Dentists Shouldn’t Have to Sell Their Case Solutions

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Patient Attraction Episode 1084

I’m the son of a very successful dentist in the greater Louisville, Kentucky, area. I also happen to know thousands of dentists. And one thing I’ve learned is that almost all dentists hate trying to sell their case solutions to patients. That’s not surprising, really. Dentists love solving dental patients’ problems, but doctors are kind of at sea when the patient is the problem. There’s a way you can enjoy presenting your case solutions, and I’ll be right back after the break to tell you what it is. Stay tuned.

– I’m Colin Receveur, CEO of SmartBox.

– Thanks for watching the Patient Attraction Podcast™.

– You know, sometimes I feel sorry for salespeople.

– Particularly the ones who have to make a lot of cold calls.

– It doesn’t matter how good the product or service is that they’re selling or how well it would solve a customer’s problem.

– If the initial pitch doesn’t capture the prospect’s interest, the call is going nowhere.

– After the pitch, there’s a process of developing trust between the sales rep and the customer.

– People in general are suspicious when they’re hit with a sales pitch out of the blue.

– Part of the reason why so many sales calls fail is that there’s no trust established between the sales rep and the customer.


– The lack of trust between patient and dentist is a big part of the reason why selling case solutions is so difficult.

– Think about it – someone has consulted your practice for the first time.

– After an examination and imaging, you tell them that they need to spend 2,000, 5,000, or 10,000 dollars on dental work.

– Even if you take the time to explain your findings, discuss the likely outcomes of not taking action, and offer the best solution to their problem, they’ll likely balk.

– I can’t say that I blame them.

– The need to spend that kind of money is a lot to take on faith.

– And patients understandably need to know that they can trust the dentist to have their best interests in mind.

– Building trust takes time, and it’s something that’s easily destroyed.

– We can blame corporate dentistry to some extent for eroding trust between patients and dentists.

– The horror stories of poorly done work, unnecessary work, and overbilling have been all over the media.

– Consciously or unconsciously, patients have learned to be suspicious of dentists’ motives.

– But you don’t have to “sell” your case solution if your prospects view you as the trustworthy dental expert.

– That’s what Dr. James Kiehl of New Hampshire discovered after he became a SmartBox dentist.

– He said, “With the Patient Attraction System, a lot of the new patients already are very knowledgeable about what they’re looking for.

– “Just the other day, I had a patient come in specifically wanting to talk about implants, and he had heard us talk about implants and was ready to move forward.

– “That’s been nice, to have them come in already pre-educated as to what we do here.” 

– There are 2 takeaways from Dr. Kiehl.

– One is that his patient attraction efforts provided that prospect with expert, authoritative, and trustworthy information about his dental problem and the solution.

– The other is that the prospect viewed Dr. Kiehl as the right dentist for him.

– Trust was already established, the “customer” understood the value of the service, and Dr. Kiehl didn’t have to sell a damned thing.

– SmartBox works with more than 550 dentists on 3 continents to help them get more patients, more profits, and more freedom.

– Now, not every patient will come in educated and ready to move forward on needed dental work.

– But you can get a lot more new patients that you don’t have to sell on treatment.

– If you’d like to get more and better patients, and you’re serious about growing your practice, go to and schedule a Blueprint call.

– We’ll show you a Patient Attraction System™ that can double or even triple your practice.

– And it can get you more patients who you don’t need to sell on your case solutions.

– Join me for our next podcast.

– Until then, keep moving forward.