Over the past several years I’ve been fortunate to observe several under-performing dentists at work. These are dentists who are employees in practices and who are struggling to build a following of patients.
Generally, their appointment books are half full and their turnover is low which makes them only borderline profitable for their employers.
What I’ve seen is that there are a number of commonalities among low performing dentists and I’ll address one of these today.
It’s very important to have rapport with patients. Without it you are pretty much dead in the water. A way of getting rapport is to be personable.
And, the simplest way to do that is…
When the patient enters the operatory be alert, stand up, look them in the eyes, smile and shake their hand. This is incredibly basic but it’s amazing how many of the under-performing dentists don’t perform this vital action.