Business
Have you ever tried to figure out why many patients fail to schedule recommended (and sorely needed) treatment? Recently I spoke with Fred, a general dentist in practice for 37 years. He's given this issue a lot of thought. Fact is Fred pretty much NAILED the WHY. Fred figured out why many patients don't take action. Why they allow things to get worse. Dental diseases are progressive. Even though Fred put his finger on the WHY... he had yet to discover the "HOW." How to present best option care in a manner that A) Consistently increases the likelihood of acceptance by the patient B) Solves the ETHICAL (and potentially LEGAL) DILEMMA of offering only best option care. Fred and Many Dentists Follow a Surefire Recipe for Case Rejection Whether or not he was aware of the marketing research, Fred identified and understood of one of the most common reasons patients don't move forward with recommended care. Too many options. For 37 years he'd done as instructed in dental school and had been offering most patients at least three options. Kind of a "good, better, best." On the surface that approach makes good sense. Let patients know that there are several options. While speaking with his Gems Coach he revealed a deep frustration with this approach. By the time patients sat through the 3rd option their eyes glazed over and they became paralyzed with CONFUSION. He hit the nail on the head. Confused patients don't schedule care. Is it Ethical to Offer ONLY Best-Option Care? All too often dentists and dental team members recommend care based more upon what insurance will cover than what they believe to be the very best possible care. In this episode, I'll share my philosophy of care, an approach which ensures that the majority of your patients will receive only that which you feel is best for their long-term health. Links in this Episode If you are a Gems Family Member and would like access to my four-step team training system for your hygienists on how to sell best-option quadrant dentistry, go to www.InsidersCircle.com. At the top left, Click on the SITE MAP, then choose GoldMine UnderGround Team Training Toolkit Episode 4, HOW TO SELL QUADRANT BEST-OPTION DENTISTRY. www.GemsAreEasy.com/podcast Forget about just trying to “survive…” If you want to thrive in the face of insurance PPO bullying, attract more new patients, hire and keep the best team members then Gems Insiders’ Circle is for you. If you want to work less while making (much) more money, enjoy all the benefits of Gems family membership with NO LONG-TERM commitment (Platinum membership is month-to-month). www.FreeGiftFromTom.com/podcast Get your FREE copy of my book, “Transform Your Dental Practice from CoalMine to GoldMine” (currently $16.97 on Amazon, but yours free as a Gems Podcast listener). PLUS, your FREE book order includes a FREE BONUS that could add $50,000 per year to your income. FREE 30-minute LIVE one-on-one TEAM TRAINING on my Adult Fluoride Verbal Skills. Learn to achieve 80% acceptance PAID OUT OF POCKET with just SEVEN SIMPLE SENTENCES!