Every new patient has a paycheck for you. It’s just waiting there... waiting for them to have a good reason to sign it over to you.
So what are the reasons they don’t want to give it up? Why did they come into your office and go through an exam and then decide not to follow through with the treatment you recommended (at least not your best option care)?
It all happen when you know how to offer your services with a great proposal.
Geez! If I could tell you in ONE sentence just how to get more of your best option care accepted, it would be to TALK TO THE PATIENT, IN THE LANGUAGE OF THE PATIENT, ABOUT WHAT MATTERS TO THE PATIENT.
This will answer 2 of the 4 questions above: a) use language the patient understands and, b) tie everything to their everyday life. When you can impact the patient at the center of their world and they can perceive the need for your care, their decision overrides the other issues of time and money. Folks just find the money and time to get what they NEED.
(BTW – when they see the need for your care, there is also a bit of urgency that goes along with it… lucky for us!)
The comfort of your financial future depends on your understanding of human behavior.
The more you understand human behavior, the more you can direct it. You might think that I am suggesting that we manipulate the patient to our way of thinking. Wrong! We are NOT villains. Our persuasion only helps the patient to accept care that is good for them. It helps the patient to have better health.
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Dentist, LLC