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Building
relationships is about…
• Knowing your patient’s circumstances
• Knowing your patient’s moods
• Knowing your work
Ideal
patient care is about…
Putting value to the emotional aspects of customer service, which
is a highly personal, subjective agenda that needs to be fulfilled
by the dentist, in addition to the clinical care required.
Each
visit is a milestone
Not a random “transaction.” Experience, knowledge,
and caring are the basis for the best relationships.
The patient’s “problems”?
It’s more important to know patients first, and to awaken
their desire for ideal care, than it is to just look in their
mouths for “problems.”
Beyond needs to the future
The patient comes to you with a need to be filled, but it’s
up to you and your team to instill a greater vision of future
benefit and positive outcome.
The patient walks the tightrope
Unless patients can be motivated to want ideal care, they can
fall away into indecision and doubt, no matter how good a clinician
you are.
More than a medical history
Patients tend to have different perceptions of their oral health.
Often they are scared, or worried-about pain, how long it will
take, or how much it will cost. If you can help them be part of
the process of co-discovery of their future oral health, you’ll
make life-long friends.
Make
your patient feel important
• Create a philosophy that supports your goals for complete
care
• Fix systems obstacles that get in the way of complete
care
• Check the key statistics that analyse case acceptance
rates
• Set fees that support your ideal TX presentation
• Design a marketing plan to profile and attract your ideal
target
• Integrate this new material into your practice immediately |
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Dr.
Gary DeWood, Clinical Director, Pankey Institute
Amy
Morgan, CEO, 
