Patient “Buy-in” Begins With Open Dialogue, Here’ How!

Every Monday I work hard, having pondered all weekend, the best thing for you to talk with your Team about that will make a tangible difference on the things that matter most…and ultimately determine your level of success at what you do: create healthy patient outcomes through the oral and dental care you provide.

Last week was about one of the most important (if not the single most important) dialogues you can have as a group is about your philosophy. Without guiding principles in your office representing your goals and objectives, you are literally just going through the motions.

This is why Dentists always tell me they try things, they make changes, they go through trainings and expect sustainable results but never get them because they are living off of the equivalent of sugar highs in the dental practice, heaven forbid.

In order to make a long-term impact and continue to grow you must have a culture established and prevalent in your office that every one of your patients, your team, and you understand. This gives you something to build upon.

Anyhow. I digress. I promised and will now deliver the 7 most powerful transition statements to guide patients to an open, honest and candid conversation about the possibilities of dentistry and a “what’s in it for them” perspective about health, peace of mind, and long-term preventative, proactive, responsible care.

Your philosophy and culture matter to make these work, but, I’ll give them to you now as is (and welcome your dialogue with me and I’m happy to help you through the conversation in your own mind, giving you clarity about your purpose first, which is what I do far more significant than the growth and money that I make for my Dentists, it’s the clarity of purpose and specific direction and blueprint plan I lay out that gives them focus and determination to actually go somewhere, build something, and enjoy the process of their daily efforts).

You access my schedule and receive my most updated ‘package of stuff’ as my treat, yours complimentary, if your desire is strong enough and your ambition real, there’s not risk, only gain, in your pursuit: Perfect Dental Practice

7 Transitions Statements To Influence Patient Care and Outcomes, for your Team to create more interest, acceptance, and emotional buy-in for restorative and cosmetic treatment…

“Well NAME, I have good news and bad news…which would you like first…”

“NAME, as you know Dr. NAME believes in helping you get and stay healthy, with your permission I’d like to share with you his/her recommendations for where we need to go from here to help you”

“NAME, as you know we believe in helping our patients ‘understand’ their overall oral health, so I’m curious, when you look at these pictures, what do you notice…is there anything that you would point out to me as area of concern, or questions you may have about what you see…”

“It’s time to have a serious conversation NAME, I want you to understand I’m only bringing this up because if I don’t, a year or two from now you’re going to wish I had…it’s not just my job, it’s because I care about you…”

“Okay NAME, Dr. NAME is going to be coming in, in just a second, and I want you to tell him/her exactly what you told me about {INSERT COMMENTS, TOPICS, CONCERN}, I want him/her to know you are serious about helping your {INSERT gums, teeth, mouth, smile} get better…”

“NAME, Dr. NAME and everyone at our office believes beautiful, healthy, comfortable smiles are not a luxury, they are your god-given right and what you deserve…many patients delay having this conversation because they feel badly because they think it’s their fault for the way their mouth or teeth are – it’s not your fault, at least not yet, if we stay this way it will be, but together we can give you the smile you want and deserve, we can and will and want to help you…how does that sound to you?”

“NAME, if you could change anything about your smile what would it be…”

Please note, these are all in the middle of some conversation, while some can be lead in statements, they are intended as “transitions” for the sake of time, I’m only giving you the actual pieces. The context matters, a lot. And while I don’t judge you and suggest only small minded people who are usually poor and struggling are critical in nature and judge people anyhow, I would tell you to keep an open mind about all of these. You don’t have to use every one of them, and you can tone them down, or ratchet them up depending on how aggressive you choose to be.

Every one of these statements is about getting the patients interest, attention, buy-in, and permission to make the “sale” of more complex dentistry. I have a whole new list of “holistic health” related conversation starters for preventative care coming to you next week.

Here’s my suggestion and advice, pick one or two or three and train your team on them, practice, role play, encourage or enforce the practice of these on a daily patient by patient basis WHERE and WHEN applicable and warranted and then watch the magic happen.

Most treatment is missed and goes unaccepted because of You and the Team, NOT because of the patient. They can’t say yes or even care about what you don’t bring to their attention and give them a chance on.

It’s my goal and responsibility to give you tools and provide what works to help make your patients healthier and happier, it’s your job to decide on your philosophy and principle driven practice, you are free to limit yourself or to be open to the possibilities of what can happen when you open dialogue between your patients and your practice and form a mutually beneficial relationship.