Feb 8, 2019
Dr. Chris Bowman is a full-time practicing dentist, speaker, author, and dental coach from Charlotte, North Carolina. A graduate of the University of North Carolina – Chapel Hill School of Dentistry, he started Advanced Dentistry of Charlotte in 1996. A consummate student of business systems, communications and marketing, Dr. Bowman is dedicated to helping dentists from the US and internationally to achieve the highest levels of success and profitability in their practices. In 2005 he founded Dental Insiders, which provides coaching, consulting, and training programs for dentists and dental team members.
In this episode we delve deep into the nuance of communicating with your patients. When to put them at ease and when to induce some concern, using your team to convey a consistent message, all the way down to some specific phrasing that you can utilise to increase your case acceptance rates. Chris and Richard go into depth on a whole host of other topics relevant to case acceptance as well, including Photography, training your team, dealing with different procedures and creating patient awareness.
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:: Topic Time Codes ::
05:11 – 10:56 Introducing Chris and exploring his foundations and intrigue with patient behaviour.
10:57 – 13:03 How did Chris expand his knowledge and what or who were some of his biggest influences?
13:04 – 19:00 How patients sell to dentists and seeing case acceptance as a negotiation.
19:01 – 22:57 Thinking about phrasing and what you are representing to patients.
22:58 – 29:44 Team synergy and the importance of presenting a consistent message.
29:45 – 30:14 Some simple steps your team can use to prep a patient for case acceptance.
32:44 – 35:53 Training hygienists to give quotes and use cameras.
35:54 – 37:46 What procedures does Chris prefer to undertake?
37:47 – 39:11 Training your team in the finer points of utilising photography.
39:12 – 45:03 Raising awareness and techniques to avoid intimidating the patient.
45:04 – 45:54 Leveraging your team effectively.
45:55 – 50:55 How many photos does Chris usually take and why?
50:56 – 53:09 Creating an impact with the patient and some tips on communication.
53:10 – 54:57 Creating healthy concern within the patient that can lead to higher case acceptance rates.
54:58 – 57:17 Cataloguing Photographs.
57:18 – 1:00:05 Chris talks about some of his programmes and gives some final thoughts.
1:00:06 – 1:05:00 Outro and some updates