Are You Setting Your Doctor Up For Success?

26 May

Have you ever shopped at Neiman Marcus in Dallas?  They have the most beautifuScreen Shot 2015-05-26 at 11.18.37 AMlly wrapped packages of any department store I’ve ever seen.  See, my grandmother used to wrap packages the same way. She even took time to teach me.  No seams, no tape showing, NEVER use a store-bought bow.  You always make your own beautiful bow out of high quality ribbon.  The paper was high quality as well – not the thin, easily torn kind that you would find at a discount store.  Everything about the gift was perfect. 

You’ve heard us compare your handoff in the planning appointment to that of a beautifully wrapped gift – how perfect is the gift you hand your doctor?  Here are some things to think about…

  1. Personalize. Do your handoffs all sound the same? (Mrs. Jones wants to keep her teeth and prevent emergencies, but she only wants to do what insurance covers).  If  your handoff is something like this, you just threw your gift in a recycled bag and handed it to Doc.  There’s not much at all he can do with it.  Essentially, you are putting him/her in a position to talk.  Talk more than you’d like.  You don’t want that, do you?  Handoffs should be customized – different based on each unique patient.
  2. Get specific with their desired end results.  Maybe they want whiter teeth – do they want ‘permanent’ whitening?  How far back in their mouth do they want to go with their changes?  How do they want to go about replacing missing teeth?  What solutions have they thought about (based on end-results).  Basically, you want to be able to sketch out a plan for treatment to handoff to the doctor based on your conversation.
  3. Don’t shy away from objections.  In fact, ask for them! If a patient doesn’t have objections, they aren’t ready to commit.  Objections are actually a buying signal.  It means the patient wants your help. 
  4. Close, Close, Close.  – What is their timeframe?   If you aren’t sure whether or not you’ve closed well enough, ask for a scheduling commitment.  Objections will certainly come out at that point if they haven’t already.

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s

%d bloggers like this: