Greg Sneyd, Director of DentalSuccess talks about ...  
 
Patients buy not so much because they are enthused, but because you are. They buy you first. Then they buy the dental practice you represent and the services you offer. If your patients don’t like you, they won’t believe you. And without belief, there is no trust. And you already know how hard it is to do business without trust.
 
The art of persuasion requires three things: believability, likeability and trust. At Dental Boot Kamp we call it BLT. The key to infectious enthusiasm is loving what you do. You know what the doctor says, “It’s only work if it ain’t fun.” Find something you love to do because your patient’s interest will then be a natural consequence.
 
The Law of the 54 Multiple of Human Motivation  
In many dental practices that we have worked with at Dental Boot Kamp we have found that the Law of the 54 Multiple of Human Motivation often applies. Many dental practice teams are comprised of individuals with the following different levels of motivation:
 
·        The Bottom Dwellers – These are the folks whose motivation is called Gotta, Oughta, Shoulda. In terms of their value to the dental practice, they take more than they actually give. In other words, their motivation is so poor that they are a liability to the team.
 
·        The Less Than Needers – Just above the Bottom Dwellers are the great mass of 80% of team members whose motivation rarely exceeds need. Its “I owe, I owe so off to work I go.” They don’t cost the dental practice anything, but they don’t add much value either.
 
·        The Top 20% - This group wants to go to work. They actually desire to be there. They would be unhappy if they didn’t have a chance to go to the dental practice every day. They produce 16 times more that everyone else.
 
·        20% of the Top 20% - This group loves what they do. They produce 54 times more than everyone else
 
So what do you do to make sure that everyone on the team is in the 20% of the Top 20%? For starters, have everyone on your team answer these 3 simple questions:
 
·        What would our patient’s lives be like if our services did not exist?
 
·        What would our patient’s lives be like if our practice did not exist?
 
·        What would our patient’s lives be like if I was not involved with our practice?
 
If the answer to all 3 questions is, “Not much different,” then you may not like what you do enough to be giving value to your position on the team, to your dental practice and to your patients. If you’re not giving much value, be assured that your future is in danger.
 
So, start loving what you do and enjoy a long, happy life working with team members that you love working with. If you can’t do this, then maybe it’s time to find something else that you love to do and do it somewhere else!
 
This article is derived from an excerpt from “The Everybody Search Plan (ESP) – 40 Common Sense and Easy-to-Implement Ideas to Get Everyone in Your Company Focused on Creating More Happy Paying Customers, Clients, Patients, Buyers or Whatever You Call the People Who Do Business With You.” by Steve Anderson and Walter Hailey.
 
If you would like to find out how to get a copy of this book or if you would like to learn more about Dental Boot Kamp, simply send an email message to gregs@dentalsuccess.net or call 800-460-3838 x106.