Category: Case Acceptance
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Why Is a Blank Slate So Hard to Accomplish?
So, what exactly is a blank slate? We often say, “Let’s start with a blank slate” when we mean starting from zero—with no assumptions, no preconceived ideas, and no previous information influencing what comes next. It sounds reasonable. The problem is that, when dealing with people, a true blank slate rarely exists. When discussing findings,…
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Say It 3 Times
Train yourself on 3 different ways to go over findings and treatment. A few people will say “NO” almost as a knee-jerk reaction. Continue explaining and motivating the patient to move forward with treatment. This will help fill voids of information and make it more likely for them to accept treatment. EXAMPLE FIRST TIME DOCTOR:…
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Shut Up and Take My Money!
External marketing efforts are certainly necessary to keep new patients flowing to the practice, but it is in your existing patient base that you have the best chances of getting case acceptance. Especially those patients that are big fans of your practice. These patients are what I call the “low hanging fruit”, and if it…
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Don’t Change Habits, Change Patterns
We’re creatures of habit. It takes continuous and consistent practice to perfect a new skill. Some habits take days, others months or even years maybe. The fact is that once perfected a habit becomes second nature. We don’t even have to think about it. It becomes almost a reaction to a certain trigger. A good…
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Developing Trust from the Get-go
First you Know, then you trust, and then you buy. In that order. There’s different ways to develop trust, but trust cannot be pushed or purchased. It is gained over time. We can create the illusion of time by informing patients about how long we have been in business, or how long we have been…
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Everyone Sells Something!
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…
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