As dental professionals, we know how important a role oral health plays in our overall well-being. Many of us went into this profession to change and improve lives by providing dental care, which is impossible to do if not for case acceptance.
And while our priority is to improve the lives of our patients, we can’t forget to look out for ourselves as well. That means we need to ensure our practice is super productive. Otherwise, we’ll have a harder time providing for ourselves, our families, and more. By increasing case acceptance, we can act out the ancient idiom of knocking out two birds with one stone.
That’s why, for this week’s article, we’re giving you two strategies that are proven shortcuts to success. They’ll help you to get patients to say yes, which means improving lives while growing your practice at the same time.
1. Offer Treatment In A Way That Presents It As “Satisficing.”
The word “satisfying” is commonly used in the dental profession. But “satisficing” is more seldomly used. “Satisficing” is a decision-making strategy or cognitive heuristic that entails searching through the available alternatives until an acceptability threshold is met. That might sound like a foreign language, but it’s not as complicated as it sounds.
No one knows how to present treatment in a satisficing way better than Dr. Robert Cialdani. He has six well-known principles of influence that have been both tested and proven by science. Even better, they’re universal, cross-cultural, and—most importantly—ethical. They’ll apply to any patient, regardless of where your practice is located.
So, what are these six principles?
- Consensus (social proof)
You can trust Dr. Cialdani. He’s an expert in the science of persuasion as a best-selling author who holds the title of being the most cited social psychologist alive today. If you want to learn more about his six principles of persuasion so that you can offer treatment in a way that presents it as satisficing, click here!
2. Discern And Provide “Decision Triggers.”
Decision triggers provide patients with single and reliable pieces of information to guide their decision in an ethical way. Rather than selling your product or service, decision triggers help them to realize that they’ll receive value from purchasing your product or service.
Are they looking for an affordable solution to maintaining their oral health? Prove to them that your payment plan offers a better deal than that of your opposition.
Are they an elderly patient looking to chew again? Explain how an implant is a better alternative than dentures. Explain to them that, without implants, they might have trouble enjoying their favorite food. If they like steak, for example, teach them about how dentures won’t cut through that beef as much as a dental implant.
Are they excited about an event that might require a confident smile, such as their daughter’s ballet, a relative’s wedding, or their upcoming high-school graduation? Show them how spending $39 at your practice to get a teeth whitening procedure can make them both literally and figuratively shine.
Are Your Patients Accepting Treatment?
Dentistry is about making a difference, not selling services. When we fall back to our roots, we’ll have a much easier time increasing case acceptance. The moment a customer understands you’re offering to improve their life, they’re much more likely to accept treatment.
Dentistry is expensive; patients need more incentive than being enticed by a silver tongue. Apply these two strategies and you might see the results you deserve. Your practice will grow as you increase the number of lives you change by providing dental care. Isn’t that the aim?
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