When you flirt, you’re selling the other person into choosing you among other candidates; when you want to go to the movies or dinner, you sell your friends into going to the movie you’d like to see or going to your favorite restaurant. Selling is natural. Even babies know how to sell, they get everyone to do anything with a giggle or a cry. Two different strategies, same result.

You should embrace selling. Once you understand that selling is not just the best way to help someone who needs your services, it is the only way you get to be a contribution to your patients and to your community.

Coming to terms with charging a fair price for your services is not easy, but selling should not be hard if you truly feel that your services are in the best interest of the person you’re trying to help. You both look at the pros and cons, you assist them with information that will lead them to make a decision and once all questions have been answered and they’re ready to take the next step you facilitate the exchange of your services for their money.

In the early stages of practice development, we can become too focused on making ends meet. That is paying the bills. Sometimes to the point that it is all we can think of.

It is unfortunate that many offices are in the business of making money and only secondarily fixing people’s teeth, but patients have a keen sense for detecting phony enthusiasm vs. true passion. So the key to a thriving practice is developing a true passion for creating beautiful, healthy smiles. Financial success will come as a result of establishing yourself as a trustworthy provider in the patient’s perception. Those you can trust, you believe and those you believe, you buy from.

Again and again!