Helping patients say "yes" to treatment involves skills that can be learned. The best dental teams work on these skills regularly to refine, improve, and grow their abilities to deliver Total Patient Service. Learn, practice and review these critical skills regularly with the "Skill of the Week" featuring the many different skills you can use to take your practice to the TOP!
Give your team a JUMPSTART by viewing the 12 "DO" Skills and "BE" Skills...important to review all the time but especially for someone new to your team.
They can be found by CLICKING HERE
Want to see a complete list of Skills of the Week, just CLICK HERE
November 6, 2018
Episode #98 "Appreciation"
There is no telling the power of appreciation in shaping relationships. Science has proven that expressions of appreciation cause the release of dopamine which creates feelings of pride and pleasure.
EXERCISE: Discuss all of the opportunities you have to express appreciation to patients at different points at each visit. From appreciation to show up on time to being a cooperative patient. Find at least one thing that can be appreciated in every encounter in each visit.
ACTION: Show some type of appreciation to every patient each day. Make at least one expression of appreciation to a fellow team member every day as well.
October 30, 2018
Episode #84 "Conversion Exam"
Most people become new patients because something has changed. They moved, they had a bad experience somewhere else, they felt guilt for not going to the dentist for so long, or they have a special event coming up and they want to look good. The number of reasons new patients come in may be as many as the number of patients themselves.
If most new patients come in because something has changed in their life, think about how many of your existing patients have had things change in their lives since you originally saw them as a new patient! When they came in the first time, you asked them all those questions to find out what they really wanted. Did they accept all the treatment you recommended? Not all of them. So you have been seeing them in hygiene ever since assuming that the answers they gave you the first time they came in have remained the same. Well they haven’t! Because things have changed. They always do.
Exercise: Look at your upcoming schedule and identify two patients who would be good candidates with whom to have the equivalent of a new patient conversation. Then be ready to take just a few minutes with them to re-connect on what they really want for their health, their mouth and their smile. Find out what they really want and help them get it.
Action: Identify two existing patients each day to “convert” into the equivalent of a new patient. Two a day. You’ll be amazed at how many each day will say “yes” to treatment that they previously did not agree to. Things have changed and they are ready to change as well.