Create raving fans with 2 key questions [VIDEO]

July 27, 2013
Issue 1

As part of our Morning Huddle e-newsletter, DPR partnered with notable practice management consultants to provide quick video tips to get your team talking.

As part of our Morning Huddle e-newsletter, DPR partnered with notable practice management consultants to provide quick video tips to get your team talking.

Here, Dr. Brad Guyton of Jameson Consulting covers the two critical questions to help you enhance the perception of what a dentist does, while also enhancing patient outcomes.

 

You are at a weekend event. Someone always asks you “…and what do you do?” And the first thing out of your mouth is, “I am a dentist."

Not a bad response-we all say it from time to time. But what would those people say if you responded with something more accurate, more meaningful, and more life-changing? What if your response made them want to tell people of the “dentist that is different”?

Think about what you do each day…it goes far beyond the practice of dentistry. What about the people you work with? What about the patients you serve? What about their families and yours?

What we do everyday not only changes a person’s smile and health but it often changes their life-what you do can give people confidence, personal freedom and a reason to smile.

The Jameson Method of Patient Management guides us to ask two key questions during every patient consultation:

What are your goals for your mouth, your teeth and your smile?

What are your expectations of me?

These two simple questions work if you remember to ask them every time. It links your ability to your patients needs and wants and manages their expectations along the way. Every day our team of Jameson advisors witness successful dental teams that listen to the answers to these two questions. These teams that ask and listen consistently rise to the upper echelon of our highest performing dental clients. They consistently get the highest % of internal referrals and show a real commitment to satisfying their patient’s goals.

So What about Bob? Bob is a prospective new patient in your dental practice. After a couple minutes of social graces, you asked him the key questions: “What are your goals for your mouth, your teeth and your smile?” You listen as Bob explains that he has an ill-fitting partial denture from which he is experiencing pain and is unable to chew his food properly. Bob mentions he wants a beautiful smile because he is going to his grand-daughter’s wedding in six months.

Visit the Jameson Community for an exclusive article from Cathy Jameson on 3 Key Secrets to Raving Fans.

You then ask: “What are your expectations of me as your dentist?” and Bob replies “Just do the best you can-I really want to smile and not have my teeth fall down.”
Through your conversation, you build a relationship with Bob, providing him a level of trust and confidence.

Through an appropriate implant retained denture, you are able to satisfy Bob’s dental needs and enrich his life. Bob returns for an evaluation nine months later to announce his partial is functioning well and the wedding was one of the highlights of his life-in part to the fact that he had a predictable and functional smile!

Dentistry can be just about restoring teeth or it can be about transforming smiles and the lives of those around you. The best dentists are in the business of improving the lives of our team members, colleagues, and patients!

This week, make it a point to ask these two simple questions in your practice and watch the doors of opportunity open. Make it a great week!

 

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