It’s not rocket science

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Dr Mark HassedOver 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.

5 thoughts on “It’s not rocket science

    Winston Marsh said:
    July 2, 2013 at 6:43 pm

    Okay and then Mark what about the conversation? How long? Social or strictly business?

    davidmoffet said:
    July 2, 2013 at 9:54 pm

    There are so many “C type” dentists out there with zero personality. These dentists really struggle to connect with their patients…

    quickstepp said:
    July 12, 2013 at 3:22 am

    Yes! You get it! Here’s what I’ve been dealing with:
    http://melstepp01.wordpress.com/2013/07/11/the-walmart-of-dentistry/
    Any tips for finding a solid local dentist like I’m looking for??

      Dr Mark Hassed responded:
      July 12, 2013 at 7:00 am

      I like your article. To find a good dentist you have to be prepared to shop around. Ask friends for recommendations. The qualities that I would look for are that they treat you nicely and that they explain things clearly. If a dentist doesn’t do those things then you need to move on.

        quickstepp said:
        July 12, 2013 at 7:07 am

        Luckily a local friend read it and immediately sent me a glowing referral for their family dentist. Sounds promising! Yay blogging power!

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