Every interaction with patients is an opportunity to motivate them toward something. When you approach patients, keep practice objectives in mind so that you can go beyond merely providing information and exchanging pleasantries. By being intentional, you can more effectively influence patients to accept treatment, show up for appointments, comply with instructions, and refer new patients.
Use one-day rules to motivate patients. To manage patients more effectively, set a 24-hour limit for the team to call patients who left without appointments, haven't yet accepted treatment, did not show for their appointment, or have overdue payments.
Don't forget to use benefit statements. Benefit statements focus on why the patient should be motivated to follow recommendations, whether it's treatment or taking care of a balance. From a psychological viewpoint, benefit statements help patients understand why it's in their best interest to do as recommended.
Roger P. Levin, DDS, is the founder and CEO of Levin Group, the leading dental practice consulting firm in North America. For the complete list of dates and locations where you can attend his latest seminar, visit www.levingroup.com/gpseminars.
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