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Ethically and positively influence your patients: one word

It’s great when your patients show up, refer others, and complete treatment. But how do we make that happen on a consistent basis? One word. In his classic book, “Influence: The Power of Persuasion,” Dr. Robert Cialdini identifies the factors that allow us to influence others. Authority, Liking, Social Proof, Scarcity, and Commitment and Consistency are all discussed.

But the one that is the most important in dentistry?

Reciprocity.

If we want our patients to do good things (show up on time, refer others, complete treatment, pay, etc…) it starts with US providing an extraordinary experience. Mediocre or ho-hum just won’t cut it. If you keep providing the same experience you’ve always been doing, you’ll keep getting the results you’ve always been getting! If you want your practice to grow (and to enjoy dentistry more) it starts with YOU providing an experience that will get your patient’s attention. Action point: discuss the power of reciprocity at your morning huddle or team meeting, and come up with ten things you can do to improve the patient experience in your practice!

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