This week, we continue working towards building more value in the minds of your patients. \u00a0Now that I\u2019ve armed you with the two most important foundational pillars to a truly patient-centric experience \u2013 making it about them and ensuring that you set the tone in every aspect of your communication \u2013 you are ready for what comes next.<\/p>\n
These two pillars are what will open up your patients to see and think differently about \u201cdentistry\u201d and you as Dentist in general. \u00a0Often Doctors ask me about how to achieve differentiation. \u00a0The funniest part about that is \u2013 it\u2019s so easy \u2013 you automatically have differentiation if you understand that the most unique part about the experience and the interaction with your office is you and your team.<\/p>\n
The practices that do the best (achieve the greatest case acceptance for real life-changing dentistry), have success at differentiation because they make it about\u2026<\/p>\n
The people; not the product.<\/p>\n
Sometimes that is hard to swallow since you\u2019ve dedicated your life to \u201cwhat you do\u201d instead of \u201cwho you are.\u201d \u00a0All of the education, investment, development and thought has gone into the clinical dentistry instead of the human connection with a patient.<\/p>\n
When you get this, you get everything!<\/p>\n
So, this week, I\u2019m going to take you further into the minds of your patients and show you how to completely transform their thinking and feeling about \u201cdentistry\u201d into a bigger picture in order to bring them from wherever they are to where you want them to be on values and desires for optimal health.<\/p>\n
There are two BIG additional enhancements to what we talked about last week\u2026<\/p>\n
#3 \u2013 Tell Stories of Success and Benefit<\/p>\n
Here\u2019s how you do this right, just like one of my favorite songs in The Greatest Showman, \u201cNEVER ENOUGH\u201d \u2026 that\u2019s how you do it right.<\/p>\n
You can\u2019t overdo sharing stories of others with your patients because you never know which one they will see themselves in.<\/p>\n
Now, here\u2019s where people go wrong… \u00a0just showing stories about how much everyone loves you (your reviews, your testimonials and your before and afters). \u00a0Those are all very helpful and you want them \u2013 but \u2013 it\u2019s not what really drives home the point and it is not what a patient will CONNECT (keyword) with.<\/p>\n
Because someone else\u2019s smile is not theirs. \u00a0Someone else\u2019s comments about how great you are mean nothing to someone who hasn\u2019t yet decided to \u201cdo any dentistry.\u201d<\/p>\n
Instead, we want stories. \u00a0We want your patients to talk about what life was like before you, we want to get into what motivated them to make a change and we want to know how they are feeling afterwards.<\/p>\n
We want the stories to be about THE PATIENT, not about you. \u00a0Again, you can have those but don\u2019t stop there. \u00a0Patients need to see themselves in others and that is what will bridge the gap to build up their trust and open their minds to start thinking bigger.<\/p>\n
This should be done, as we discussed last week, IN ALL FORMS and IN ALL STAGES of the experience.<\/p>\n
Now, as we move further into your process and interaction with your patients, you then move to the next pillar that helps to create a way for your patients to logically bring themselves to a decision of value which helps to remove and overcome any money objections.<\/p>\n
#4 \u2013 Show Examples and Comparisons<\/p>\n
The point of examples and comparisons are to overcome any disbelief in your patients\u2019 minds and to help them take responsibility over their problems. \u00a0You can\u2019t leave this up to chance and hope that they get it on their own.<\/p>\n
Some examples would be: good tooth – bad tooth; straight teeth – your teeth; smile as it should be – smile as you are; what it used to be like – present reality.<\/p>\n
Everything should be made relevant to the patient and now personalized to their situation. \u00a0This allows them to mentally come to terms with the fact that they are not where they should be and then to emotionally feel that they are worthy of the possibilities that you have shown them.<\/p>\n
This appeals to a very basic aspect of human nature. \u00a0The concept of opposites. \u00a0If it\u2019s not hot it\u2019s cold, if it\u2019s not right it\u2019s wrong, if it\u2019s not good it\u2019s bad.<\/p>\n
You are using their mouths and your abilities to bring to life examples and comparisons to start creating their own stories. \u00a0You are elevating their level of awareness over their own realities in order to improve their quality of life.<\/p>\n
What I have given you here is worth limitless profitable life-changing dentistry in your practice. \u00a0This is how you finally get to the dentistry you\u2019ve always wanted to do. \u00a0This is how you attach patients to you for life.<\/p>\n
These four pillars, over the past two weeks, are the ultimate difference makers if you not only want to grow your practice but you really are serious about improving patient outcome, retention and overall quality of care.<\/p>\n
Why are these so powerful, you ask. \u00a0Well, I\u2019m sure you can deduce it as I go through this. \u00a0It\u2019s not rocket science, it is human science \u2013 making it about more than teeth but about the patient. \u00a0You are taking them on a patient-focused journey not just robotically inserting them through a cookie cutter transactional dental process.<\/p>\n
It\u2019s about to get even better because now we are ready for your patients to arrive at a crossroads on their path to health. \u00a0You hold the compass that will help them make the right decision and we\u2019ll address this pivotal junction next week!<\/p>\n
Stay tuned\u2026<\/p>\n","protected":false},"excerpt":{"rendered":"