A, fear of pain
Fear of pain is a lot of dental patients **** sexual psychology, as a dentist, to pay attention to their psychological needs. We have to pursue painless operation as much as possible, this is because if the patient in the consultation with a sense of pain, even if it is a small feeling, the patient experience is not very good, the psychological shadow will arise, the next doctor will be wary of, invariably a big loss of trust.
Two, fear of health problems
First, the doctor should pay attention to the professional image, clothing to keep clean and decent, at least no sense of dishevelment;
Second, the norms must be "show" out, take the initiative to show the details of the aseptic operation, to let the patient see in the eyes. For example, wearing masks, gloves, treatment trays after high specification sterilization, part of the treatment tools are sealed intact and so on.
Three, fear of the doctor's profit motive
One is afraid that the doctor for the sake of profit and ignored the essence of the patient's health, and the other is worried about more consumption or invisible consumption.
Sincerity is the essence of doctor-patient communication, the doctor should stand in the patient's point of view, maximize to help solve their problems as a starting point. Remember not to deliberately marketing, and do not avoid, fictional patients should know the medical information, we can do more demonstration of the effect of the operation can also be fully interactive, so that the patient in the whole process to find a sense of participation.
Four, afraid of the technology to leave hidden problems
The more effective way is to show cases, to seize the customer's current most afraid of the problem, to help relieve their concerns. For example, anterior teeth restoration patients are most afraid of unattractive, beautiful / unattractive what kind of standard, we can take the appropriate case, combined with technical and advanced equipment to explain and show, give patients confidence.
Fifth, the guarded psychology
Wariness is often based on the fear of psychology. In the absence of the establishment of mutual trust, and there is no shaping the value of the time, hastily the high price of the program first launched, the customer will suspect that the doctor wants him to spend more, although the doctor believes that this program is more suitable for the patient.
But patients do not understand that they will not pay the bill, which is the more you want customers to pay, the more customers will not pay. Doctor-patient communication is the pursuit of pressure-free, non-resistant sincere communication. In addition, for customers to raise concerns, the doctor should be timely lifted.
Sixth, contrast psychological
With the dental industry competition and the increasing homogenization of institutions, the customer's choice of space is very large, a number of consulting comparisons have been accustomed to, some compare the value of the comparison, there are comparisons of the price. Customers will be a combination of doctors, technology, price and other aspects of the choice.
Even if the customer is to consult and compare, we have to pay great attention to, even if we are the second, third, it does not matter. The purpose of giving customers a good medical experience is to implant a standard in the customer's mental model. When the customer goes to multiple comparisons with this standard of ours, we take the initiative.
Sixth, the authority of the psychological
Not only high-end customers seek brand, low-end customers also seek authority. There is a risk in the medical industry, patients choose to rest assured.
So how to shape the authority?
Institutional institutions to do external marketing and promotion of the banner of the authority of experts, private institutions to combine the big project to create a leader in the discipline.
Doctors also need to maintain a good professional image in their daily work. Whether it is the external image, or mannerisms or details of etiquette, we must let patients experience our responsibility and professionalism.
Technical authority on the one hand requires doctors to "show" themselves, such as showing their own handled star cases; on the other hand, front desk assistants, consultants can also be moderate packaging of the receiving doctor.
Seven, the herd mentality
Can also be described as imitation psychology, consumers generally believe that most people choose something is assured, or cost-effective. We have to seize this psychological consumers, such as informing: dental implants is the most ideal dental program, has been popularized in the country, while dental implant restoration accounted for more than sixty percent of the proportion of the organization's dental implants, the economic conditions are not very demanding patients will choose dental implants.
When his spending power is limited or his expectations are low, the program can be chosen to be low-priced but cost-effective, standing in the customer's point of view to help him save money. Of course, this needs to be based on the positioning of the organization, the price system corresponding to the proportion of consumption to make appropriate adjustments.