One of the main rules we like to impart to our members through our dental practice advice is:
McAnally Selling Rule #14 – Eliminate awkwardness and more patients win.
Awkward; causing or feeling embarrassment or inconvenience. If something has happened in a patient relationship or in the early stages of prospective patient relationship that’s created or is creating awkwardness, the best thing you can do is take the responsibility to raise the issue and talk about whatever it is that’s going on.
It’s not just the best thing to do, but it’s the only thing if you want or desire to be seen as more credible. Getting whatever is awkward into the open, discussed, and handled automatically adds to your credibility. Just remember that the more credibility you have, the more trust and liking will result. The latter two directly translate into more patients following your recommendations and doing good things for themselves. Getting rid of the elephant in the room is tantamount to more case acceptance. Once you know how to take that dental practice advice on how to get rid of the awkward situations when it comes to sticker shock, you can move on to helping your patients to good dental health. You can learn more for a start by checking out my #1 top selling book on Amazon which will point you in the right direction.
Yes, that means more patients helped. It probably comes as no surprise that the #1 most reported awkward situation in dental practices is in the arena of fees and what patients do and do not know about price.
In reality, what’s reported as #1 awkward situation is completely avoidable with via good selling systems. Our 25 minute training video will help fill in the blanks with how you can routinely eliminate awkwardness #1 along with many many others. Check it out on our website.