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February 24, 2010
False Assumptions Dentists Make...
Patients have much better things to do with their time and money than spend it on your work. I know this may shock some of you, but patients don't place dental work high on their list of priorities. Educating patients that they need to fit their lives into your dentistry is not a good way to help patients become healthier. How they fit that dentistry into their lives is a major concern that impacts most every patient.
There are three false assumptions dentists make about their patients:
- Patients will do what they NEED (most don't)
- Patients want OPTIMAL care (most don't)
- Patients understand a tooth that is asymptomatic may still need treatment (most don't)
When patients are unaware of their condition and if it doesn't hurt or doesn't look bad, the discussion usually turns to, "If I need this treatment, why am I not feeling any pain?" Think about it...we live in a "wants-driven" economy where needs take a back seat. So most spend money on things they want rather than on things they need, even when it involves their health.
Consider that most people complain when the cost of gasoline exceeds $2.50 per gallon but gladly shell out about $3.50 for 12 ounces of their favorite Starbucks drink simply because they want it.
The key point is that you and your team need to be showing patients the "Value" of the treatment you are recommending.When patients see the value in the outcomes you are suggesting, they will make the necessary financial arrangements.
Value = Benefit (of treatment) - Cost
The truth is, you know how to perform more procedures than patients are willing to put in their mouth. The problem is not your clinical skills...the problem is your interpersonal skills. Is your practice educating patient about the "Why and Value" of the treatment you recommend rather than something they merely "need?" Do you and your teammates need to build your interpersonal skills to help more patients improve their health? If so, what are you doing about it?
Apply Persistence to Your Possibilities...
I read the following and knew I just had to pass it along. I hope it guides you in your everyday journeys!
Your success is not a matter of idle chance; it's a matter of making the right choices. It's not something you wait for, but rather something you'll achieve with effort. Things won't turn up in this world until you turn them up.
Success is neither magical nor mysterious. The people that truly succeed in the world are the people who look for circumstances they want and, if they can't find them, make them. Don't sit on the sidelines; get in the game. Your access to success has no real limits.
The great opportunity in your life is where you are right now. Every situation, properly perceived, becomes an opportunity for you. You have grand opportunities all around you. Open your eyes and you will find them!
If you have the desire, you have the power. Taking action is all that is required!
Continued Success to you and your Team!
Sincerely,
Art Deden
Vista Practice Management
www.vista-practice.com
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