{"id":1215,"date":"2018-09-17T17:17:00","date_gmt":"2018-09-17T17:17:00","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1215"},"modified":"2018-09-17T17:17:00","modified_gmt":"2018-09-17T17:17:00","slug":"improving-patient-outcomes-strategy-3","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/improving-patient-outcomes-strategy-3\/","title":{"rendered":"Improving Patient Outcomes – Strategy 3"},"content":{"rendered":"

I\u2019m sure you remember hearing the phrase, \u201cThe way you see the problem is the problem.\u201d \u00a0And this is so incredibly true.<\/p>\n

One reason, among many, why pictures work so well to \u201csell\u201d treatment is because it makes the problems believable and undeniable. \u00a0They illustrate to the patient the reality of the situation.<\/p>\n

In every practice, photographs are the most underutilized resource when it comes to clinically working with the patient and getting case acceptance on the treatment. \u00a0We talk about that all the time.<\/p>\n

Even still, seeing is not always enough. \u00a0It\u2019s more than just the picture, it\u2019s about the perception and the significance the patient places on the problem they see.<\/p>\n

That\u2019s why the best way to ensure effective and successful patient outcomes is to ask more questions.<\/p>\n

The use of questions maybe the single best tool in terms of human engagement for any part of your patient experience. \u00a0The only way to really understanding someone else (what they think, what they see, what they are going to do), is to ask them.<\/p>\n

Today, I would like you to focus on assessing your use of questions and to create a list of the questions most applicable to you in the role you play within the practice with your patients.<\/p>\n

There are probing questions\u2026<\/p>\n

\u201cI see, tell me more about this, how long have you been considering implants?\u201d<\/p>\n

Questions of concern\u2026<\/p>\n

\u201cThis doesn\u2019t look so good, how bad does that hurt?\u201d<\/p>\n

Questions to follow-up a response\u2026<\/p>\n

\u201cI see, I\u2019d like to know what you mean when you say you don\u2019t really care about keeping your teeth, what are you thinking in terms of the alternative?\u201d<\/p>\n

Questions to spur engagement\u2026<\/p>\n

\u201cWill you hold this for me, I\u2019d like you to feel the sturdiness of the implant yourself.\u201d<\/p>\n

Questions about the photographs\u2026<\/p>\n

\u201cDo you see that tooth right there, what do you notice about it compared to the others?\u201d<\/p>\n

Questions about their decision (or lack thereof)…<\/p>\n

\u201cAfter our discussion today, I\u2019m surprised and I\u2019d really like to know what is holding you back from doing what\u2019s best for your long term health?\u201d<\/p>\n

There are challenge questions…<\/p>\n

\u201cI wouldn\u2019t let insurance stand in the way of doing something so important and time sensitive for yourself, you aren\u2019t going to let them get the best of you, are you?\u201d<\/p>\n

At every point: phone call, follow-up, intake, interview, clinical experience, the comprehensive exam, getting the clinical yes, closing the case, getting money, scheduling, etc \u2013 you can use questions to move patients forward.<\/p>\n

I\u2019ve just given you a random sampling. \u00a0You can customize based on your personality and your position. \u00a0Every team member and doctor should have a list of go to questions. \u00a0You can even create a checklist that you carry around.<\/p>\n

This is the difference between the amateurs and the professionals. \u00a0Using questions and having your playbook ready to go so you can help your patients get healthy and be prepared to serve as a guide to their health and what is in their very best interest.<\/p>\n

Get to work, make your list and practice on each other. \u00a0By the way, the funny thing is, you only need a few great questions to redirect patients back to the main point or the matter at hand.<\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

I\u2019m sure you remember hearing the phrase, \u201cThe way you see the problem is the problem.\u201d \u00a0And this is so incredibly true. One reason, among many, why pictures work so well to \u201csell\u201d treatment is because it makes the problems believable and undeniable. \u00a0They illustrate to the patient the reality of the situation. In every… 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-1215","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nImproving Patient Outcomes - Strategy 3<\/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\/improving-patient-outcomes-strategy-3\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Improving Patient Outcomes - Strategy 3\" \/>\n<meta property=\"og:description\" content=\"I\u2019m sure you remember hearing the phrase, \u201cThe way you see the problem is the problem.\u201d \u00a0And this is so incredibly true. One reason, among many, why pictures work so well to \u201csell\u201d treatment is because it makes the problems believable and undeniable. \u00a0They illustrate to the patient the reality of the situation. In every... 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