Many dentists hate the word “Selling” when it comes to dentistry. It’s either because they had a bad experience with a salesperson or simply because they want to been seen more professional.

In order to increase your treatment plan acceptance rate, you must build trust & rapport with your patient.

It usually takes 7-10 seconds for a person to judge, or make thousands of assumptions about you. Which means in the first 7-10 seconds, your patient will know if they will trust you and accept your treatment plan.

The question:

“What can I do in 7-10 seconds to gain my patient’s trust?”

Well, we are glad you asked that!

Here are 7 key points that will help you build trust and rapport, and ultimately help you increase your treatment acceptance rate!

Be Happy! Smile! When meeting your patient for the first time, a simple smile is a deal breaker. A person’s smile is critical for people’s perceptions. A warm, genuine smile communicates feelings that words alone cannot convey. A great, confident smile radiates warmth and allows people to feel at ease and makes a great first impression. A smile transmits confidence and, professionalism even if you’re faking it.

Always try to have eye contact with your patient. Eye contact connects you to your patient. But careful, Do not make it awkward! There is a difference between eye contact and staring! Eye contact makes you engaged in a silent conversation while staring is more for visual information – away one street.

A firm hand-shake is the perfect way to build trust. Not too soft, not too hard! A good hand-shake is a very powerful tool! Always remember, It takes many hours of communication to build the same amount of rapport that you can build with a firm hand-shake.

Personalize your patient’s experience! Make it your mission to at least repeat 2-3 times your patient’s name during your conversation!

“Nice to meet you, _____”

“It was a pleasure meeting you, _______”

Show confidence! Let yourself be trusted. You must show your competence, wisdom, and authority with your posture!

Take on account every person has a personal bubble. If you invade your patient’s bubble before actually checking them, you will make them feel uncomfortable. Don’t be that guy!

Listen to your patient! personalize your treatment plan to help your patient, not yourself! This is where most dentists make a mistake, they want to “close” a huge treatment worth $10,000 when patient can only afford $5,000 for now. Never sell something that your patient doesn’t want or cant afford.

Let us know how these simple tips may help you increase your treatment acceptance rate!