Today I am going to share with you the biggest gap, hole in the bucket, missed opportunity that I see inside of an Operatory that is also one of the fastest problems to fix and it will make an extraordinary difference.
Most of the time it’s not the patient who doesn’t want the service…it’s that the necessary treatment is never presented in a complete way.
It stems from this one sentence I have been teaching for years.
Before you “sell” or educate about a Solution…
You MUST “sell” or educate about a Problem.
Until something is made relevant to a Patient they do not care about it. All the before and after photos in the world won’t convince someone that they look like the “before” picture unless you point it out and let them self identify.
The challenge with most Patient Visits is that you never dig deep enough into the conversation, never let the patients see themselves in the problem you are presenting.
This can come from many things…
Camera
Photos
Feeling
Pain
Blood
Demonstration
Tests
I could go on and on.
My question to you today is very simple…
Are you doing enough to “sell”, educate, influence, demonstrate the PROBLEM before you are presenting the treatment.
Well – I doubt it.
Rethink the use of your technology, equipment, testing and demonstration tools.
In your Huddle have each person identify something they could do MORE of or BETTER or THOROUGHLY to help illustrate and demonstration to the patient the “before” that is relevant to them.
Here’s a tip that will always hold true.
The more treatment you present, the more treatment you’ll get accepted.
You can’t ‘sell’ what you don’t offer.
And beyond that, to the degree you take time to get the patients involved in the process is the degree of which you’ll get dramatically greater treatment acceptance on the whole picture of the health, function, and aesthetics of their mouth.
I’d challenge you this week to rethink just how comprehensive your exam is, just how thorough your hygiene visits really are, and just how involved, relevant, and engaging you make your patients feel – are you really making it about them – enough?!
Next week: 3 easy steps to double your daily treatment diagnosis without changing your philosophy one little bit.
Don’t you just love easy…for you, for your team, for your patients.
By the way, Happy St. Patrick’s Day, I sure hope you are doing something to make it fun in your office. Having positive energy goes a long way, being different matters.
I recently created a Special Report all about the 7 Luck Factors in your Practice… your pot of gold can be waiting for you at the end of every day if you go over the rainbow with these 7 powerful practice growth accelerators.
