Making a better connection with your patients on their terms will grant you major results in your practice.
I have absolutely no doubt in your ability to do amazing dentistry. I know you are helping patients every day.
You have probably helped countless people get rid of pain or to be less embarrassed by their smile.
What I do want to help you with is to better understand their problems in ways that are important to them, which has a significant impact on the success of the business side of your practice. And the way to do that is to find that bridge between their concerns and what you need to do as a dentist to help them.
It’s about making a better connection with your audience; on their terms.
So, what we work on with my students and private clients is exactly that, better understanding your audience. The most successful way to do this is to simply survey your patients and prospects.
Now I know some dental offices are already doing some form of this, usually in the form of an auto-generated email asking to complete a survey from your dental software. After a patient has an appointment they get an email asking about the office and the services they received.
This is great. But this serves a different purpose than what I’m talking about here. You should also do surveys to find out their needs and concerns that aren’t being met.
To put this in practical terms, I recently had my students find some online forums and simply ask: What do you hate about going to the dentist?
We got loads of feedback and the most invaluable part – it was all in their own words (the prospects!!!), straight from the source. We heard very specific hang ups that prevents people from going to the dentist. (Here’s a spoiler alert: it wasn’t money.)
The results showed us that there was a whole group of people in their area that wasn’t being served. If they simply made a few minor adjustments at the office, they would accommodate the needs of a large number of people. Imagine what intel like that could do for your new patient numbers?
In the video I explain how we used their words to increase conversions, plus the number one issue that happens to dentists every time they get access to information like this. Because if you serve your audience well your practice will always be full. And it has nothing to do with customer service. It’s about simply serving the needs of your audience.
In this video, you’ll learn about:
- Making a connection with your patients
- Better serving your local area
- Keeping your schedule full by listening