We hear the same story from dentists across the country. They love practicing dentistry. They want to improve their patient’s oral health. Their downfall? They are uncomfortable selling. Whether you are an introvert or extrovert, you can present treatment plans and sell them without worry. Below are our top tips for introvert dentists to increase their treatment plan acceptance rates.
Be a Great Dentist and an Introvert.
Most patients are not looking for a doctor who can light up a room with jokes and unnecessary small talk. Truthfully, patients just want a doctor who genuinely cares about their oral health and will take the right steps, for the right reasons, to remedy their concern. That’s not a description of an extrovert or an introvert. That’s just a great dentist. Focus on being generous and humble with your patients. When they know you are being sincere and you appreciate them, it won’t matter if you are introverted or extroverted.
Does role playing at a Dental Practice work?
Yes! As you know, the best way to get good at something is to practice, practice, practice. At first, this may feel uncomfortable. Your staff may giggle when practicing, but it will be worth it. This is how it works. Ask an assistant or hygienist to act as the patient, and you will be the doctor. Then, go through presenting a treatment plan through the sales process.
First, access the approach you will need to use. Is this patient price sensitive or is their main goal cosmetic? Next, present the treatment plan with the patient’s goals in mind. While presenting, remember to be concise and caring. Avoid wordy explanations or cold, short to-the-point statements. Act like you are just having an average conversation with your team. Next, be prepared to answer questions and objections. For example, if your patient is price sensitive, they may worry that they will not be able to pay for the treatment in full that day. Subside worries by presenting a payment plan or care credit option. Once the patient’s objections have been addressed, ask for the sale.
Once they have accepted the treatment plan, shake their hand and express gratitude that they chose your office. The last step of the sales process? Follow-up! After their procedure is completed, call them to ensure that are satisfied with the results. If not, be open to ways you can fix it. Remember, your patient’s happiness is important because when they are happy, they will not only stay with your practice, they will also refer their friends and family to your practice.
What If Your Team Doesn’t Want to Sell?
This is a staple in every dental team, but it doesn’t, and it shouldn’t, last for long. Whenever you introduce a new idea, you will get push back from your team. However, the important part is to remember to encourage your team and remind them of the goal: to better the patient’s oral health. Sometimes the idea of selling has a negative connotation to introverts and extroverts. Selling is not a bad word, rather a way to help your patients meet their needs through dentistry. Of course, if one team member fails to adapt and holds the team behind, it may be best to suggest alternative career opportunities with them.
Being an introvert can be tough, but you don’t have to let treatment plan acceptance rates suffer! Treating your patients with generosity and humility, practicing the sales process, encouraging your team, and holding all members accountable is the best way you can improve your sales skills.