It has come to my attention after speaking with many dental practice owners and teams that one of the biggest struggles their team has is overcoming their fear of selling to patients.
Both the dentist and their team have this same struggle.
But what is selling really?
The definition of selling:
- give or hand over (something) in exchange for money.
You definitely are giving your patients a diagnosis, treatment and care for exchange of money.
I also found this definition:
- persuade someone of the merits
The Problem lies here
You all know that after the patient receives their dental diagnosis, treatment and care that the patient pays a fee.
This is straight forward.
But the patient often needs to be persuaded on the merits of the treatment and care before they say yes, go ahead and then pay the fee.
Persuading Patients is key
The act of persuading patients I believe is where dentists and their teams fall down and get scared, They believe they are now selling to their patients. They get this in their heads!
When you speak to your patients about the benefits and consequences of the dental treatment and care they need, you are persuading them.
You are getting your patients to analyse and think so that they can make the very best decision.
You are selling.
You are persuading your patients on the merits of the treatment they need and this is ……
wait for it……
In their best interest.
I too struggled with selling or persuading patients of the merits of treatment and care.
I had managed to persuade patients that going ahead with treatment was in their best interest yet I struggled with this as though I was doing something wrong.
I was also confused.
I was telling patients the truth and patients were making appointments and going ahead with treatment but I felt like I was doing something wrong!
Once I realised that selling or persuading patients was a good thing I did a complete back flip.
I then went home at night when I failed to sell/persuade patients of the merits of treatment and care and they made no appointment and realised I had failed these patients.
I had now realised that selling/persuading my patients was a good thing and I had a duty of care to do my best for my patients every single time.
The turning point
This turning point is an important part of understanding the outcome of helping patients.
If you are not selling/persuading your patients to say yes to an appointment and to say yes to treatment, then you have failed them in a big way.
So the next time you feel you are selling to your patients then know that you are doing the very best for your patients.
Selling is not a bad word.
Selling is helping and caring for your patients.
MASTER CLASSES FOR 2019
How To Turn Every Dental Phone Call Into A Valued and Kept Appointment- “Dental Phone Excellence is a simple to implement complete Phone Answering system that works.”
Melbourne Master Class- Friday 1st March 2019
Bathurst Master Class- Friday 29th March 2019.
Sydney Master Class- Friday 12th April 2019
Wagga Wagga Master Class- Friday 3rd May 2019
Brisbane Master Class- Friday 10th May 2019
Perth Master Class- Friday 21st June 2019
Auckland Master Class- Saturday 29th June 2019
Dental Phone Excellence is a simple to implement complete Phone Answering system I developed that helped me to build an extraordinary dental practice in the heart of working class western Sydney.
If you’d like to know more, download my sixteen page FREE special report “How I Quickly and Easily Went From 35% to 77% New Patient Telephone Conversions, and Doubled The Size of my Dental Practice Along the Way” and discover some of the many costly mistakes being made on your phone…..
At present I have availability for TWO new private clients. For more information on how I can improve your Dental Office’s Phone Numbers contact me, Jayne Bandy at jayne@theDPE.com