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Patient Attraction Episode 766
Confirmation bias is the tendency to seek out things that confirm beliefs we already hold. Since most people don’t like going to the dentist, confirmation bias can work against you. I’ll be right back to explain how to make it work for you. Stay tuned.
– I’m Colin Receveur.
– Welcome to the Patient Attraction Podcast.
– Your prospective dental patients are biased, and they can’t help it.
– Many, if not most, people look for things that confirm what they already believe.
– The prospective dental patient who distrusts dentists will look for reasons to distrust you.
– And those reasons might be real or imaginary.
– The best thing to do is to give them nothing to object to.
– It’s fairly easy to imagine what patients might object to.
– You’ve probably heard them all before.
– And you must meet their objections head on.
– Meeting objections starts with your marketing.
– Your website’s FAQs is a good place to state the objections and answer them.
– You can do the same with your email marketing, your mailers, and even in your social media.
– Objections can happen because many people don’t understand business, and very few people understand dentistry.
– Educate them on 3-D imaging, lab processes, and materials.
– That can help meet price objections.
– Educate patients on advances in pain relief, pain management, and sedation dentistry.
– You can continue meeting objections inside your office.
– Your waiting room, treatment rooms, and even bathrooms should be professional, clean, and comfortable.
– Your staff’s interaction with biased patients is crucial, too.
– That includes phone contacts as well as face-to-face.
– Interactions should be unhurried, patient, caring, and helpful.
– Overcoming your patients’ biases starts with giving them nothing to object to.
– And once you’ve convinced them, they’ll see you in a new light.
– They may even become your cheerleaders.
– Join me for tomorrow’s podcast.
– Until then, keep moving forward.