![\"\"](\"https:\/\/dentalsuccesstoday.com\/blog\/wp-content\/uploads\/2014\/11\/f2fd8f06571fe09827ace5fcb31ec1d2.png\")
<\/figure>\n","protected":false},"excerpt":{"rendered":"Speaking of rewarding yourself (from last week), this is really the secret to influencing more patient to accept treatment. Who doesn\u2019t want a reward and, by the way, generally speaking who doesn\u2019t think they deserve one once in a while.<\/p>\n\n\n\n
There is way too much emphasis on the \u2018selling\u2019 of dentistry and not enough emphasis on \u2018selling\u2019 the reward to the Patient.<\/p>\n\n\n\n
This goes beyond my concept of \u201cdeserve\u201d although that is very important and it is as simple as telling the patient that they do deserve to get this done, to make this happen, to fix their mouth, improve their smile, and get their health back.<\/p>\n\n\n\n
It gets to the root of the human desire to feel good about themselves and that most people think that everyone else catches a break except them.<\/p>\n\n\n\n
The secret is extrapolating the benefits to the patients and helping them see into the future of what the difference will be and why it matters.<\/p>\n\n\n\n
Think about it, how many people would do anything \u2018difficult\u2019 if they didn\u2019t want to achieve the outcome at the end.<\/p>\n\n\n\n
In patients\u2019 minds they don\u2019t want to have dentistry done, they don\u2019t want to \u2018spend\u2019 money on something they think they don\u2019t have to do, and they don\u2019t want to take up the time. There are a lot of barriers \u2013 unless \u2013 it is something the patient has developed enough value over and belief in that they do want this.<\/p>\n\n\n\n
That is usually either driven by some sense of urgency, usually pain, or possibly something in their lives motivating them in another way. On the flip side, they will do not move forward if it is not urgent (to them) and it doesn\u2019t need to be done now or possibly at all (to them). Patients will always justify in their minds why they can wait. <\/p>\n\n\n\n
We have to overcome that by building up the reasons why the reward and benefit is worth more and needs to happen sooner rather than later.<\/p>\n\n\n\n
Once the value of moving forward and the final outcome weighs more in the patients\u2019 minds than the time, money, alternative, etc \u2013 you have helped the patient win.<\/p>\n\n\n\n
Sometimes the greatest motivator is \u2018why not now\u2019 because \u2018you deserve this.\u2019 In last week\u2019s report, I talked about the feeling of \u2018love\u2019 and how powerful caring about someone else and expressing your desire for them to have what is in their best interest really does move people forward at least to open their minds and listen.<\/p>\n\n\n\n
If you want patients to listen to you, you have to listen to them. When you do listen to them, they will always give you an opening as to what would be their most desired reward or benefit they could receive from doing whatever it is that you recommend. Once you hear that or you discover it or you pull it out of them \u2013 then you got it and you can\u2019t let it go.<\/p>\n\n\n\n
Some practices have the patients self-describe their goal or victory. They might just bluntly ask, as you should, \u201cWhat would having xyz mean to you?\u201d You have the patient answer their own question about WHY and you let them establish their own reward.<\/p>\n\n\n\n
The morale of this week\u2019s Huddle is just like you need something to motivate you and to look forward to \u2013 so do your patients.<\/p>\n\n\n\n
Not a lot of people are going to be looking forward to the process they have to go through with the treatment plan, they aren\u2019t going to be looking forward to the investment of the time or the money \u2013 instead they are going to look forward to the outcome, benefits, and rewards. That is your gateway to yes.<\/p>\n\n\n\n
And once you give them the challenge and the path to achieve their victory, then they\u2019ll be on your side working with you to help themselves and that\u2019s when you know you have a motivated patients.<\/p>\n\n\n\n
Practice this, work on focusing on the reward for the patients\u2019 decisions, and give them the challenge of what they deserve to have. If you fight for their best interest, pretty soon they\u2019ll be fighting too \u2013 with you, not against you. <\/p>\n\n\n\n