{"id":1208,"date":"2018-09-10T14:55:06","date_gmt":"2018-09-10T14:55:06","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1208"},"modified":"2018-09-10T14:55:06","modified_gmt":"2018-09-10T14:55:06","slug":"improving-patient-outcomes-strategy-2","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/improving-patient-outcomes-strategy-2\/","title":{"rendered":"Improving Patient Outcomes – Strategy 2"},"content":{"rendered":"

There is nothing that moves a patient forward more than the positive energy inside of your practice and your own enthusiasm and confidence about what you are suggesting to them.<\/p>\n

Last week, I gave you a great strategy to create the motivation for your patients to move forward with what is in their best interests. \u00a0That strategy being to tell them how they are supposed to think in advance of them having to make an actual decision about it.<\/p>\n

You do not want to wait to have to convince someone after they have heard the price. \u00a0Now, everything in their mind is about the money instead of what they just experienced. \u00a0This requires great foresight and focus with every patient. \u00a0You must be purposeful about your time with your patients no matter what position and responsibilities you own in the practice.<\/p>\n

The next strategy I want to arm you with is often subtler and yet quite possibly one of the most significant things that must happen during any patient\u2019s engagement in your practice.<\/p>\n

If you want to get more successful outcomes, larger case acceptance, more cash up front and everything else going right with your patient experiences (whether new or old; hygiene or emergency), you must ensure that your patients have complete and total CLARITY about their problems and the benefits of the treatments you suggest.<\/p>\n

Technically, every step of your process must be clear in the patients\u2019 minds. \u00a0Why you are scheduling an appointment at the time you are, how long the appointment is, the necessity of the paperwork they will complete and so on and so forth. \u00a0Once they are there, you want to ensure they grasp why you are taking pictures, what the x-rays show you and why all x-rays are not created equal.<\/p>\n

Call it understanding, comprehension, whatever \u2013 I\u2019m telling you plain and simple that clarity in your patients\u2019 minds is the key to keeping them moving forward.<\/p>\n

This is especially the case when it comes to the actual clinical experience, the exam, the discussion about what\u2019s going on in their mouths and the pathway to health you layout for them.<\/p>\n

There is an expression I have said here before that is taught in many \u201csales\u201d or \u201cmarketing\u201d books\u2026 THE CONFUSED MIND NEVER BUYS.<\/p>\n

The CONFUSED PATIENT never moves forward. \u00a0They come up with lots of excuses or questions or just say they will think about it. \u00a0In reality, it\u2019s because they don\u2019t fully understand, believe or buy into the treatment. \u00a0They lack clarity<\/em>.<\/p>\n

There are many ways to ensure clarity. \u00a0Most importantly of course, are the use of photographs when discussing clinical treatment. \u00a0Any type of \u201cproof\u201d of the problem is helpful to make the patients believe by letting them see what you see. \u00a0However you can\u2019t stop there. \u00a0Because seeing may be believing but believing doesn\u2019t mean understanding why it matters, is important or needs to be addressed.<\/p>\n

Often the value benefit (which is the money they pay to solve this problem versus the value they perceive receiving from having it), is really the battle we have to fight. \u00a0Therefore, you fight this battle before hand by making sure the patient is completely and clearly understanding everything before we ever go to money and the exit.<\/p>\n

This is where many team members and doctors shortchange themselves on getting a real actual clinical yes. \u00a0The ONLY clinical yes is one where the patients understand what they are saying yes and agreeing to.<\/p>\n

Once you master this skill, of making certain patients are believing, understanding and have total clarity about what is going on, what you are talking about, what they need to do and why all before we exit, it will make the rest of the process of paying and scheduling so much easier.<\/p>\n

I\u2019d like you to assess how well each person in the practice and each process throughout every patient experience is doing on making sure patients are ready for the next step, ready for the treatment, ready to move forward with the benefits of solving their problems, and enhancing their smile and overall health.<\/p>\n

If this is rushed, missed or not achieved you will lose a large amount (if not all) of the case acceptance that is possible. \u00a0Then you have to get the patient back in and start all over again, if you even get the chance.<\/p>\n

Clarity comes with questions and the magic of great dialogue; that\u2019s where we are headed next week. \u00a0The power of questions to get your patients thinking deeply about dentistry and elevating their desire for what is in their best interests.<\/p>\n

Remember: \u00a0the confused patient never buys \u2013 and the only way to really know if the patient is clearly understanding is to ask. \u00a0Then we have to make them want the outcome, not just understand it which links us right back to last week and the motivation strategy that gives the patients the answers in advance.<\/p>\n

Exiting patients that have a solid clinical yes because of their clarity and understanding of what is being done are patients that will follow-through.<\/p>\n

That is what it\u2019s all about. \u00a0Not just educating, talking or visiting with your patients; that\u2019s not enough. \u00a0You must take responsibility for compelling them to act, to move forward, to pay and to benefit. \u00a0That is why this matters so much. \u00a0You must make sure you are bringing your patients along with you through the process, journey and experience \u2013 not just going through the motions.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

There is nothing that moves a patient forward more than the positive energy inside of your practice and your own enthusiasm and confidence about what you are suggesting to them. Last week, I gave you a great strategy to create the motivation for your patients to move forward with what is in their best interests…. 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