Dental Fairy Tales?

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Patient Attraction Episode 767

Dental patients may reject your case solutions because they’ve already told themselves a story about the outcome. You can use storytelling of your own to change their expectations and gain better case acceptance. I’ll tell you how after the break. Stay tuned.

– Welcome to the Patient Attraction Podcast.

– I’m Colin Receveur.

– Dentists are trained to assess problems, devise solutions, and present facts.

– An article appeared last year in the Journal of Applied Research in Memory and Cognition.

– The article proposed that providing information is a lot like storytelling.

– And that has implications for your case acceptance rate.

– When it comes to providing information to help patients make a decision, taking a storytelling approach is effective.

– This is especially true when the outcome isn’t certain.

– When telling a story, there are three things to keep in mind.

– Know what you want to say.

– Know who you’re talking to.

– Match the way you present the information to the person.

– If you have a genuine example of another patient with a similar issue, that could be a good approach.

– It’s even better if that patient shares other characteristics with the patient you’re presenting to.

– The authors noted that different descriptions of a situation or problem lead people to draw different conclusions.

– Tailor your story to the conclusion you want your patient to reach.

– There are limits to how much information people can take in at one time.

– So pacing your story is important.

– And you have to guide your patient’s attention if he or she gets sidetracked or distracted.

– The storytelling approach may not be right for all your patients.

– But keep it in mind the next time you have a tough sell.

– Join me for tomorrow’s podcast.

– Until tomorrow, keep moving forward.