Are you aware that you and your TC are actually selling yourself in the new patient exam? Do you find the term "selling" objectionable? If so, you might be missing out on the best way to get your patients to say "yes" to starting treatment. This pearl can help you decide.
Whether you realize it or not, you "sell" yourself every day; you sell your opinions; you sell your co-workers or children on what you want them to do, etc. The same applies to your orthodontics; you try to sell the new patient on why your practice is the best place to have their treatment. So, since you are naturally trying to sell your orthodontics, why not take advantage of proven, natural ways of doing it.
To successfully sell anybody on anything you need to do the following:
Establish Rapport – have the patient/family trust you
Determine their Concerns (needs) – about treatment
Allay their Fears – of purchasing orthodontic treatment
Visualize them as Started – use pre-closes and avoid buy-backs
Close the Sale – have them accept treatment at your practice.
Refer to the attached PDF for a more comprehensive understanding of selling your orthodontic treatment.
