HELPING Patients to Buy
“Why might reluctant patients make excuses for not going to ‘the dentist’ when they will happily go to the hairdressers?” THINK ABOUT IT
“Why might the same patients after being 'helped' to have a treatment be genuinely grateful afterwards (and tell their friends)?” THINK ABOUT IT
In a dental team everyone in any position has a role to play to HELP patients on their journey from feeling nervous or negative to being pleased - even excited, about their treatment
The best way to HELP people CHANGE their opinions is to provide them with NEW and
credible information in such
a way that they believe it!
“Selling” is often viewed as a dirty word, especially if you are confronted by a “pushy” salesperson. And, of course, dental professionals don't believe in selling in this sense. However, most of us who "don't like being sold to", DO do like being HELPED and, if a patient’s LIFE would be enhanced by a treatment your practice provides, any dental professional who doesn’t at least TRY to inform and persuade them is LETTING THE PATIENT DOWN!
Rick's book “HELPING Patients to Buy” is an easy to read (often laugh out loud) aid for ANY member of ANY dental team It is not academic in any way; it is just common sense, so a nurse, or receptionist, or hygienist or surgeon, or PM - indeed ANYONE who wants to help their patients will benefit from having a copy
boosting the persuasive skills of ANY member of a team
a book not about selling, but about HELPING patients
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I cannot ask for something I don't know exists
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I wont ask for something I know is outrageously expensive
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or something that frightens me, or will be painful
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dentists only want to provide treatments to make lots of money
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I have low expectations based on other practices
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I like spending my money at my hairdressers
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I know I have an ugly smile, so I try never to smile! etc, etc !!!
HELPING Patients to Buy is an easy and enjoyable
read for any member of the team to learn about themselves and what TO DO to help their patients
PERSONALISATION of the book for YOUR practice/organisation
For a one-off consultancy fee of £500 Rick will
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provide two copies for you to study while thinking about your team, your patients and, of course, your priority goals and objectives.
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include two copies of the Experiential Profiling Reference Cards for you to study with a view to personalising details (even names)
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email you a pro-forma asking for a profile of your practice/business, especially people with "persuasive" roles, egs Patient Co-ordinator
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email you a “How good are we at Helping Patients to Buy” form for you to review and suggest how to improve it
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Rick would then draft how he would recommend modifying book content to make it work for you and consult you as necessary
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publish two copies to proof-read/approve and then print the requisite number of books (up to 10 included in fee) allow up to 3 weeks
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keep a master copy on file (editable for updates) if you ever want more copies (especially relevant for larger organisations)
Subjects covered in the book are:
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Introduction - how good ARE we?
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Empathy - inside the patient's mind; how to earn their respect
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Establishing a patients TRUE needs (not what they say they "want"!)
HOW TO present NEW INFORMATION to patients - features, benefits
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HELPING patients decide - "closing the sale"
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Use and interpretation of Body Language
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HELPING reluctant patients - assertiveness
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HELPING patients over the telephone, including converting enquiries
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Learning about yourself - your Bright AND Dark sides
“The best way to get someone to do what YOU want is to forget about what you want and focus 100% on what THEY want”
epigram number 57 from the book "THINK ABOUT IT"