Office Tips
by facastillon

INforming Vs Selling

written by Local Loyal Clients LLC

Q: How to have patients start treament?

A: The Planting seeds method and Informing with out Excpectation

“Soft Sales” should be looked at as “Planting SEEDS”

“ Planting seeds” is what I call making patients aware and or informed of possible treatment

Important:

When patients Feel that you are just informing them of the SERVICE instead of Selling to them they will be more RECEPTIVE to it 

Even if

They do not start SAME DAY treatment

The patient will leave PONDERING about it 

And WILL always REMEMBER 

How well you INFORMED and TREATED them 

KEEP IN MIND: The Idea is that Patients are not paying attention of what they need as treatment but wondering if they can trust you. They will come back and start procedure because they TRUST you

THEY DO NOT WANT TO FEEL THAT ARE BEING PUSHED OR HUSTLED

Remember.: YOU’RE  a SERVICE PROVIDER 

YOU are NOT there to sell product you are there to Provide a Service

Yes, we want to make money BUT Understand Dentistry is LONG TERM and for a LIFETIME

“This is a NOT a Sprint, It’s a Marathon”

People DO care about the amount of knowledge and experience you have on a PRODUCT but They CARE more about the ability to Trust You

                              SWITCH YOUR MINDSET

MINDSET:

  1. Product mindset will make you concentrate on the SALE
  1. People mindset will make you  provide a SERVICE 

GOAL:

In Dentistry It is WAY easier to PROVIDE SERVICE  than it is to MAKE A SALE

In other words its a must to build TRUST before making a sale

For Example:

NOBODY wants to feel they are being HUSTLED by a “Salesman”

Especially in Dentistry!!

You never want to appear too pushy..

It Discredits your SERVICE People find SERVICE to be more VALUABLE than the product because..  

  1. Your mindset needs to switch from trying to SELL, to trying to HELP
  2. People want to feel you are there to HELP with service instead of trying to SELL to them product

FACT:

People who go to the dentist ALREADY have in their mind that they WILL spend money BUT will only pay for HELP more over than pay for PRODUCT

Step #1 : ADDRESS 

When addressing the Chief Complaint you MUST:

  1. CONFIRM the Patient’s concern. This allows the patient to build trust because you acknowledge they’re not crazy to feel what they feel. 
  1. Take pictures(including X-rays) of all the teeth because this helps the Patient UNDERSTAND the OVERALL severity of the mouth’s CONDITION. **(Also helps see Before and After results) 
  1. Take time to Explain in detail the condition of the mouth BUT make sure to start with the Patient’s Chief Complaint 

Step #2: Prioritize 

Prioritizing Concerns in order: 

Disclaimer**Patient’s  Wants are the MOST IMPORTANT. Find out what matters first, which could be any of the following:

  1. PAIN 
  2. Restore HEALTH
  3. Prevention
  4. Cosmetic
  5. Reconstruction

Priorities 3-5 are often on the “Someday list” which can be the lowest priority on your mind

Step #3: PLAN OUT THE GOAL

Things to consider when planning out the goal:

AFTER Completing Comprehensive Exam, Patients often feel very intimidated to follow through due hesitation of:

  • Wants
    • What is the priority of the patient is
  • Needs
    • what the priority of the health of the patient
  • Insurance 
    • some may have insurance and other do not have any insurance
  • Finances
    • They can not afford it
  • Retirement
    • some patients want to complete as much as they can before they retire and others have already retired and only have a limited amount of money to spend

Best way to pass hesitation is to ASSURE the  Patient that NOT ALL Treatment needs to be Done TODAY

After the Hesitation is identified plan out the TX accordingly. 

It is BEST to WORK TOGETHER with the Patient.

Give the Patient Full Reins for starting and completing TX, 

BUT with Your Guidance and Recommendations at hand. 

This will BUILD TRUST between you and the Patient and Will Allow for easier Completion of TX. 

TIP:

To help you avoid the “SALESMAN VIBE” and PROMOTE  the “DOCTOR VIBE”:

Set an APPOINTMENT to follow up or start treatment

Regardless or IF undecided 

Explain to them Its important to do so because:

  1. CONVENIENCE for Patient:
    1. If the patient decides to start you already have a nice carved out appointment for them to avoid being pushed out further  and we
  2. FOLLOW UP with Patient:
    1. If patient does not to start you at least will have an appointment to call them to follow up personally to ask “how can I help?”
      1. **Make sure to give them enough time to talk and you must listen to their concerns 
      2. ***Patients go to the Dental Office for a Doctor they can trust for a lifetime, SO its ok they don’t START as long as they REMAIN your PATIENT
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