From first impressions to showing evidence, Manrina Rhode discusses how to create a high treatment acceptance rate.
Today I’m going to talk to you about patient conversion and treatment acceptance.
First impressions
It seems like a silly and obvious thing to say, but it’s surprising how many dentists don’t think about the first impression that they make for patients when they walk into the room. I want to cut to a scene here of a dentist busy typing on the computer with their back to a patient as a patient walks into the door. That doesn’t make anyone feel welcome.
If you want your patients to like you and to trust you, and you want to show them that you really care – and I’m sure that you do – put whatever you’re doing aside, make sure when they come into the room that you stop, you look them in the eye, you shake their hand, and make them feel welcome, and welcome them into your surgery.
Once they’re in, let them sit down and have a chat with them. Coming to the dentist is is a nerve racking experience for the majority of people; there’s a rare few that enjoy it. So, what we can do as professionals is make sure we take the time to talk to them, talk to them about their day, talk to them about a recent holiday, something they’re wearing – anything to make them feel relaxed and feel like they’re in a kind, supportive, comfortable environment.
Showing evidence
Once you’ve established a relationship with the patient, it’s important to hear their reasons for coming in that day. Then I will often repeat their reasons back to them so they know that I’ve heard them and have understood what they’ve said.
Then we…
