How do your thoughts, actions, body language, charisma, and empathy impact your business … your practice … your staff relationships … the acceptance rate of your best care by your patients? Do you think … “I want to know more about implant procedures and how to get my hourly rate higher. These other ‘touchy feely’ things … they’re not involved in the growth of my office.”
A long time ago, I wondered why the guy down the street (who graduated at the bottom of the class and hasn’t taken a CE course in 11 1/2 years) is burning it up and I’m sitting here rubbing two sticks together?
Do you know how he knocks it out of the park every month? It’s certainly not because he’s a better dentist. It’s certainly not because he’s taken more CE. I used to think that the more education I got … that would do it for me. I’d finally use my advanced education and get more dentistry off the shelf. Nope! Didn’t happen.
It turns out that it’s not about the next new procedure or the next class on sleep dentistry. It’s more about the behavioral sciences and the connections you make with your new patients. Applied psychology and the behavioral sciences are no longer thought of as just academic exercises. They are in the mainstream now and act as a social force like never before.
We find behavioral science information applicable to our professional lives as evidenced by the need for us to not only be a talented clinician, but to attain the status of “trusted advisor”. We know that it can take days, weeks, months or longer to attain this status. And so, we find it difficult to achieve “trusted advisor” status with someone we just met … the new patient. To speed up the process, the science of psychology and the behavioral sciences can be used to enhance the effectiveness of our relationship building from a lengthy time frame … to an instant.
So, what does this mean? It means that all facial expressions and actions will be picked up by your new patient, immediately and effortlessly. It also means that you can influence and persuade the new patient by simple body language and actions and expressions while you go through the new patient appointment. What you say, when you say it, how you say it … all now become profoundly important to guide the new patient in the direction of better health by accepting your best care.
What else does it mean? The behavioral sciences impact your paycheck.
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Dentist, LLC