"Just the facts, ma'am"...ALL the facts, that is...

As an extension of yesterday's message, I mentioned that I would
describe today the importance of including ALL relevant information
when helping patients make good decisions about their dental health.

I barely remember seeing reruns of the old TV show "Dragnet",
where two detectives would always investigate a crime. The
only quote I remember from the show is: "Just the facts, ma'am."

The detective knew that he usually couldn't solve the crime until
he had all the relevant facts...and only the facts. Many times
the same is true with your patients. They often can't (and won't)
arrive at the best "dental decision" unless they have access to
EVERY fact related to their situation.

And it's up to you and your team to be SURE they have all the
facts at their disposal. After all, no one else has the
professional dental expertise to guide your patients through
the important decisions they must make about their health...
except you and your team.

I'd even contend that your MOST important job is to ensure
that your patients have all the info, every time. It's much
more important than that one remaining little speck of tartar.
Have you ever had a patient call with a "tartar emergency"?

Patients have little chance of making smart dental decisions
if they don't have all the data. Most important among the facts
usually is a detailed explanation of the RISKS involved in not
moving forward with treatment. A realistic assessment of the
risks of losing more tooth structure, the whole tooth, or needing
more extensive and expensive procedures than they need now is
critical, helping patients understand the urgency of their problems.

If patients aren't having symptoms, the perceived urgency is
low. Add to that the natural tendency to avoid or put off "going
to the dentist", and you're starting with an uphill battle at
best.

Even if they said "no" or "not now" last time, they deserve the
same opportunity at EVERY visit to REvisit that decision. And
at every visit they need a COMPLETE review of all the details!

Please don't think they'll remember what you told them last time.
And don't think that they'll automatically say no this time if
they said no last time, because that will influence your
presentation of the facts.

I'd rather have the patient say, "Yes, I remember that photo,"
than for him/her to say "I didn't know that tooth was cracked"
the day it breaks...and you told them a year ago but not most
recently.

Fact is, people aren't sitting around all day thinking about their
teeth! I know it's hard for us to swallow that, but it's true.

I know it gets boring sometimes to have to go over the same things
again and again...but it's a NECESSITY to do so, period. And it's
best BY FAR if it starts with the team, and then the doctor
verifies the findings as the "second opinion" in your own office.

When you and your team are in the habit of communicating with
patients about their dental conditions consistently, as if
each interaction were the FIRST interaction, your CONVERSION
RATE to "yes" will reach its optimal level.

So again, give your patients the opportunity to say yes or no
every time...but make sure they have all the info first.

All my best,
Chris

PS: Next week my Dental Insiders Alliance "Summer Blitz" Teleseminar
and Webinar Series begins, with two exclusive learning events:

1- "How To Profit From Your Own Dental Assisting School"
Tuesday, July 21 at 8:30pm EDT (7:30pm CDT; 6:30pm MDT; 5:30pm PDT)

Join my expert guest Dr. Mark Costes, as he takes a concept
you've probably heard about to the next level. Dr. Costes is
helping dentists across the US demystify the DA School process,
so they can start profiting rapidly. Even if you've heard
about this additional stream of revenue before, you'll be
impressed with how Dr. Costes has literally reversed the weaknesses
of previous DA School systems and turned them into opportunities.

2- "Instant Team Meetings - Your Formula For Success"
Wednesday, July 22 at 8:30pm EDT (7:30pm CDT; 6:30pm MDT; 5:30pm PDT)

Back by popular demand! Yes, the first time I did this webinar it
was filled with technical glitches. So I did the "Mulligan" version
of the webinar, and the digital recording somehow got botched by
the webinar service. Sheesh!

Still, the reviews were great, and I've had more requests for an
"encore" presentation of this content-packed webinar. So I'm
doing this once again, for the LAST TIME. Registered attendees
will have access to the recording, which I'm committed to capturing
this time (I'm using two sources!).

During this webinar I'll reveal my 7 CORE Patient Attraction
Strategies that have helped me grow my practice into the exact
business I want, spinning off plenty of profit in the process.
Also, I'm including specific content that you can literally use
the next morning in your own practice for immediate results.

Reviews on this presentation are among the best I've received...
so don't miss it!

Registration information will be sent to you tomorrow, but I
wanted to let you know about these events now. Stay tuned.

Dr. Chris Bownman
Dental Insiders Alliance
www.DentalInsiders.com/patientattraction