Have you ever heard the term technobabble? Maybe you have, maybe you haven't. Some have identified technobabble as the number one sales killer. I've addressed this in the past and I want to address it again because I know it is happening.
Technobabble is the use of words that people may not understand unless you explain more about it. And this is the use of big words or industry jargon that a lot of people just aren't used to, right? And if you use them without explaining what they are, it can absolutely kill yourselves. And that includes the use of acronyms, right?
So let me go over a couple of these words that we think are completely normal, but a patient, it might just confuse the patient if we talk too fast or over their head. Now, I know that there are several people who walk in who actually don't know what a bridge is. We just use it all the time. We're like, "Oh yeah, the full bridge," or, "This bridge," and they just don't know what it is.
Did you know that there's like virtually no Google searches for full arch dental implants? Nobody uses that outside of the implant industry. It's always full mouth dental implants. That's what everybody searches. Those are the terms that they know, right?
So bridge, arch, an abutment, even a crown, they may not really understand what it actually is. Then you get into more complex terms like osseointegration, on the maxilla or the mandible. And really, we should just be using layman terms for everybody to understand, or if we do use, for example, "Yeah, your upper arch," maybe you're showing a model. "This is a model of your lower arch." Don't say arch, just say, "This is a model of your lower teeth, of a full set of lower teeth, a full mouth of the top or the bottom jaw." You are using those types of terms instead of the industry jargon. Because if you don't, they're just going to start thinking about what that thing is or, "Hey, I didn't understand that part," and it just will compound on itself.
Once you start getting into finances, if you don't use really simple terms like, "This is what your monthly payment would be," if you go into these crazy financing terms, which I don't think we do, or you start talking about, "Yeah, you could go to GreenSky or Proceed, LendingClub," and you start using all of these things that they don't really understand, you will create something in their brains that will make it so that they just aren't clear. And really, the only thing that matters is understanding and clarity between you and the patient who's sitting in front of you.
This is a very, very, very simple reminder to not use technobabble. And if you do, then you must explain what that actually is. And it's just a little tweak, but I promise it'll help you close more deals.