3 Ways To Lose Your Patients, Part 3

This is the third of my 3-part series focusing on the
leading reasons why patients fail to return to your office,
or worse yet CHOOSE to go elsewhere.

Understanding these will help you make the necessary changes
reduce their effects on your practice.

Reason #3: Failure to CONNECT with your patients.

This one's BIG...partly because it's somewhat subtle.
I could approach this concept from many different angles.
One of the best ways to view this idea is to consider this
question:

What type of business are you REALLY in?

Over 95% of dentists, when asked this question, will immediately
answer, "I'm in the dentistry business". WRONG!

Sure, you "do" dentistry, provide dental services. But that's
not the TRUE defninition of your business. Here it is:

You are in the MARKETING and RELATIONSHIP business!

Dental services are what you market (or sell), and the
relationship is with your patients!

By the way, it's the same thing no matter what industry
you're in. Banker, restauranteur, clothing store owner,
doesn't matter. The THING you do or sell is NOT the BUSINESS
that you're in!

How much dentistry would you do if you could not ATTRACT the
patients that need and/or want it? Even if by accident, you
attract people who want your services. Whether or not you attract
a FEW or MANY depends on your ability to MARKET...and SELL.

How many patients would you have if there were no RELATIONSHIP
with them? (Note: it doesn't always have to be you...it can
be a team member too) If they don't know WHO you are, and know
ABOUT you, they usually won't stick around very long.

You see...the dentistry you "do" is dependent upon the marketing
and the relationship. Good marketing and good relationships =
lots of patients and dentistry for you. Lack thereof = lack
thereof.

Tying all this together, your ability to CONNECT with your patients
on a physical AND emotional level is the KEY to winning their
loyalty. You do that through the relationship you build with them.
Part of that relationship is built through savvy internal marketing
that shows them how much you appreciate them.

Failing to connect will stunt growth and KILL your business.

All my best,
Chris

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