They want:
- To keep their teeth and gums healthy
- The ability to smile with confidence
- The ability to eat without pain or fear of their teeth falling out
- A better chance to meet a new partner or get a new job
- To feel better about themselves – to fall in love with their smile again
Selling is simply finding out what your patient/client/customer wants from you and then providing it. Nothing more. Nothing less.
If the patient really wants the outcome your treatment can provide, they will find a way to pay for it.
What successful dental practices do is much, much more than just the dental treatment. They make patients feel like people. They give them as much time as they want. Not clinical time, but personal time. Time to talk about their concerns. Time to ask questions about the treatment options.
Good conversations need time and the appropriate place to happen effectively.
Patients also say different things to different members of the team, so systems and processes must be in place to ensure the information is shared throughout the team.
People buy more from people they like and trust. People like and trust those they have a good relationship with. Relationships take time to build.
Build good relationships with your existing patients and they will do all the advertising you need. 80% of patients go to a practice recommended by a friend or family member.
Provide a ‘WOW’ experience for your patients and they will tell everyone they know.
“I’ve learnt that people will forget what you said, people will forget what you did, but people will never forget how you made them feel” – Dr Maya Angelou – Teacher, Activist, Artist & human being
Remember: Dentistry is personal. It’s intimate. It involves touching. Does your practice deliver a truly personal experience?
#WOWExperienceFeel
