According to management consultant, Carol A. Eaton, the "pre-sale" stage of the New Patient Exam is the most critical of the 3-part process. There are a myriad of important steps and procedures to complete prior to the new patient/parent meeting the orthodontist. These steps assure that we have connected with the patien, the parent, and established an environment of trust before discussing specific treatment goals.
Implement the critical steps in creating a solid foundation with your new patients and parents.
Identify key elements of "connecting" with your new patients and parents as you build rapport with them.
Utilize your connection skills as you explain treatment goals and present steps to closure.