What is priming and how does it influence a patient’s decision to buy treatment?
Priming is the way your surroundings shape a decision before any conscious thought kicks in. It isn’t simply that a nice room looks pretty. As humans we read a space for congruency, and what we feel and see on arrival sets our expectations about price and quality. Walk a patient into a tired, mismatched room and quote a large fee, and a part of their brain flags the mismatch. Walk them into a calm, premium, coherent space and the same fee lands as reasonable. That’s priming doing the work for you. So treat the patient journey as a sequence of signals, not just a conversation about teeth. Every room they pass through is either reinforcing your value or undercutting it, and you get to decide which.
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.