We are in a human capital profession that requires relationships with our patients to achieve success. Relationships are built using communication techniques that are comprised of 10% words, 30% tone of voice and 60% body language.
Your body language position, posture and facial expressions reveal to another person your inner character, respect, emotions, fear, nervousness, joy, indecisiveness, frustration and much more.
The ideal body language positioning for deep connection and a balanced conversation is standing / sitting on an equal level eye to eye or knee to knee when speaking and listening. This demonstrates you respect them, are confident and you care enough to hear and understand them.
If your practice has tall desks in the business office which hide you when sitting, be sure to stand up when a patient arrives at your desk upon greeting and check out. If a detailed conversation is needed about their dentistry, then the consult room is ideal for a knee to knee position for relationship, privacy and case acceptance.
In the clinical appointment, we often talk and listen to patients while they are laying down flat on their back. The communication is not balanced and will prevent their involvement in relevant and important topics. Sit the patient up and sit down beside them at their level in the seat when interviewing. When the DDS arrives for an exam, have the patient sitting up so they can connect before confirming exam results.
Make sure the patient is sitting up when discussing their oral health, charting, viewing photographs, radiographs or videos and ESPECIALLY when presenting their treatment plan solutions.
The Posture of standing up straight with your shoulders back and arms open to receive (not crossed), along with your head erect and alert, shows that you are present to them and open for them to share about themselves.
