Avoid the Finger-Pointing Trap
I have no doubt that people in dental practices work hard and truly want the best for their patients. But it’s human nature to rationalize when things don’t go right and our best efforts come up short. It becomes easy then to blame the patient: “He just can’t afford it” or “She has a low dental I.Q.”
But I’ll bet you can point to several patients in your practice who are in a similar economic situation as the patient who “just can’t afford it” and yet they found a way to proceed. And what about the patient with the “low dental I.Q?” Who else but you is qualified to educate them on dental matters? The patient may be particularly challenging to reach but in the end he or she is still your challenge.
I’ve often said you have to learn to love the “no.” That’s where the opportunity for growth is. You have to recognize that every patient has the capacity to be a success story. And the responsibility for success, not the blame for failure, has to start with you.
Are great patients born or made? Just about any patient has the capacity to become a great one. To find out how, download the free eBook: Trust and Value: A Field Guide to Today’s Dental Patients.