{"id":1089,"date":"2018-03-26T16:54:53","date_gmt":"2018-03-26T16:54:53","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1089"},"modified":"2018-03-26T16:54:53","modified_gmt":"2018-03-26T16:54:53","slug":"who-is-in-the-way-of-more-yeses-the-patient-or-you","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/who-is-in-the-way-of-more-yeses-the-patient-or-you\/","title":{"rendered":"Who Is In The Way Of More Yeses – The Patient Or YOU?"},"content":{"rendered":"

You know what I think is the biggest thing that gets in your way of helping more patients?<\/p>\n

I\u2019m going to tell you whether you do or not.\u00a0 Of course, you wouldn\u2019t be here if you really didn\u2019t want to do well and to help your patients in a complete way.<\/p>\n

Think about it \u2013 in your mind, patients\u2019 decisions are obvious, don\u2019t you think?\u00a0 I mean you have proof, pictures, education and there are real tangible benefits the patient is going to be able to see, feel and experience.<\/p>\n

What holds someone back from doing what\u2019s best for them?<\/p>\n

I think one thing, above all others.<\/p>\n

And it\u2019s NOT money.
And it\u2019s NOT insurance.<\/p>\n

And it\u2019s NOT time or spouses or fear or anything else.<\/p>\n

Those are of course factors but not the leading cause for indecision, delay or lack of case acceptance.<\/p>\n

It is\u2026 You.<\/p>\n

Yep.\u00a0 You\u2019re a softy.\u00a0 You take it too easy on your patients.\u00a0 Plain and simple, you have fallen into a routine of letting the patients be the boss.\u00a0 As if this were some type of customer service battle for pandering to people who don\u2019t know what \u2018quality care\u2019 even is.<\/p>\n

I\u2019m only partly joking.\u00a0 I\u2019m serious about the fact that most practices are run by their patients.<\/p>\n

When they come in, how they pay, and even if they decide to follow-through with treatment.<\/p>\n

It doesn\u2019t have to be this way.\u00a0 And it might not be blatantly obvious to you.\u00a0 You are doing great or you wouldn\u2019t be interested in doing better.\u00a0 Only successful people want to continue to improve and be even more successful.<\/p>\n

The thing is: if you really look at it, there is way too much casual \u2018acceptance\u2019 of the wrong kind.<\/p>\n

Acceptance of patients breaking down treatment.<\/p>\n

Acceptance of patients delay, delay, delay.<\/p>\n

Acceptance of patients being the boss.<\/p>\n

Yes, we are here to serve the patient but in what way are you there to serve?<\/p>\n

I say it\u2019s the way that aligns with and supports the realization of your clinical philosophy of care and what is the optimal outcome for your patients.<\/p>\n

Of course, you aren\u2019t going to get everyone every time to do your idea of optimal dentistry.\u00a0 It is going to always be what the patient\u2019s ideal of optimal dentistry is, and that\u2019s fine but that is a very big variable placed on your BUSINESS\u2026 the giant discrepancy of what you say or what someone else wants.<\/p>\n

Therefore, every part of your practice should be designed to bring the patient up from where their idea of dentistry is when they walk in to where you must have it for them to make a great decision for their health.<\/p>\n

Today\u2019s huddle isn\u2019t about forcing patients to do things they don\u2019t want to or don\u2019t need.\u00a0 It is about giving patients a little tough love, positive encouragement, support, guidance and confidence to move forward with something they know they want but are hesitating at accepting (and you let them).<\/p>\n

Think about all the places, points of contact, times in a day when the patient does something you would rather them not \u2013 and without any rebuttal from you or even a \u2018reason why\u2019 it should be different.<\/p>\n

If you just developed a habit of not accepting the first objection and standing strong for the long-term benefit of your patients, you would be amazed at what would happen.\u00a0 Not only how much more treatment you would secure but more importantly how many more patients you would help.<\/p>\n

That\u2019s the key to everything.\u00a0 The patient will always be grateful after the treatment is done and the benefits are realized but to get them to that point you often have to push them over the edge of whatever stands in their way.<\/p>\n

Above all else, don\u2019t you stand in their way by doing the opposite of what you know is best for them.<\/p>\n

Don\u2019t\u2019 be a push over with your patients.\u00a0 Believe in what you do.\u00a0 Being tough and confident doesn\u2019t mean being rude.<\/p>\n

Really caring about someone and genuinely wanting them to benefit requires you to go out of your comfort zone to find ways to compel your patients to a yes.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

You know what I think is the biggest thing that gets in your way of helping more patients? I\u2019m going to tell you whether you do or not.\u00a0 Of course, you wouldn\u2019t be here if you really didn\u2019t want to do well and to help your patients in a complete way. Think about it \u2013… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-1089","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nWho Is In The Way Of More Yeses - The Patient Or YOU?<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/who-is-in-the-way-of-more-yeses-the-patient-or-you\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Who Is In The Way Of More Yeses - The Patient Or YOU?\" \/>\n<meta property=\"og:description\" content=\"You know what I think is the biggest thing that gets in your way of helping more patients? I\u2019m going to tell you whether you do or not.\u00a0 Of course, you wouldn\u2019t be here if you really didn\u2019t want to do well and to help your patients in a complete way. Think about it \u2013... 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