DON’T JUST FILL YOUR CHAIRS, FILL THEM WITH QUALIFIED DENTAL IMPLANT PATIENTS
Hi. I’m Charissa Thurston, a success coach here at Dental Implant Machine. And I met with an office today in Waterbury, Connecticut, and they’ve really been struggling to get people into the office who are ready to start dental implant treatment. They’ve just been filling the chair with a body instead of a qualified body. So of course, we dug into their phone calls a little bit and there were some things that the office is definitely missing.
EARN YOUR PATIENTS’ CONFIDENCE BY BUILDING VALUE ON THE DOCTOR’S SKILLS AND EXPERTISE
They were not building value on the doctor and the expertise that he has in order to perform these procedures for the full arch implants. They felt a little awkward about sharing that information. And if this is you or someone on your team, you definitely don’t want to feel awkward about it. And if you feel awkward about it, role play with someone to get more comfortable bringing that information up.
These patients that are going to come into your office need to know the skills that the doctor has and the courses he’s taken, and any certifications he’s received. With that value the patients will realize why he charges what he charges and they’re going to feel more comfortable to move forward with treatment with you.
TOO MUCH INFORMATION CAN OVERWHELM AND CONFUSE PATIENTS
Another thing that’s really important is not to give too much information on the phone call. This office was focusing on giving an abundant amount of information about each procedure a patient inquired about. Phone calls can be hard because you can’t read body language, but you can definitely hear it in their tone and how long it takes them to reply to what you just said. That is a key component to scheduling a qualified person.
LISTEN TO VOCAL CHANGES OVER THE PHONE, IT MIGHT REVEAL MORE THAN YOU THINK
You are also going to want to make sure you’re listening to any tone changes in the patient’s voice. And that should be a very good sign to you that you gave them too much information and they are overwhelmed. They may still come to the appointment, but they’re going to come confused and it may end up not going very far. Or maybe it’s that change of tone that will tell you that maybe they’re not serious at this time. So as you’re talking to people, it’s really important to listen for those red flags. You need to have a keen ear to recognize those experiences each time, which takes practice. So every time you will start to recognize it and sometimes it’s playing the call back to hear what maybe you missed. This process is going to help you understand where you might have lost the lead or the patient, and where you need to kind of refine those skills a little bit.
So value, value, value, build the value, make sure we’re getting their “why” and finding out why they want this process. Find out if they’ve been seen before for a dental implant consultation and make sure that they are very clear of the financial investment and of course, getting that credit card to confirm the appointment for their commitment. All of these things should help you get better qualified appointments and get those patients who are ready to move forward in improving their smile.
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