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The importance of scripting for the dental practice [VIDEO]

Publication
Article
dentalproductsreport.comdentalproductsreport.com-2014-09-01
Issue 9

Lights! Camera! Action! Dr. Roger Levin says it’s time that your dental practice takes a cue from Hollywood and learns the value of a good script.

Lights! Camera! Action! Dr. Roger Levin says it’s time that your dental practice takes a cue from Hollywood and learns the value of a good script.

“Scripting” has long been an accepted way of doing things in the dental practice, but it is time to take a look at your scripts and see where and how they need to be updated. After the Great Recession hit, “scripting” to merely communicate was no longer effective. Dr. Levin believes scripting today must be about the “science of influence.”

More from Dr. Levin: The power of checklists for the practice

So what do you need to know?

First, every patient conversation should be scripted in writing, including very first new patient phone call.

Second, remember that adults learn in “threes.” Knowing this, make sure you repeat the patient’s name three times. If you are discussing scheduling, repeat “convenience” three times. Make sure you hammer home the important points of the conversation three times.

Third, every script contains benefit statements and power words. Power words create energy and energy creates trust. When patients trust the dental practice and the dental team, they accept more treatment.

Finally, remember that scripting is important for the dentist and team. It can’t just be one person in the practice following the script. Everyone has to be on the same page.

RELATED: Dr. Levin on how to create more energy within the practice

To hear more from Dr. Levin on the value of scripting, watch the video below…

Additional learning opportunities: 7 steps to improving leadership in the practice

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