Karen Johnson, a Dental Warranty Success Manager, and someone who has worked in dentistry and front offices for more than 25 years has spoken to 100's of practices. She wanted to share one of her secrets to practice success.
How can your office get higher acceptance on treatment plan presentations?
How can your team get more patients to accept the 5-year Dental Warranty coverage? The answer is surprisingly simple: enthusiasm!
When you are with a patient, it is like being on stage. You are ON. Your audience will be able to tell if you are sincere and engaged, and if you believe in what you are presenting. Your attitude, energy, and enthusiasm level influences how much your audience cares or if they take action.
I have worked in dentistry for years and here is what I have observed. Dental office teams that communicate enthusiasm and passion have a higher success rate in case acceptance, including Dental Warranty acceptance.
Enthusiasm, or the lack thereof, is contagious.
Your positive, negative, or lukewarm emotion will be transferred to your patient. Be aware of your facial expressions, tone of voice, and body language. Most of all, don’t forget to smile... after all, we do work in dentistry!
When proper verbal skills are combined with enthusiasm, success is a natural byproduct.
Here are a few questions that can help you or your team evaluate their enthusiasm level:
1. What can I do to keep a positive attitude throughout the day?
2. Do I believe in what I am presenting to the patients? Why not?
3. Do I show my enthusiasm through my verbal and non-verbal communication?