Every day dentists and teams let bombs (barriers to good patient decision making) blow up their dental case acceptance and treatment recommendations . The sad part is everyone sees and knows the same bombs are going to appear again and again but few do anything to diffuse them or to get out of the way and stop the damage. If you only took one step and read my #1 best selling book on Amazon it would be a start in the right direction to getting more case acceptance for larger and better cases.
I hate war analogies so here’s another one….
Imagine you’re participating in a team sport and you know what the opposing team is going to do ahead of when they even do it. I’m sure you can imagine how much easier it would be if you knew what play was to be called, where the puck was going next, whether she was going to spike the ball, or what kind of pitch was going to be thrown. After a while you’d get bored with winning!
Now, in essence, you already know exactly what issues patients are going to raise or have when it comes to considering dental treatment be it simple or complex and you have an idea of how the dental case acceptance will or won’t go. There are only so many pitches that can come down the plate. You’ve probably seen most if not all of them again and again and….
If you think about it- that list of potential plays is pretty short.
In my 26 years in the profession, my list of barriers that routinely impact patient decision making has never grown larger than 10. While it’s unfair to our paying clients to give away the list of ten, it should be obvious to you that things like time, money, spouses, fear, and choices all are being thought of as part of any recommendations you make.
There’s a reason that the 5% with the most success at doing cases have that success and at least part of it is because they realize these barriers/bombs/potential plays exist and have done things to address them as part of selling. They have gone through the program and are reaping the benefits of our dental case acceptance system.
If you’re reading this and haven’t been through our core program which helps our members increase its volume of case acceptance in amazing numbers, it’s guaranteed that you’re needlessly swinging away at pitches that you could be either walking to first base on or you could be hitting out of the park routinely just by knowing when it’s time to swing for the fence.