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Being Right Could Be the Wrong Way to Grow Your Practice

Patient Attraction Episode 206

If you are married or in a long-term relationship, today’s podcast is going to make perfect sense to you. It’s about being wrong, even when you are right. Stay tuned.

– Colin Receveur here on this Wednesday, September 3, and even as a HAPPILY married man, there are times that I know that even when I am right on a point with my wife, I am wrong for being right.

– “Your butt DOES look big in those pants,” “this dinner IS lacking a little flavor” and “I think what you mean is supposEDly, not supposEBly” are right, but they are the WRONG answer!

– Yesterday, I was talking about giving patients lower-cost options if they come in asking for more than they need.

– I want to make sure you don’t misunderstand me.

– I’m not saying you tell someone they don’t need to whiten their teeth if they think they do, even if his or her teeth fall under normal color parameters.

– What I am saying is that you don’t give someone veneers to whiten their teeth when gel will do.

– I’m not saying you tell someone they don’t need to straighten their teeth if they think they do, even if you think their teeth are “straight enough.”

– I am saying don’t give someone Invisalign when Six Month Smiles will do.

– In short, don’t dismiss their perceived problem.

– The patient is the expert in his or her SELF-perception.

– Don’t try to educate them about why your perspective is the right one.

– THEIR perspective on how they FEEL about their teeth is more important than whether your expertise says they need help.

– Again, I would never advise anyone to unethically give a patient a procedure he or she doesn’t need.

– All I am saying is not to dismiss someone’s self-perception about his or her own smile in favor of your own perception.

– Tomorrow, I’m going to tell you how to kill your practice.

– Until then, keep moving forward.

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