt to justify the treatment, the investment or the benefit after the patient said no – it backfires and does the opposite.
Why not front load your patient experience with things that will move the patient forward before we run into problems and objections. Why not go above and beyond to make sure they have a full understanding and comprehension of the problem and the pathway to health that is being provided instead of defaulting back to a price/money/insurance based decision.
Last week, I told you about the importance of awareness and expectations; these are the first two major steps in being proactive and seeing the patient experience through their eyes.
You also must do this inside of the treatment room and during the clinical exam.
As you know, tomorrow I will be hosting the most advanced training I have ever put together on getting patients to buy big treatment plans and commit to life changing dentistry. During this presentation, we’ll go through every single step from the patient’s perspective and we’ll talk deeply about what it needs to look like, what you need to do in order to build great cases and to secure case acceptance along the way.
Lots of little yeses lead to the ultimate decision. When larger cases aren’t being sold consistently or a great deal of treatment is being left on the table (in the patient’s mouth), it always comes back to not having enough yeses along the way and losing the patient somewhere in the process.
You will see some very powerful nuances tomorrow and some big game changer shifts in this proactive process to getting case acceptance on big cases and life changing dentistry.
You can still reserve your seat for tomorrow’s featured presentation.
There’s Still Time to Register For Tomorrow’s Live Webinar Training >>>
You’ll want to have a pen and paper handy because there is going to be a lot of details to cover and you will want to check yourself carefully because every single step, word, leverage point matters.
I’ll have a couple special surprises too.
Today you can have a discussion about your in-operatory patient engagement: what’s going well, what could be better, what gets rushed, where do you lose the patient’s focus and understanding, etc.
Think, see, experience your practice through the eyes, mind and physical presence of your patients and you will see magical moments unfold where you can really make a big difference.
Tomorrow: Big cases. Life-changing dentistry. Big victories.
How to get more Yeses that matter – a process for maximizing case acceptance from start to finish…
Last Call to Save Your Seat For the Live Webinar Training >>>
