Understanding how your patient makes decisions: Ask These Questions
you can ask better questions, you will receive better answers
As a dentist, I know that you want to provide the best treatment possible for your patients. Unfortunately, clinical skills are not enough. Without the ability to build strong rapport, deep trust through understanding how your patients are thinking, converting treatment plans is more difficult than it needs to be.
Are you expecting your patients to say “Yes” as soon as you present their treatment plan?
Do your mentally beat yourself up when they don’t say yes Immediately?
Would you like to understand why 92% of your patients are unlikely to say “Yes” at the first visit?
However, it’s equally important to establish trust and build a strong rapport with your patients. One effective way to achieve this is by understanding your patients’ decision-making processes and decision-making strategies. By asking the right questions, you can tailor your approach to each patient, ultimately creating a more comfortable and trusting environment. Here are some essential questions to help you uncover your patients’ trust process:
Ask These Questions
1. How long do you have to consider something before it’s the right time to act?
This question can shed light on your patient’s decision-making timeline. Some individuals prefer to weigh their options and take time before deciding, while others are more inclined to make quick decisions. Understanding this aspect can help you adjust your recommendations and treatment plans to align with their preferred pace.
2. How often do you have to see a particular thing before you feel that maybe it’s worth a go?
This question unveils your patient’s level of trust in external information, such as advertisements or recommendations. It’s particularly valuable for your marketing strategies. Patients who require repeated exposure to trust external sources may need more comprehensive information about treatments and procedures.
3. How do you know someone is good at their work?
Exploring the qualities and attributes your patients associate with competence can be invaluable. Knowing what they value in a professional can guide your interactions with them. For example, if they value transparency and clear explanations, you can focus on providing detailed information about their dental health and procedures.
4. How many times does someone need to demonstrate ability before you are convinced they are competent?
This question delves into your patient’s trust in skills and expertise. Understanding the number of demonstrations or experiences required for trust is essential. Some patients might need to witness consistent proficiency over time, while others may be more open to trusting your expertise after just one successful treatment.
5. What do you need to be convinced that you know something?
This question provides insight into your patient’s threshold for personal knowledge. Understanding how they confirm their own understanding can be crucial in explaining treatment plans and procedures effectively. For instance, if they prefer visual aids or in-depth explanations, you can tailor your communication to meet these needs.
By asking these questions and actively listening to your patients’ responses, you can customise your approach to match their unique decision-making Strategies. This tailored approach not only fosters trust and rapport but also ensures that you provide the best possible care that aligns with your patient’s preferences and needs. Building strong doctor-patient relationships is an essential aspect of modern dentistry, and these questions can be your key to success.
You can learn about your patient’s individual communication language and decision-making strategies at our unique workshop. Speak the same language as your patients.
I Learned The Hard Way How To Make Dentistry Work - So You Don't Have To
I know how challenging carving out a successful dentistry career and running a dental practice can be. When you’re run off your feet with both clinical and business commitments, it’s easy to lose sight of what matters. It was only after my practice and career hit rock bottom – to the tune of £££s – that I realised it was a lack of business knowledge, not clinical skills, that was holding me back. I turned it around fast, generating £500k a year, as a single-handed dentist working a 3-day week. With the right knowledge, skills and support, it is possible to make dentistry work without burning out. That’s why I set up the Institute of Dental Business (IODB) – so together we can create the success you have worked so hard for.
