Approach each customer with the idea of helping him or her solve a problem or achieving a goal, not selling a product or service. — Brian Tracy

I want to hear your honest answer to this question: When a patient walks into your dental office, do you see them as a patient or a customer? There’s no right or wrong answer here, actually. I just want you to be conscious of how your patients perceive you. Are you coming in as a doctor providing a solution or a business person selling them products?

In today’s episode, our topic is about enthusing clients. We’ll talk about how you can humanize yourself so that your patients understand that you’re just not a lady or a gentleman in a white coat. We will have a thoughtful discussion on the six emotional cues on why patients buy — or don’t. I will also share insights on how you and your team can authentically connect with your patients and sell them a solution, not the product. So relax, press that play button, and get ready to enthuse more clients!

Tune in and find solutions to common practice issues at  Prescriptions for Your Practice.

Key Quotes:

  • “When we’re talking to our patients, we shouldn’t talk to their brain. We should talk to their heart.”
  • “When discussing treatment with patients, our objectives should be to minimize the downside or pain and maximize the upside or pleasure.”
  • “We’re talking about selling the consequences and helping them understand whatever the truth is because they will move forward for their reasons, not your reasons.”
  • “All business is human to human.”

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