Patients don’t always tell you the truth.
But you already know that.
- How long they’ve had their problem.
- What they’ve done about their problem thus far.
- How important it is for them to do something about it.
- What they fear.
- What they’ve been told.
- What they truly believe.
By “lie,” I mean they fail to be totally honest. To fully disclose. To open up.
But WHY do they do it?
Here’s what I believe are the top three reasons…
#1 – Like most humans, they are motivated by the avoidance of pain. Whatever is causing them the most pain in their life at that moment is their top priority. Most or everything else is ignored.
#2 – They weren’t already convinced immediately prior to coming into your practice that you are the solution to their problem.
#3. – No rapport.
This is costing you $$$$$ big time.
…and the only way to fix it is with MARKETING.
AND EVERYTHING IS MARKETING.
So take a look at your practice and everything related to it.
Do patients already understand, agree, and want what you have to offer?
Is anything they see, are told, or experience before, during, or after being your patient causing a disconnect?
Is there anything that you are doing, recommending, or providing that is just too big of a hurdle in their minds? (Comfort level, Financial, Time)
Lastly, you must take full responsibility because they won’t change.
Their problem is your problem.
Your problem is your problem.
All you can do is continue the never-ending process of paying attention to what they want, how they want it, and when they want it.
THEN, JUST GIVE IT TO THEM.
Put them first.
It’s the only way to “get them” to pay, stay, and refer.