The ‘Untold’ Secret to Helping More Patients

With every patient, you are looking for something.  Often, it is one single thing that gives you the opening to connect with them, to encourage them, to illustrate to them the opportunities you have to help them.  Here’s the thing, people want to be helped with things they want help with (not something they don’t).

I’m sure you have heard of and hopefully read the 5 Languages of Love that described five different ways people receive affection.  Each person has something quite different in mind as to their perception.

An example is: if your spouse loves doing things around the house and think they are making you happy by doing this but because they are doing things around the house they never sit down, look you in the eye and tell you how they feel or put their arm around you and comfort to you.  All the while they think they are doing things that make you happy and express their love.

Well this is exactly like patients.  The only way to truly help someone is to find out what they want help with.  For your patients, this requires you to ask questions and then to listen.  You must always be alert for that one secret they might tell you, that one hint they might give you, that one tell-tale sign that allows their mind to open and to be receptive to the ways you can provide value to them.

Many patients may not have interest in a smile makeover but they probably feel pretty strongly about keeping their teeth.  Many people may feel like they are getting along just fine with a missing tooth without understanding the long-term implications of this.  There are many scenarios you can think of related to this.

If we catch ourselves going through the motions, just seeing the patients but not really connecting with them.  Suddenly, you are no longer aware of what interests or concerns your patients.  As a result, you will be missing your chance to really help them.

That’s why it takes more than just chart reviewing patients.  It takes really knowing them and having a strategy so that their visits (which is your only time with them), is about more than just getting through the appointment.

If there were a skill that everyone can continually improve on, I’d sum it up as being more real with your patients, staying engaged, asking questions and listening.  Above all else, understand their perspective and what they are really searching for.

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