8 Simple Ways to Inspire Yourself at Work

Dave Kerpen

CEO, Likeable Local, NY Times Best-Selling Author & Keynote Speaker

Getting Your Dental Patients to Say "YES" 

The past few weeks we have been discussing, on both our TV Show and our blog, How to Increase Patient Acceptance - a very hot topic within dentistry. Two weeks ago we discussed why people make changes, in general, with our blog entitled "How to Improve Dental Case Acceptance." For example, what motivates someone to lose weight, quit smoking or accept dentistry? Then this past week we discussed how consumer buying behavior impacts this same topic with our blog "Can Understanding Consumer Behavior Increase Dental Patient Acceptance?" This discussion built upon the previous week's discussion and related it specifically to dentistry.

Can Understanding Consumer Behavior Increase Dental Patient Acceptance?

If you look at dental case acceptance through the paradigm of consumer buying behavior, you might find the topic enlightening. When wanting to spend money people, in general, look at things like the "blind lady of justice", meaning, on one hand you have your money, and on the other hand you have the product or service that you want to buy. If the importance of the product or service is high enough, it outweighs the desire to hang on to your money, and you will spend it. If on the other hand it doesn't, a consumer will hang on to their money. For example, if you have a job and it isn't across the street, buying a car becomes important enough to you that you would contemplate a car purchase to get to work. If your job is close enough, and it is a nice summer day, perhaps you think you will just ride your bike. When winter roles around, suddenly a car purchase seems even more important because riding a bike in the snow isn't easy, so you buy a car. Now that you have solved that problem, you might not have a bunch of interest in a second car because one car solves the problem fine.

How to Improve Dental Case Acceptance

I hear frustration all the time from doctors about patients not accepting treatment. While I understand their frustration, I also look at things differently perhaps than most do. When I look at patients from a psychology standpoint, I think you can divide the population into two groups: those that appreciate and want cosmetic dentistry and those that don't. I am going to approach both groups differently.

The Training Process in Your Dental Office
 

So you just hired a new dental team member and the question is, “Now what can I do to ensure this hire is really successful”??  All too often we just throw them into the mix and hope for the best, then perhaps get frustrated if it doesn’t work out.