Ideal preparations, beautiful ceramics and strong adhesion…If being an excellent operator was all it took to have a highly successful practice, there would be far more highly successful practices.
In today’s dental world, we need more than clinical excellence to separate ourselves from the pack. We need connection. We need to relate. What would happen if every patient truly knew everything you knew? What if they, without question, understood all that you understand? What answer do you believe you’d here far more often?
A very wise John Quincy Adams once said, whoever tells the best story wins. I’d agree. I’ve seen it. So have you. Every time a patient comes in for a second opinion and says yes to you when they said no or maybe to several other solid dentists who proposed the exact same plan. How about those rare, yet very painful moments a patient returns with new veneers from someone else?
Learn to create context for what you’re going to share
Learn to peak interest immediately.
Learn to customize based on who is in front of you.
Learn to listen and deliver what matters most.
Learn to solve a problem.
The best planning strategy is useless, if information is poorly disseminated. By applying these simple fundamentals, you will connect with your patients on a personal level, and be less of their "Dentist" but more of someone they have come to trust and confide in.
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