Consumers in Dentistry
A patient in your chair is simply a consumer that can choose to buy from you, someone else or nobody at all. It is the exact same challenge every business faces regardless of profession. However, in dentistry it is worse because consumers do not value it for a multitude of reasons. When a consumer does not value something it means there is a high likelihood they do not buy it either.
For a consumer to make a purchase (again, no matter what type of business you are) three things need to happen and must occur in the following order:
1) They need to UNDERSTAND what they are buying. It is a statistical fact that most patients in dentistry do not understand their treatment plan. This is an immediate problem and one major reason why consumers do not value dentistry. If you don't understand something you cannot value it. This costs each individual dental practice in America thousands of dollars every month, large companies in dentistry (such as Invisalign®) millions of dollars every week and patient financing companies (such as CareCredit) millions of dollars every day.
2) They need to VALUE what it is you are selling them. A consumer cannot value something until they first understand what it is. Since the vast majority of patients do not understand their treatment plan it simply equates to them not valuing dentistry.
3) In order for a consumer to convince themselves they can AFFORD something they must understand what you are selling and value what they are buying. The same patient that just told you they cannot afford Invisalign® is the same patient that left your practice and bought a $3,000 flat screen television from Best Buy. Why? They understood and valued the television but not your treatment plan.
Consumers convince themselves they can afford something only when they understand and value it first. We have all purchased something in our lives we probably should not have. Why did we do this? We understood it, we valued it and we then convinced ourselves we could afford it even when we really couldn't.
What this simply means is that if you do not specialize in consumer behavior, motivation and buying tendencies based on the biology of the brain your dental business (practice) is losing money. Whether you produce in the top 1%, the bottom 1% or somewhere in between it is a fact your practice is affected by consumer tendencies as they pertain to the biology of the brain.
We are the only practice management and marketing company specializing (and focusing) our training on consumer buying tendencies, motivation and behavioral tendencies all pertaining to the biology of the brain. We know how to motivate consumers to say, "Yes" at the highest of levels.
Our clients grow an average of 20-40% in their first year with us and almost all experience record days, weeks, months and years utilizing our comprehensive program.
Founder & CEO - BizBlitz