One of the most important natural laws of case acceptance states: “People don’t buy initially because they are enthusiastic about the service, but because you are.” Enthusiasm is contagious. Let me illustrate with an example from a most unlikely place.
No one is thrilled about jury duty. In fact, since it is the law, most enter the courthouse with a feeling of being there under duress. While looking around the courtroom this week anticipating the rapid completion of my civic duty, it was clear that most everyone who had been summoned for jury duty that day had other things on their mind. Then something magical happened that changed the attitude in the entire room.
When the court administrator walked in, no one expected much except to be told what to do. But when she stepped to the front of the room, her approach was different than expected. She stated her name, who she was, and welcomed everyone for the day.Then she gave us some background: degree in law, husband had cancer, she needed a job with better benefits and was fortunate to be hired as the court administrator. “Our family is so grateful for this position. It has made a big difference in our lives.” (A surprising, open and personal confession in an otherwise “sterile” environment.”) She continued with an explanation of why this was one of the best jurisdictions in the state of Texas and why that would make a difference to us during the day. Then she concluded by saying how much she loved the law, her job, and what she got to do each day. “Our system of law is one of the characteristics that makes our country great. Thank you for your service and for upholding and supporting The Constitution of the United States of America.”
By the time she got done, everyone felt like standing up and singing “God Bless America.” Attitudes were transformed and perspectives were changed all because of one woman…who loved her job.
Similarly, the attitude and enthusiasm of any doctor or team member can change the attitude and outlook of any patient. It happens every day in offices with enthusiastic team members. In most cases, patients do not tend to walk in the door overly enthusiastic about their dental visit. But brought under the influence of an enthusiastic team, their attitude changes and they adopt the same enthusiasm. Remember, the natural law states: “People don’t buy initially because they are enthusiastic about the service, but because you are.”
Take a moment this week to inventory your own enthusiasm. How contagious is it? One way to measure it is by the response of your patients. If they are not enthusiastic when they leave, maybe it is because you’re not!
“People don’t buy initially because they are enthusiastic about the service, but because you are.” Take your enthusiasm up a few notches this week. It will do wonders for your own attitude and the attitude of your patients. After all, if it can be done at the courthouse, it can be done anywhere!