{"id":1157,"date":"2018-07-02T14:24:08","date_gmt":"2018-07-02T14:24:08","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1157"},"modified":"2018-07-02T14:24:08","modified_gmt":"2018-07-02T14:24:08","slug":"the-secret-to-helping-patients-excitedly-say-yes","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/the-secret-to-helping-patients-excitedly-say-yes\/","title":{"rendered":"The Secret To Helping Patients Excitedly Say \u201cYes!\u201d"},"content":{"rendered":"

Today, I\u2019m going to give you a very special and useful secret to influencing more patients to move forward with their pathways to health (treatment plans).\u00a0 The patients will actually and naturally desire to do the dentistry that they deserve.<\/p>\n

So often we present treatment as if it\u2019s just \u2018information\u2019 not as if it\u2019s actually something that should and must be done.\u00a0 This comes from most people\u2019s fear of \u201cselling\u201d or seemingly like they are \u201cselling\u201d something to patients.<\/p>\n

Dentistry is not about passing off information, it\u2019s not about making treatment optional, and it\u2019s not about just diagnosing.\u00a0 You don\u2019t help anyone if you stop there.<\/p>\n

As I tell you time and time again, you only help those patients who say \u201cYes!\u201d\u00a0 Those patients who actually do something.\u00a0 Those patients whom you compel to act on the problems OR possibilities of their mouths.<\/p>\n

In fact, way too often, we are only talking problems and not possibilities.\u00a0 We are only dealing with things already broken instead of preventing things from breaking.<\/p>\n

This is one of the worst traits of most Dentists\u2026 regardless of philosophy being a fix it shop instead of a keep it from breaking shop.<\/p>\n

Reactive versus proactive is the same as teaching your patients to wait or teaching your patients to be responsible.\u00a0 More on that another time.<\/p>\n

Today, what I want you to focus on is this: tell your patients the answer to the question.\u00a0 Every step of the way throughout the visit, they should be reinforced (by the clinical team member, the doctor and the treatment coordinator), of the right and best solution for them.<\/p>\n

Most of the time we wait until AFTER the diagnosis, AFTER the treatment plan, AFTER the money is being presented to then attempt to justify against a patient\u2019s objections.\u00a0 Instead, you should be forward thinking by REFUSING to allow the dentistry AND THE BENEFITS to the patient to be commoditized by prices, fees and itemized treatment lists.\u00a0 If you wait, you will lose.<\/p>\n

You see, either the patient has already made up their mind they want to move forward or they haven\u2019t.<\/p>\n

If your patients are basing their decisions entirely on the money then you have, and I promise you this, done something wrong.\u00a0 It really should not come down to this as a black and white, yes or no, going to do it or not based on the dollar amount.\u00a0 The patient should have already been brought to a level of clear and confident clinical commitment about the treatment and the outcome.<\/p>\n

We talk about this a lot but I want to say it again.\u00a0 Remember, patients will either be focused on gaining a benefit or avoiding a consequence.<\/p>\n

Avoid losing a tooth.<\/p>\n

Gain the ability to eat a certain food again.<\/p>\n

Avoid being embarrassed.<\/p>\n

Gain the confidence of a beautiful smile.<\/p>\n

Avoid something.<\/p>\n

Gain something else.<\/p>\n

You must listen and present these to the patient BEFORE they object.<\/p>\n

The secret in doing this is to preemptively talk about the treatment as if it has already happened.\u00a0 Positively include benefits and consequences in every part of your patient experience.<\/p>\n

Phone<\/p>\n

Interview<\/p>\n

Case Building<\/p>\n

Clinical Exam<\/p>\n

Triangles<\/p>\n

Clinical Yes<\/p>\n

Treatment Presentation<\/p>\n

Follow-up<\/p>\n

The patient has a concern and you respond with assurance it will be fine because you will be able to [insert what you can do for the patient] and then (DO NOT STOP THERE), add in the reason why that is such a great decision because [insert the benefits that will be gained and the consequences that will be avoided].<\/p>\n

A patient is missing a tooth and you say, \u201cThis is not a problem as long as we are proactive with it, we can give you a long term permanent solution with an amazing implant that will give you back your smile and ability to eat again; plus we\u2019ll be protecting you from future bone loss.\u201d\u00a0 \u201cIt\u2019s really the best solution for you and a very smart thing to do.\u00a0 Our patients just love the life changing impact of implants.\u00a0 I\u2019ll be sure the doctor goes over all of the details with you once they go through your exam.\u00a0 It\u2019s going to be great.\u00a0 I\u2019m so happy you are here.\u201d<\/p>\n

This is just one example.\u00a0 It can be applied to anything.\u00a0 The point is you are reinforcing and expecting the behavior you want, the positive outcome for the patient\u2019s \u2018yes decision\u2019 along the way, not waiting until the end.<\/p>\n

This is very powerful and it requires practice as it must become a habit.\u00a0 It takes you going above and beyond by doing more than just going through the motions.\u00a0 Pointing and clicking photos, probing and moving on, listing off numbers of teeth, or even just scheduling an appointment on the phone in a robotic way instead of really having dialogue and engagement with the patient.<\/p>\n

Case acceptance begins with the first point of contact.\u00a0 Then every single step, person, conversation, action of the experience is either moving the patients toward or away from a clear and confident clinical commitment with what is in their best interest.<\/p>\n

Practice this with each other.\u00a0 Be aware and alert to this with every patient.\u00a0 It will be amazing to see how many more patients you influence to do something important and necessary for themselves versus treatment feeling like it\u2019s just an option.<\/p>\n

Next week, we\u2019ll talk more about the real reason patients use money as their excuse for not moving forward.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

Today, I\u2019m going to give you a very special and useful secret to influencing more patients to move forward with their pathways to health (treatment plans).\u00a0 The patients will actually and naturally desire to do the dentistry that they deserve. So often we present treatment as if it\u2019s just \u2018information\u2019 not as if it\u2019s actually… 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-1157","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nThe Secret To Helping Patients Excitedly Say \u201cYes!\u201d<\/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\/the-secret-to-helping-patients-excitedly-say-yes\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Secret To Helping Patients Excitedly Say \u201cYes!\u201d\" \/>\n<meta property=\"og:description\" content=\"Today, I\u2019m going to give you a very special and useful secret to influencing more patients to move forward with their pathways to health (treatment plans).\u00a0 The patients will actually and naturally desire to do the dentistry that they deserve. So often we present treatment as if it\u2019s just \u2018information\u2019 not as if it\u2019s actually... 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