Published in Our Bite-Sized Practice Management Newsletter
Recounting a story is a powerful method of connecting with a patient on an emotional level which is where decision-making really takes place. Read on how to use stories to help patients reduce their concerns about treatment.
Do your new patients view you with suspicion or with trust? How do you establish enough confidence with a patient so that she is willing to entrust you with her health, time and money when you only have minutes to talk?
Patients don’t agree to treatment because you’ve told them they need it. And most of them don’t clamor at your door begging you to do the most expensive treatment option. So, how do you transform reluctant patients to eager patients without being pushy, aggressive or fear-based?
Why do patients, who obviously need dental treatment, say they “can’t afford it” when they hear the fee? And why do these same patients simultaneously also tell you they are planning a vacation?
We’ll explore what is really happening when the patient has an objection. We’ll learn why patients say “no” and how to use psychology and marketing principles to respond to them without being pushy.
One word is that almost universally hated by dental professionals is the word “sell.” You do not like to consider yourselves sales people – you see yourselves as service people. No one likes salespeople and probably people whose actual job title is sales do not like the pressure and sleazy image that the word selling connotates.
Curious about why Dear Abby recommends patients shop dental prices? Like everyone else, I enjoy reading the Dear Abby column. A reader’s question and Abby’s response though, offers pretty scary insights into why your patients may choose another dentist to do significant work.
View your current payroll costs at a glance and forecast the impact of potential raises. You will be able to see any compensation inequities, compare payroll costs to your production and calculate the costs of proposed raises against your production goals.
“As an Office Manager, I’ve seen a great difference in my practice since starting with Sharyn. Three years ago our staff was in turmoil with a lot of infighting and gossip and some jealousy directed towards me.
I had given up because everything I did was judged. Now I have learned to have more one-to-one communication and by being more vulnerable with individuals I found my leadership voice. As a team, we’re all focused on the same goals.
Last year, in August we produced $88,000. This year we’re on track to produce $111,000 this month. I know it’s because we learned how to follow through with patients and communicate our expectations while building our systems.
Sharyn has gotten us out of our comfort zone and inspired us to dream bigger and it works.”
