How authentic praise can increase your production

Authentic praise isn’t scripted.  It’s an organic exchange of conversation between Dr. and team and vice versa.  I can’t begin to tell you how much authentic moments of praise in front of my patients have meant to me over the years.  I would glow for hours on the days when Dr. would say something like this to a patient, “Stacy’s right.  I agree that this tooth needs a crown.  Stacy’s my right hand man when it comes to exams. She doesn’t miss a thing.”

When we coach clients we often refer to the stats related to hygiene being the financial backbone of the practice.  Hygiene is the primary feeder to grow a thriving operative schedule for the dentist.  Over 60% of all of Dr.’s production is a direct result of what gets scheduled out of hygiene.

• Hygienists can use authentic praise such as, “Mary, I agree.  You have chipped that tooth.  I’m surprised it isn’t sensitive yet.  Many times in cases like this, I’ve seen Dr. Jones recommend either a filling or a crown.” “One of the things I love most about working hereis how thorough Dr. Jones is.  I’ll detail her on what’s going on and I know she’ll take the time to explain your options.”
  • When a hygienist makes a point to praise their doctor, it can create a sense of trustbetween the Dr. and the patient even before the Dr. ever steps foot in the operatory.  The likelihood that the patient will be open to treatment recommendations goes up.

• Patients want to know they’re in good hands and they’ve made the right choice in selecting you as their dentist.  During the initial inquiry phone call, if the scheduling coordinator says, “You’ve made the right choice in choosing Dr. Jones’ as your new dentist.  I’ve been here for 9 years and she is by far the best dentist I’ve ever worked with. We look forward to meeting you next week at 10:00 a.m.” By using this strategy, your scheduling coordinator has already made you a rock star in the patient’s mind!

For more communication tips on how you can increase production through authentic praise, consider signing up for your 1:1 monthly private phone coaching.  Visit inspiredhygiene.com/mastermind for details on scheduling your private coaching time.

Stay Inspired,
Stacy