What if I told you that you could potentially increase your production numbers simply by asking each of your patients one single question?
I’m sure small talk doesn’t rank highly on your list of things you love to do, but the fact is that establishing open communication with your patients builds loyalty and trust and can influence case acceptance.
In order to make your chair side conversations flow more naturally, here is one foolproof question to ask:
“If there was one thing about your smile that you would like to change, what would it be?”
It’s a simple enough question that can yield a wealth of valuable insight into the mindset of each of your patients. See, they’ll likely respond with something they want (Straighter teeth! A whiter smile!), which gives you the opportunity to frame the conversation around how your treatment recommendations align with their cosmetic desires, which helps earn their buy in to proceed with treatment.
The good news here is that any of the clinical members on your team can initiate this conversation; it doesn’t have to fall solely on the dentist’s shoulders. Plus, asking a question like this demonstrates to patients that you and your team are willing to go the extra mile for them, which helps build loyalty and trust.
And as you and your team start to have this conversation with more and more of your patients, your case acceptance will start to improve an production will inevitably rise…all without spending a dime on any marketing.
To learn more about the power of patient communication, check out my Dental Products Report article on this very topic.
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