When you start talking to your patients in their words and avoiding the technical dental terms you will really see a turnaround in case conversion.
Did you know you could be pushing patients to say ‘No’ to care instead of ‘Yes’, every day, each time you take the time to explain a procedure they need?
It’s true. Your wording is possibly sending them right out the door and you don’t even realize it.
You have spent many years in school and training over the years basically learning a whole new language that, I hate to tell you, shouldn’t be using most of the time. When, we as dentists, are explaining a procedure to your patients, we slip into ‘dental–ease’ using all the fancy technical terms that were beaten into our skulls. We were taught it shows how competent and knowledgeable we are as dentists, but in reality, we are confusing patients and that causes alienation.
Click on the video image below to watch.
You have to use your patients’ words when you are speaking with them, not ours. You can’t be too technical because it’s like you’re speaking a foreign language. Unfortunately, most dentists feel they can overcome the language barrier by trying to give the patient a crash dental education, when instead, we need to approach the situation in the most common layman terms.
So if you want to get your patients more involved in you case acceptance and increase your conversion to keep your schedule full pay attention to the words you’re using when talking to your patients. Don’t force your dental terms on them. We all know what ‘prophylaxis’ means but we need to call it a ‘cleaning’ because that word means something to the patient. Words can be very powerful, so make sure you use their words, not yours.
In the video I give you a great example of a car insurance company in Texas, who was struggling until they realized they were using the wrong words to sale a product to their customers. This example will hit home with you and your patients. Once they realized they were making this exact mistake and corrected their language, they completely turned their business around.
In this video, you’ll learn about:
- The power of words
- Using patient words
- A slight change can go a long way in case conversion