I have been really thrilled by the great feedback from last week. \u00a0I get great comments every week, but when you are inspired to take action and turn my topics into progress \u2013 I\u2019m ecstatic!<\/p>\n
In fact, the impact of last week was so significant, we just did a deeper discussion into the five ways to avoid sabotage and devaluing you, your team and your dentistry in your patients\u2019 minds during our Monthly Practice Profit Accelerator Call for our top doctors.<\/p>\n
This whole topic is the perfect power punch for your team to really focus in making a difference by enhancing your patients\u2019 feelings of importance and relevance they have personally about the dentistry you are recommending.<\/p>\n
Now, as Promised, I\u2019m turning the tables to WHAT TO DO instead of WHAT NOT TO DO; which are both equally important. \u00a0I can\u2019t over emphasize that the things that destroy patient value are more often the culprit to ruining case acceptance.<\/p>\n
If you want to call all of those points last week Defense \u2013 we are going to move to OFFENSE and how to deliberately create value in the minds of your patients and make the outcome of the dentistry (never the dentistry) more important to them.<\/p>\n
Because each of these points are VERY significant in and of themselves, I am breaking them down and probably going to cover a couple each week until we get through them all.<\/p>\n
Your assignment is to take each week\u2019s Report and do more than just read it. \u00a0You will be best served to print it out and incorporate it into your weekly Team Check-in. \u00a0Ask each Team Member to commit to doing ONE thing more consistently with every patient they interact with. \u00a0You will be amazed at the ENERGY that is created and how much more dentistry will be accepted, scheduled and paid for every single day because of it.<\/p>\n
Remember this\u2026 every little thing adds up. \u00a0There is NOT \u2013 ever \u2013 ONE thing that makes all the difference; it\u2019s all the \u2018things\u2019 combined together that creates a winning formula for your success.<\/p>\n
This is why I often say success is NOT an a la carte menu. \u00a0You can\u2019t pick and choose what to do because you might be missing the parts that would have added up to push your patients over the edge to yes.<\/p>\n
And so we begin. \u00a0The first INCREASING VALUE STRATEGY and destroying price or insurance focus is\u2026<\/p>\n
#1 – Set The Tone Through ALL Communication<\/p>\n
Okay, so this one sounds obvious and repetitive because we have done it many times before. \u00a0However, you can\u2019t do it enough.<\/p>\n
The keywords here are all of them\u2026<\/p>\n
SET \u2013 this means that you control it. \u00a0You tell patients what to think, how to feel and ways to decide; NOT in an abrasive manner but by your verbiage, your commentary as well as your questions.<\/p>\n
TONE \u2013 this must not be taken for granted \u2013 on the phone you can either be hurried or attentive, you can be multi-tasking or focused, you can be professionally personable or you can be impersonally robotic.<\/p>\n
This is the same for a website or booklet or brochure or welcome letter. \u00a0Your tone matters. \u00a0How you come across and where you put your focus. \u00a0It is important to ask yourself for every point of contact with your patients\u2026<\/p>\n
\u201cIs this giving our patients the right image of us, is this guiding them in how we want them to perceive our dentistry and what we want them to believe about us?\u201d<\/p>\n
We could invest an entire month on this one right here. \u00a0For today though, don\u2019t miss the final part of the principle \u2013 Through ALL Communication.<\/p>\n
Where does your communication (print, phone, online, in person, posters on the wall, forms, etc.), seem incongruent with what you are trying to accomplish? \u00a0More importantly, what can you do to improve the way your communication sets the tone and builds the value in your patients\u2019 minds throughout your entire process and experience.<\/p>\n
Next up, one of my absolute favorites\u2026<\/p>\n
#2 – Make It All About Them<\/p>\n
There can\u2019t be anything more fun that this one. \u00a0If I ask any Doctor or Team Member what they like best about what they do they always say \u201cthe patients.\u201d \u00a0If the patients are the focus, then why not take that to the next level, to an extreme even, and let your patients know this.<\/p>\n
I teach and talk about the structure around helping patients set goals and also to layout the doctor\u2019s expectations for every patient. \u00a0This is very important because it accomplishes both of these in one \u2013 set the tone and make it about them.<\/p>\n
Far too many practices have experiences for their patients built around the team or doctor and not the patient. \u00a0While it is important to \u201csell\u201d the doctor, build authority and establish credibility (this is something we should go in depth on and we will, after our Value Building Series), the way to get a patient to not \u201cfeel sold\u201d and to become a part of the process (as well as take ownership and responsibility for their health, smile, mouth, outcome) is to turn the tables on them by putting the focus on the patient as an individual.<\/p>\n
This means quite literally saying to the patient, \u201cWe are here for you. \u00a0We have so many patients that come in not knowing exactly what they want or knowing what is possible. \u00a0But today, this very moment, we begin this journey together for the health and beauty of your mouth and smile. \u00a0We are going to give you the attention you deserve. \u00a0So, to get started, tell me what you\u2019d like to see happen today\u2026\u201d<\/p>\n
The point is that you must create and articulate the value to your patients and then draw them in to help them see the importance and relevance even before you start.<\/p>\n
The \u201cmaking it about them\u201d is even easier in the treatment room and clinical experience. \u00a0You simply have to engage them with what you are doing and show them what you are talking about. \u00a0Along the way, make certain they are with you \u2013 in all ways \u2013 and then ask them to describe what they want to see happen.<\/p>\n
Here\u2019s what I know: just like patients take their mouths for granted, doctors and teams take for granted that a patient doesn\u2019t really care that much unless we help them to and that\u2019s by making it personal.<\/p>\n
This is powerful stuff here. \u00a0I sure hope you do something with it and ask yourself how can we make our experience even more patient-focused and get them to be more involved.<\/p>\n
This week, I\u2019m going to finish with a little bonus add-on and again remind you that it\u2019s the little things that matter and get noticed. \u00a0This can make up for a lot that is missed. \u00a0If you think friendliness and a smile doesn\u2019t mitigate the focus on fee, you are mistaken. \u00a0Everything adds to or subtracts from value. \u00a0If you do it right (and consistently), you will be amazed at how enthusiastically your patients will say yes to the dentistry.<\/p>\n
Standing up and walking around to greet someone. \u00a0Sitting down with them making sure they understand all the questions on the form. \u00a0Going and getting the coffee or water or tea and handing it to the patient personally. \u00a0Repeating their name, making some small talk to build rapport.<\/p>\n
The list goes on. \u00a0But it never matters what\u2019s on the list or what I say here. \u00a0It only matters what you actually do. \u00a0The key is in the routine and building it into your processes so it happens.<\/p>\n
I\u2019m excited to see where you take this. \u00a0We are going to have a lot of fun as we move through these Value Building and Experience Enhancing Principles in the coming weeks.<\/p>\n","protected":false},"excerpt":{"rendered":"