And the fact checker says…

Fact checking! You’re hearing a ton about that these days.

It’s a political season. Go figure.

It’s also a healthy kick-in-the-butt to monitor what you say.

But also…

How you say it.

Treatment plans. Financials. And the stuff that makes-your-world-go-‘round.

The facts speak for themselves but your priority is to make sure they’re heard, understood, and even better…accepted.

Facts aren’t always a guarantee of compliance. You’re aware that patients can stare them (the facts) in the face and deny their reality.

That is, after all, the “political” thing to do. But we digress…

It’s not enough to diagnose a “bombed-out” tooth and inform your patient that their infection is spreading a fast as the latest political gossip. Why?

Two reasons and two solutions

Reason 1-Facts don’t always connect with emotions.

Your patients are no different than the general population when it comes to a buying…um… treatment decision.

Fact: “People buy for emotional not rational reasons.”

Reason 2-Facts come with a price – good or bad.

Your patients want to trust your diagnosis but the cost can outweigh their willingness to make a decision. (Sort of like having to choose between the lesser of two…we digress yet again…dang politics!)

Fact: “People need to justify their emotional decisions with logic.”

We promised solutions. And we do what we say we’re gonna do (take that fact-checker).

Solution 1-Tap into your patient’s emotion.

All it takes is one…emotion that is. Refuse to diagnose and treatment plan without knowing at least one compelling reason they would accept the facts.

How? It pays to listen.

Solution 2-Guide them to a logical outcome.

Not every diagnosis and treatment plan sounds logical. It’s clear to you – you’re the professional.

Patients see it differently. What they need is some logical justification for following their emotion to a, “Yes, take care of that tooth today…!” outcome.

How? It pays to be perceived as the provider of solutions to problems that only you can solve.

That will stand the test of time and any ‘ole fact checker.