Do you wonder how you can get more patients to say “YES” to your care?
In this week’s blog I share three tips to get more patients to say “Yes” to your care. There are more but I will share three today.
TIPS TO GET DENTAL PATIENTS TO SAY “YES”
- Build rapport
This begins with new patients when they first call your office.
For routine patients it begins with the first 2 minutes that you have them in your office.
What exactly does rapport building mean?
Wikipedia defines rapport as:
“A close and harmonious relationship in which the people or groups concerned understand each other’s feelings or ideas and communicate well.”
In context of rapport with your dental patient this can mean taking time to understand what is important to them. For example: time, anxiety about the dental office or money.
- Find a unique connection.
This means that you discover something important to your patient in their life. It can be a new grandchild or maybe they are graduating from college. Really take some time (it should take about 2 minutes to find out what this is) to inquire about your patient; asking them about their life. It can be something as simple as what they did over the weekend.
It is possible that you like a dress they are wearing, a purse they carry or their hairstyle.
The point I am making is to acknowledge something important that you believe will be important to your patient. What brings harmony to a stressful situation?
(I say “stressful” because the dental office for many can be exactly this!)
- My third tip today is to create a partnership with your patient.
Say things like; “Mrs. Jones let’s look together. Let me show you what I see.”
Actually take a mirror and when possible an intraoral camera, to show patients what you see in their mouth. Let them be part of the decision making process.
When you follow just these three tips you will be more likely to hear more dental patients say “YES” to your care.
Let me know how it goes in your office when you use these three tips. I would love to hear from you!
Debbie Seidel-Bittke, RDH, BS is a dental consultant, coach, speaker and author. She is also CEO of Dental Hygiene Solutions, powered by Dental Practice Solutions. Debbie is a world-class leader in creating profitable hygiene departments. She is a well-known as a former clinical assistant professor at USC in Los Angeles and a former hygiene department program director. Dentistry Today recognizes Debbie as a Leader in Dental Consulting. She can be reached at (888) 816-1511. Send an e-mail to firstname.lastname@example.org or go to her website: https://dentalprac.wordkeeper.net
Check out the Free 3-Part Hygiene Department Training: http://www.dentalhygiene.solutions