During the boom times we had before the crash, patients weren’t as thoughtful about spending their money.

They were happy everything was going well and even if they went into debt, they felt confident they could pay it off.

Well obviously, things are different now.

There is too much doom and gloom from the media.

In reality, people are STILL buying…they are just being more thoughtful about it.

So what does that mean to your practice.

It means that you have to pay even MORE attention to what the patient really wants. Because you can only attract patients and get them to agree to your case presentation if it is exactly what they want.

IF you can give them exactly what they want, in the way they want it, then you will prosper during a recession – retention, more new patients increased case acceptance etc.

So how do you do that? Well, there are a few ways, here is one:

Use the words they say – for that is what they want.

Example. We had one patient that agreed to a major restorative work because she said to me “Gotta get it done before it gets any worse”

Now, she probably has a set of things in her mind that she thinks of when she says that…maybe she sees her teeth falling out… The doctor didn’t tell her that, she just had it in her to say that.

For her, that was what she wanted.

If you listen closely to what they are saying and ask deeper questions, you can catch some patterns in what they are saying and use that.

This is one of the basics of what I call “Professional Persuasion”…how to connect and bond with your patients.

Paul Speziale is a dental business growth expert and author specializing in highly competitive and recessionary markets.

You can grab your free guide: “The 8 Critical Things You Need to Know about Marketing Your Dental Business” here: http://www.DoubleYourPatients.com Solely Dedicated to Growing Your Dental Business

Author: Paul Speziale
Article Source: EzineArticles.com
Provided by: Guest blogger