Over the last several weeks, I have guided you through the best strategies, methods, beliefs and actions that help you to create more value in your patients’ minds and move them off their fixation on the investment for dentistry.
If you take those seriously (which means doing more than just “try” them but rather truly embed them into your patient experience and culture of care), you will see a dramatic impact on how patients make decisions.
Far too many offices, doctors and teams interject money into the relationship, bring up insurance and do more to DEVALUE themselves instead of keeping the focus fully on the patient. Practices put way too much emphasis on the exact thing that patients do not want. You should be finding out (and focusing on) what they do want.
In general, patients do not want to “buy” what you “do.” They want to buy the outcome, benefits and the results of what you do FOR THEM.
At the end of the day, too much time, energy, process, protocols and parts of the experience are put on trying to get the patient to value dentistry and what you do, instead of valuing themselves and the benefits they will receive. They are living without the results you can deliver right now; they have to be compelled to change that.
You can use any buzz words you want: desire, motivator, area of concern, goals, etc.
The name you give it doesn’t matter. Only one thing matters… what will move the patient forward. That is not the work in their mouths or any procedure or appliance. It is the vision, feeling, outcome and result that will occur AFTERWARDS.
The biggest breakthrough in any practice is when they stop making it about dentistry and start making it about people.
The value build and enhancements we’ve covered over the past several weeks are meant to prevent and protect you from sabotaging yourself. However, they will only be as good and as effective as your ability and commitment to CONNECT with your patients.
That’s the deal. Really, it’s the only deal. And when you get this – you get everything there is to get.
Slow down and connect.
Ask questions and connect.
Listen attentively and connect.
Take pictures and connect.
Make eye contact and connect.
Draw patients in, pull out of them their desires, help them to dream and give them permission to see a bigger picture beyond problems to possibilities. You have the ability to motivate them to want more for themselves and be the guide on their path to achieving of their goals. You won’t ever have to sell anything and you won’t ever have to fight against patients’ thinking it’s too expensive or not necessary because they will want it for themselves. That is the key to every treatment decision you’ll ever ask a patient to make.
The most interesting thing about all of this is…
The clearer you are on what outcomes you want to provide to your patients in the first place, the easier it is to design an experience that cultivates patients to believe in that vision.
I can’t express enough that the biggest gap between doctors who are trying to breakthrough to the next level and those stuck in the rut of wherever they are today all comes down to this.
It is really very similar. What you should be asking your patients, I am asking you – what do you want?
However, you can’t ask patients who has never thought about their mouths or smiles before, or thinks there is nothing “wrong” with it – what they want – because they either don’t know or they think they already have it. That’s why the value building strategies are so important.
First, you must open the mind of your patients and expand their perspective to help them believe that not only is more possible but more is warranted and they deserve it.
This is the biggest thing holding you back from your next achievement and your truest potential as well. Your belief and acknowledgement that there is MORE possible and you DESERVE it to be your reality.
Why not help more patients?
Why not make more money?
Why not push the limits?
Why not get paid what you are worth?
Why not do it all while you still can?
Why not avoid looking back later in your life and think to yourself, “I wonder what if… I had done more, better, differently… thought bigger, pursued my dreams, didn’t hold back?”
Again, exactly what you should be asking your patients. There is a BIG LESSON HERE.
In order to grow profitably, you must do more valuable dentistry and in order to do more valuable dentistry, you must build more valuable patients.
The first step to doing that is…
Building a more valuable practice and patient experience by building a more valuable vision (which entails being crystal clear on what it is and how you define SUCCESS from this moment forward).
And that’s the journey I invite you to take with me right now.
Over the past several months, I have been working secretively behind the scenes on the most powerful practice breakthrough and doctor success training I have ever put together.
And you are about to gain exclusive access to it…
UNLOCK: The 3 Simple Keys To Dramatically Increasing Your Dental Practice Profits >
You are going to find this video series to be the most profound, personal and provocative training yet.
It’s going to shake you at your core as it gives you a deeper understanding and far greater control over your practice as a dental business than you have ever thought possible.
The first video goes live right now. Enjoy!
