Patients don’t buy dentistry, they buy the conversion it creates

[September 4, 2020] by Dr. Ginger Bratzel

Episode 31:  [Patients don’t buy dentistry, they buy the conversion it creates]

Have you ever built a house?

My dad always wanted to build a house from the ground up for our family. For him, it was about creating an experience where we worked together to live in something made with our own hands.   And my dad was super mechanically inclined, so this was right up his alley.

So the summer of my senior year of high school (as I was already mentally gearing up to leave for college), he decided to start.  And talk about waiting until the very last minute.  So we proceeded to go to work, and over the course of the next several months, my parents, my brother and I built our house.

We did 99.9% of the work.  And I have so many memories like the first time he smashed his thumb (and the words the spewed out of his mouth), my brother getting into the insulation, and how much I hate to tape and texture drywall (yuck.)

He could have had someone else build it faster and easier.  Or we could have bought a new house somewhere else.

But what my dad was looking for was the transformation this experience would create in us:  to sleep in a home that we created ourselves.  And it was never about paint, lumber, and lighting fixtures.

What patients want

For our patients, they are looking for that final outcome, too.  They don’t care about impression material; they are looking for what their life is like on the other side as they go through this conversion from their before state to the after.

This week on “Dental Mental” podcast we’re breaking down that experience.  And we’re talking about using September to fill holes in the schedule (and their teeth) and help patients.  You can access the podcast recording above.

In this episode, we cover:
  1. Fill the schedule
  2. Different types of conversion
  3. How to overcome objections
  4. Using stories as a relatable tool


Links Mentioned In This Episode:

Don’t forget to register for The Patient Pipeline LIVE Virtual Experience on October 2 and 3, 2020.  More details can be found at:

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