RYAN JAVANBAKHT
YOU HAD ME AT HELLO; HOW TO MOTIVATE
PATIENTS TOWARD ORAL APPLIANCE THERAPY
I
magine a world where all of
your patients actively engaged in
your conversations about airway
obstruction. What a beautiful
world it would be, right?
Well, who says that can’t
happen? It can! It just takes
practice and intention.
To start, work on overcoming
your patients’ perceptual
obstacles by involving them in
your purpose, and by motivating
them to connect with you. Then
take the next steps.
Most dental teams focus on
screening and case presentation,
but it is imperative to start
before your patient is in
your chair by understanding
that influence is earned. Use
what sociologist Dr. Robert
Cialdini calls the “universals of
persuasion” - reciprocation,
liking, social proof, authority,
scarcity, and consistency.
Try something Cialdini calls
“Pre-Suasion”, the process of
arranging for people to receive
your message before they
encounter it. Framework your
impact on the patient by being
their guide and make your
patient the hero.
In Building Your Storybrand,
Donald Miller shares this - in
most stories, a character has a
problem, the character meets
a guide, the guide gives them
a plan, the guide calls the
character to action to help avoid
failure, and the character finds
success.
Plant yourself in the story! Your
patient has a problem, your
patient meets you, you guide
them to a therapy plan to treat
their OSA, and the patient lives
their best life.
Here’s how! Implement the
following actions to become
the guide and make your
patient the hero of their own
story.
Get Connected
Surrender your agenda. Be
vulnerable with your patient and
have authentic conversations
that explore concerns and
commitments.
State the Possibility
Focus on pleasure rather than
consequence. Show them the
positive world they will live in
when they sleep and breathe
well.
Take Action
Establish the next course of
action and hold your patients
accountable to their agreement.
By better understanding
your patients’ perceptions
and having the ability to
“pre-suade” them before
they are in your chair, and
by gaining commitment and
setting expectations while
they are in your chair, you
will make a positive impact
on lives. Take a stand. Your
patients are counting on
you.
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Ask for Permission
Gain commitment before you
jump in with recommendations.
Ask: “Are you open to explore
this conversation that could lead
to living better?”
Take a Stand
Stand for something bigger than
yourself. Lead with purpose to
get your patients to buy into
your “Why”. For example, say:
“What I want for you is improved
health and wellness.” And then
explain what will happen with or
without treatment is. You are the
expert, you are their guide.
RYAN JAVANBAKHT
Ryan Javanbakht is a
Co-Founder of SleepTest.com, a
national home sleep test service
that allows patients to be test-
ed in the comfort of their own
beds and equips clinicians with
a trusted source for obstructive
sleep apnea diagnostics.