We talk a lot about how, as dentists, you have to compete with a lot of other enticing products and services for discretionary dollars. And there is no doubt that the competition is real and challenging. But today, let's focus on three distinct advantages you enjoy in this marketplace battle.

1. The relationship advantage: In what other business does a client leave with an appointment card that practically guarantees their return on a specific date? Other service providers work hard to get clients to return – your business model actually mandates it. When a customer walks off a car lot without buying, that salesperson will likely never get to see them again. When a patient says no to you today, well, you know exactly when you'll be seeing them again. And that day is another opportunity to grow the relationship.

2. The trust advantage: Even before a patient meets you for the first time, they already have a baseline level of trust in you because you are a certified member of a respected profession. This recognized expertise is an important advantage that gives you a certain status in their minds, and it's an advantage that car dealers and appliance salespeople just don't have.

3. The value advantage: Once you have mastered the importance of the relationship advantage and nurtured that level of trust beyond the baseline, the value advantage naturally follows. It may not always be easy to get patients to accept the care you want for them, but the value of dental health and esthetically pleasing smiles are becoming more known and desired. People care about their health and appearance, and there is nothing frivolous about what you do. The value of good dentistry is simply indisputable. That is the value advantage and it is a powerful one to have on your side.


Be first to post a comment