Dr. Ginger Bratzel talks about the ‘benefit’ of repeatedly reminding your patients about the benefits of dental services in ways they will understand.
People buy for many reasons. The look at a product or service and try to decide how it’s going to make their lives better. In any type of buying situation a customer wants to know the benefit to him. Why should I buy this car from you? Why should I buy this new vacuum versus the other brand?
This same thing applies with your dental patients, also. They need it explained in a way that is relevant to them. You could easily explain the feature of the procedure in ‘doctor’ terms but that doesn’t resonate to them. But if you say, “getting this done will make your smile 10x better than before” that is something they understand and care about.
Click on the video image below to watch.
Now the catch is –there’s always a catch – this isn’t a one and done deal. The key to giving them patient focused benefits is repetition.
After they leave your office, they go back to their daily lives, which isn’t necessarily centered around their dental care. So when you see them again in six months they may not even remember what you told them at the last visit, so remind them.
People are busy and forget things, so don’t get frustrated and think ‘I’ve told Tom 5 times about that crown’. Each time you tell him, explain it as if it’s the first time and with a smile on your face.
In this video, you’ll learn about:
- Patient talk vs Dentist Talk
- Repeat, Repeat, Repeat
- People can be forgetful