{"id":144,"date":"2015-02-16T18:29:41","date_gmt":"2015-02-16T18:29:41","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=144"},"modified":"2015-02-16T18:29:41","modified_gmt":"2015-02-16T18:29:41","slug":"patient-buy-in-begins-with-open-dialogue-here-how","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/patient-buy-in-begins-with-open-dialogue-here-how\/","title":{"rendered":"Patient “Buy-in” Begins With Open Dialogue, Here’ How!"},"content":{"rendered":"

Every Monday I work hard, having pondered all weekend, the best thing for you to talk with your Team about that will make a tangible difference on the things that matter most\u2026and ultimately determine your level of success at what you do: create healthy patient outcomes through the oral and dental care you provide.<\/p>\n

Last week was about one of the most important (if not the single most important) dialogues you can have as a group is about your philosophy. Without guiding principles in your office representing your goals and objectives, you are literally just going through the motions.<\/p>\n

This is why Dentists always tell me they try things, they make changes, they go through trainings and expect sustainable results but never get them because they are living off of the equivalent of sugar highs in the dental practice, heaven forbid.<\/p>\n

In order to make a long-term impact and continue to grow you must have a culture established and prevalent in your office that every one of your patients, your team, and you understand. This gives you something to build upon.<\/p>\n

Anyhow. I digress. I promised and will now deliver the 7 most powerful transition statements to guide patients to an open, honest and candid conversation about the possibilities of dentistry and a \u201cwhat\u2019s in it for them\u201d perspective about health, peace of mind, and long-term preventative, proactive, responsible care.<\/p>\n

Your philosophy and culture matter to make these work, but, I\u2019ll give them to you now as is (and welcome your dialogue with me and I\u2019m happy to help you through the conversation in your own mind, giving you clarity about your purpose first, which is what I do far more significant than the growth and money that I make for my Dentists, it\u2019s the clarity of purpose and specific direction and blueprint plan I lay out that gives them focus and determination to actually go somewhere, build something, and enjoy the process of their daily efforts).<\/p>\n

You access my schedule and receive my most updated \u2018package of stuff\u2019 as my treat, yours complimentary, if your desire is strong enough and your ambition real, there\u2019s not risk, only gain, in your pursuit: Perfect Dental Practice<\/a><\/p>\n

7 Transitions Statements To Influence Patient Care and Outcomes, for your Team to create more interest, acceptance, and emotional buy-in for restorative and cosmetic treatment\u2026<\/p>\n

\u201cWell NAME, I have good news and bad news\u2026which would you like first\u2026\u201d<\/p>\n

\u201cNAME, as you know Dr. NAME believes in helping you get and stay healthy, with your permission I\u2019d like to share with you his\/her recommendations for where we need to go from here to help you\u201d<\/p>\n

\u201cNAME, as you know we believe in helping our patients \u2018understand\u2019 their overall oral health, so I\u2019m curious, when you look at these pictures, what do you notice\u2026is there anything that you would point out to me as area of concern, or questions you may have about what you see\u2026\u201d<\/p>\n

\u201cIt\u2019s time to have a serious conversation NAME, I want you to understand I\u2019m only bringing this up because if I don\u2019t, a year or two from now you\u2019re going to wish I had\u2026it\u2019s not just my job, it\u2019s because I care about you\u2026\u201d<\/p>\n

\u201cOkay NAME, Dr. NAME is going to be coming in, in just a second, and I want you to tell him\/her exactly what you told me about {INSERT COMMENTS, TOPICS, CONCERN}, I want him\/her to know you are serious about helping your {INSERT gums, teeth, mouth, smile} get better\u2026\u201d<\/p>\n

\u201cNAME, Dr. NAME and everyone at our office believes beautiful, healthy, comfortable smiles are not a luxury, they are your god-given right and what you deserve\u2026many patients delay having this conversation because they feel badly because they think it\u2019s their fault for the way their mouth or teeth are \u2013 it\u2019s not your fault, at least not yet, if we stay this way it will be, but together we can give you the smile you want and deserve, we can and will and want to help you\u2026how does that sound to you?\u201d<\/p>\n

\u201cNAME, if you could change anything about your smile what would it be\u2026\u201d<\/p>\n

Please note, these are all in the middle of some conversation, while some can be lead in statements, they are intended as \u201ctransitions\u201d for the sake of time, I\u2019m only giving you the actual pieces. The context matters, a lot. And while I don\u2019t judge you and suggest only small minded people who are usually poor and struggling are critical in nature and judge people anyhow, I would tell you to keep an open mind about all of these. You don\u2019t have to use every one of them, and you can tone them down, or ratchet them up depending on how aggressive you choose to be.<\/p>\n

Every one of these statements is about getting the patients interest, attention, buy-in, and permission to make the \u201csale\u201d of more complex dentistry. I have a whole new list of \u201cholistic health\u201d related conversation starters for preventative care coming to you next week.<\/p>\n

Here\u2019s my suggestion and advice, pick one or two or three and train your team on them, practice, role play, encourage or enforce the practice of these on a daily patient by patient basis WHERE and WHEN applicable and warranted and then watch the magic happen.<\/p>\n

Most treatment is missed and goes unaccepted because of You and the Team, NOT because of the patient. They can\u2019t say yes or even care about what you don\u2019t bring to their attention and give them a chance on.<\/p>\n

It\u2019s my goal and responsibility to give you tools and provide what works to help make your patients healthier and happier, it\u2019s your job to decide on your philosophy and principle driven practice, you are free to limit yourself or to be open to the possibilities of what can happen when you open dialogue between your patients and your practice and form a mutually beneficial relationship.<\/p>\n\"f2fd8f06571fe09827ace5fcb31ec1d2\"<\/a>\n","protected":false},"excerpt":{"rendered":"

Every Monday I work hard, having pondered all weekend, the best thing for you to talk with your Team about that will make a tangible difference on the things that matter most\u2026and ultimately determine your level of success at what you do: create healthy patient outcomes through the oral and dental care you provide. Last… 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-144","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nPatient "Buy-in" Begins With Open Dialogue, Here' How!<\/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\/patient-buy-in-begins-with-open-dialogue-here-how\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Patient "Buy-in" Begins With Open Dialogue, Here' How!\" \/>\n<meta property=\"og:description\" content=\"Every Monday I work hard, having pondered all weekend, the best thing for you to talk with your Team about that will make a tangible difference on the things that matter most\u2026and ultimately determine your level of success at what you do: create healthy patient outcomes through the oral and dental care you provide. 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