How do I build rapport with a dental patient I just met?
Find something you share, and find it fast. The decision about whether there is a next step gets made in the first half hour, so you do not have time to slowly get acquainted. Start by asking the patient to tell you a little about themselves, then actually listen for the overlap. There is ten years of data behind this. If you are like me in some way, I like you, and people say yes more readily to those they know and like. Almost everyone you meet has something in common with you if you bother to look for it. Same hometown, same hobby, same kind of kids. The slogan that people buy from who they know and like is not just a slogan, there is real science under it. So slow down enough to listen, catch the similarity, and use it. It moves their decision in your favor.
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.