Tips and Ideas : How to Get Patients to Agree with You
Perhaps you can make fast, accurate decisions, but many of your patients cannot. After presenting your recommendations, they tell you, "I need to think about this.” “I need to look at my finances.” “I’m not sure about my schedule.”
However, these patients may actually be thinking, "I need to ask around to see if this is a good idea or not." They need agreement from others before they commit.
If the patient goes out and asks around, ten people may tell your patient to not follow your recommendations. The patient will agree with them. Your education, expertise and sincerity will not matter.
In fact, most people choose bad health habits to be in agreement with others. For example, peer pressure is why educated teenagers start smoking cigarettes or college students become alcoholics. People do not follow their own paths in life as often as you might think.
Five Recommendations
If you fill your patients' need for agreement, your acceptance rate will soar. How can you do this?
1. Agreement from Your Assistant
Ask your assistant to nod in agreement with your recommendations as you are talking to the patient. Short comments and other signs of support from your assistant can help the patient make the right decision.
2. Agreement from Your Receptionist or Financial Coordinator
Your administrative staff members are helpful when they say, "You'll be smart to follow Dr. Smith's recommendations on this.” “We hear comments all the time from patients who are really happy they followed the doctor's advice. It saved them a lot of time and money.” “The condition didn't get worse."
3. Agreement from Auxiliaries
For dental offices, the hygienist can start to give recommendations by mentioning dental flaws they see before your exam. "Oh! I need to show this cracked filling to the doctor." You then agree with the hygienist's findings when you do the exam. "Good thing you pointed that out to me."
For medical offices, the medical assistant, the nurse or physician assistant can start to describe the benefits of your recommendations before you do. “Be sure to ask the doctor about our new weight-loss program. I’m using it and I love it!” “The doctor might be able to help you stop smoking, if you ask her.”
4. Agreement from Others Whom You Know
Telling stories about your family members, other patients and your own experiences with the same problems and recommendations helps create agreement. In fact, patients remember stories better than technical explanations. “You know, my mother-in-law, was just as worried about this as you. She told me . . . .”
5. Agreement from Other Patients
Established patients can help you create agreement. "John, this is Madge. She's had the same problems you have. Madge, would you mind telling John how our program has helped you?"
You can create a list of supportive, cheerful patients who are willing to take calls from nervous new patients. "Jill, I want you to feel 100% confident about my recommendations. The patients on this list have all consented to talk about their experiences. Would you like to call a few of them?"
Written testimonials and before/after photos can also help fill your patients' need for agreement. Happy patients are more than willing to give permission to use their stories and pictures. Just ask them.
This may explain why your patient success book is the most popular item in your waiting area!
Have A Great Week! Brian Rakestraw, Managing Partner