I just explained my plan for treatment to a new patient this morning.
I didn’t do a great job on my homework or case presentation for this patient. She left confused and wanted it all down on paper. I could have done better. I should have done better … for her. She’s questioning. I got no commitment.
I know, I know … I’ve got to eliminate any confusion when I have their attention. I’ve got to have the answers. I’ve got to diagnose, digest and present a clear solution because they don’t know the questions to ask.
And, they won’t chase you to get them. You lose.
We like new patients. We like getting more new patients. Not the emergency kind of new patient, but, the kind of person that comes in and wants to keep their teeth healthy.
And, everybody is different.
A). Some new patients are going to want to know how long the procedure is going to take? They want to get ‘in and out’ of your office … get everything over with! They don’t want to know anything else!
B). Some new patients want to know other things. They wonder where the money’s coming from for all of the work the dentist is going to find?
C). Some new patients want to know exactly what you are doing to them. You know, they lay there with their mouth wide open in submission. They’ve given up control of their body and that’s an uncomfortable place to be. They’re afraid. So, when you’re working on a patient, tell them what you are doing … so they don’t have to wonder “what the hell’s going on?”
And we wonder why some people fear the dentist!?
It’s not always about physical pain. Sometimes it’s about laying there and surrendering control. Relinquishing your power.
And the lack of personal control is agony. Isn’t it?
Give some control back to your patient. Talk with B). and C).
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Difference, LLC