How does establishing similarity with a dental patient at the consultation actually shape the decision that follows?
By raising the patient’s likability of and trust in the doctor before the clinical content of the conversation begins. Social psychology has documented for decades that people respond more positively to others they perceive as similar to themselves, even on minor or surface-level dimensions. A doctor who walks into a consultation, notices a team sports shirt the patient is wearing, a charm bracelet, a hat from a vacation destination, or any other clue, and makes a brief sincere comment that surfaces a shared interest, has done meaningful work before any clinical discussion. The patient relaxes slightly. The doctor feels more familiar. Liking goes up, and liking translates into trust, openness, and eventual willingness to commit to recommended treatment. The technique is not manipulation. It is simple human social grace applied deliberately. The doctor looks for real common ground, finds it, mentions it briefly, and moves into the consultation with rapport already established. If nothing surfaces, a sincere compliment or comment on the weather still works.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.
