Educate and motivate patients. Use scripts to both educate and motivate patients about treatment plans and dental services. The emphasis should always be on how to make patients' lives richer by improving their oral health. Practices that excel at educating and motivating patients about services will increase production.
Don't forget to watch for patients "unasked questions" -- and answer them. Many patients are hesitant to show their lack of knowledge, their fears, or other personal issues regarding their oral health. Everyone on the team should make the effort to sense confusion or unspoken problems and address them in a friendly way.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email firstname.lastname@example.org.
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