Nope, it’s not doing anything inside of patients’ mouths, rather first in their minds… the procedure of asking questions.
They say the most important part of getting the right answers is asking the right questions. In dentistry, everything is about questions.
Proper Phone Questions
Diagnostic Questions
Patient Desire Questions
New Team Member Interview Questions
Leadership Questions
Questions are so critical because they guide the direction, development and progress of everything in business.
I can tell by how many questions are asked on the phone whether or not new patients have proper expectations, are committed to the treatment process, or just going through the motions.
Most practices complain that patients are seeking out insurance-takers or all they want are cleanings. When, in reality, it’s just that they are asking the wrong questions. Instead of guiding the patients, you let the patients lead and they lead right down the paths that end in everything but what we want them to end with.
Then, still on the phone, we have these ‘emergency’ patients (which many practices believe are more frequent than they really are) and all based on the phone engagement you can turn an emergency patient into an incredible opportunity for a full mouth case or at least a long-term patient; instead of seeing them and having them see themselves as just an emergency visit.
It’s all in the questions.
I can predict in a matter of minutes how effective your diagnosis is and the structure of treatment values all based on how the questioning protocol. This is not the clinical protocol (which is obviously important though not the only part that matters).
Many practices are stymied on growth because they can’t fit in any more single-tooth dentistry. When in fact, they have unlimited potential for growth if they would just engage and progress with a patient beyond patchwork or small unit treatment planning, scheduling and procedures.
This – all of it – comes back to questioning.
It’s easy for us to know what kind of a leader you are by the amount, type and frequency of questions you ask to learn from your team versus what you dictate to them without knowing or asking.
Here’s the point: the same goes for you and your business as a whole. You will get better answers for yourself when you ask yourself better questions.
A big part, critically important part, of our upcoming training is the questions that I will ask you. These questions are important for you because you can get a lot of bad advice by people asking you stupid questions. Even very smart people with good intentions can ask the wrong questions leading you down the wrong path. Exactly the way it does with your patients when you or your team do the same thing.
It makes no difference what new industry trend or bright shiny object or any other wacky new gizmo does – it matters not – if the answer it provides is not a question you need, could benefit from or want to have the answer to.
Everything is about questions in business.
And in my very powerful training I will be giving you the very best ones and the ones you must always ask yourself every single time you make any decision at all. Plus, I will be asking you the smartest questions about your practice and your future that you have ever heard before.
It’s really going to be a lot of fun and absolutely profitable. You will be relieved to finally have this much control – total control – over the future of your practice and not just the growth but the way in which you grow from this point forward.
Make sure you: Reserve Your Seat for Tuesday’s Live Webcast Training >>>
Now take a few minutes and assess how well you and your team are doing at asking questions. Do you have a culture of being good guides and inquisitive advisors with your patients? Are you moving patients along the pathway to health by way of asking the proper questions so they get the benefits they deserve?
My last question for you to think very seriously about is this…
If there was one specific thing you would love, feel proud about, want to see changed, be different, or improved in your practice on a daily basis what would it be? Let me know.
And do this now…
