Lisa Philp, RDH. President of Transitions Group North America
Long-term goals for a dental practice should include building valuable patient relationships. One of the challenges constantly faced, is how to get the patient to say yes to treatment. At TGNA, we work with you to develop these essential business skills. One strategy you can try is to initiate the “why, what and how”.
This is the purpose and value approach. This means connecting in a meaningful way with your patient every time they visit (not just during the first visit). This empowers the patient to understand why we do what we do and gives them the confidence that they have chosen the right place to be!
This is about sharing the value of their treatment and how it will specifically benefit the patient or impact their lives. Each patient may value something different, and being able to connect with them on their personal values helps your practice stand out.
When patients understand the “what” they are ready for us to provide the “how”. This can be about reviewing a treatment plan and providing payment plan options.
Remember, one of the most important steps in getting a patient to say yes, is allowing them to talk. They can’t say yes, if you are talking! Provide them with the information they need to make an informed decision, but the personal service they receive will make the biggest difference. Contact us at TGNA to learn more about our training and workshops to enhance your patient interaction skills.