Dental Health Magazine Dental Health Digital Issue | Page 55

A key to this is “ Eye to eye ” contact and the bigger key “ is the Human Touch ”. The touch that shows you care .
Issue # 5 , March 2017 55

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A key to this is “ Eye to eye ” contact and the bigger key “ is the Human Touch ”. The touch that shows you care .

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DR BALA SARAVANAN
before my Patient that entered for Consultation 30mins ago leaves as my Best friend .
This bond is done soon after the procedure is done , the handpiece has been put away , the patient ’ s face has been cleaned up , and we sit the patient up , and I basically get sort of knee-toknee with them , and we ’ ll have a little discussion about the procedure , and then I just chat with them . discomfort during the procedure , and explain why was there the discomfort .
A key to this is “ Eye to eye ” contact and the bigger key “ is the Human Touch ”. The touch that shows you care . The touch that says “ That I treated you like my mother , like my father , like my brother ”. The touch that ’ s shows your genuine thoughts of helping . ( This touch is done very appropriatelyshoulder / hands ). I assure you when this is done rightfully ; there is a bond that is created . A connection / a chemistry that has been formed .
When this bond is created , is then when I speak about the future treatment options . Not selling it , but just throwing the possibility . Always always allow the Patients to make the concern decision and always make them feel superior .
This is done as humbly and as considerate as possible depending to the extend of the procedure . I apologize at this point if there should be any
Hence , no hard selling at this point . Throw them the treatment options . All the treatment options from the least expensive to the most expensive and keep to the one that you want the patient to do to the last option , and tell them if it was me , I would do …… and leave the ball in that court .
DR BALA SARAVANAN ( BDS , MBA )
What do you do to build patient trust ?
Please Do let me know your thoughts : drbala @ thedentalacademy . com . my
You have to make it feel that “ You are NOT Financially Driven , and you ’ re offering the options Cause you care ” Dentist have to sell without actually selling and that ’ s the tricky part . Be genuine to them . Be humble . Tell them what you feel would be the best . I assure you with the trust , the bond created and showing that you are not financially driven , you will get the best out of this patient and I assure you 80 % of the time- You ’ re treatment option will be accepted .