THE BIGGEST COMMUNICATION MISTAKE

What happens when you prejudge patients?
1. You may be costing yourself many thousands of pounds’ worth of new opportunities for you and your Practice.
2. By not making your patients aware of all the options, you will be denying them the opportunity to choose their favourite. You won’t even be making them aware of your diverse range of treatments. Remember: as a matter of informed consent, it is important that you do mention all the options.
3. You will be missing out on delivering technical skills that you have probably spent hundreds of hours learning – skills which you may well have developed during weekends and nights away from your family. Some of these courses will have cost you thousands of pounds, not to mention the amount of kit you will have invested in that will now have to remain pristine in its box!

Imagine that you are walking into a high-class restaurant. Its decor is stunning. It has marble floors and its walls are adorned with the finest artwork. As you breathe in the magnificent aromas of the award-winning menu, you are approached by an impeccably dressed maître d’. You request a table for two by the window, but as you do so, you’re aware that he/she is constantly looking you up and down, studying your appearance from head to toe. Rather than hand you a menu, the maître d instead suggests that you may prefer to eat down the road at a nearby fast food outlet or at a cheaper restaurant. You are informed that there is no table available, despite there being only a handful of people being served.

Try to imagine how you would be feeling. Shocked and embarrassed, yet equally disgusted. While you may launch into a tirade there and then, what is absolutely certain is that it wouldn’t be long before you were recounting this tale to family and friends. These days the story would then quickly spread beyond your closest circles via Twitter and Facebook, allowing dozens, perhaps even hundreds more to learn of how appallingly you were treated. The power of social media can never be underestimated. It can certainly help grow your profile and help to destroy it at the same time.

Though this may seem an extreme scenario, how many times a week are you guilty of similar prejudgment? How often have you made assumptions about a patient’s finances, on the basis of how he was dressed or where she lived or what they did for a living?

Having coached over 8,500 Dentists on my Two Day Ethical Sales & Communication Programme World-wide over the last 20 years, I have heard many admit that they’ve been guilty of this too. In my opinion it’s one of the biggest mistakes dentists make. They, like the maitre d’, have drawn conclusions solely on the basis of appearance.

So what happens when you prejudge patients?
1. You may be costing yourself many thousands of pounds’ worth of new opportunities for you and your Practice.
2. By not making your patients aware of all the options, you will be denying them the opportunity to choose their favourite. You won’t even be making them aware of your diverse range of treatments. Remember: as a matter of informed consent, it is important that you do mention all the options.
3. You will be missing out on delivering technical skills that you have probably spent hundreds of hours learning – skills which you may well have developed during weekends and nights away from your family. Some of these courses will have cost you thousands of pounds, not to mention the amount of kit you will have invested in that will now have to remain pristine in its box!
4. You will never fulfil your true potential.
5. You might not fulfil the dreams of your patients.

There are 7 common communication mistakes made by dentists. This is one of them. To read more please get yourself a copy of my book “Don’t Wait for the Tooth Fairy.”  Its a fun read with lots of true life anecdotes. Whether you are a National Health Dental Practice or a top end Cosmetic Dental Practice, if you have a passion for providing excellent communication to your Patients you will love this book.

You will discover

• How to turn patient enquiries to your practice into an appointment. How to create a brilliant first impression and stand out from the competition.
• How to create the perfect consultation and patient journey. Build stronger lasting relationships with your patients
• The secrets to becoming a true master of the art of persuasion. Discover what to say, that will influence your patients to take action. Help more of your patients to say YES.
• Learn what not to say and discover the biggest mistakes dentists and their teams make in their communication with their patients.
• Feel more comfortable about talking money and achieve the prices your services deserve.
• Develop a six step approach to overcome your patients objections and reservations.
• How to handle patient complaints and create raving fans.
• Understand your patient’s personality style and adapt your communication to their style
• How to work together as a team, so that you never drop the baton again

Get your copy here for only £15