Building Connections: It’s Not Always About Teeth
Many orthodontists think consultations should be strictly business—explain the treatment, show them the cost, and close the deal. But the best closers understand that people buy from people they like and trust. And sometimes, the best way to win trust is by talking about something completely unrelated to orthodontics.
Look for clues in what the patient is wearing, how they talk, or what they mention in conversation. If a kid walks in wearing a basketball hoodie, ask them what team they play for. If they have on a school T-shirt, ask about their favorite subject or if they know any of your other patients from that school. If they’re wearing the latest drop of shoes, comment on them and build a conversation from there.
These little moments humanize you and your team. They make patients feel comfortable and understood. The more comfortable they feel, the more likely they are to trust you and move forward with treatment.
A consultation shouldn’t feel like a sales pitch—it should feel like a conversation with a friend who happens to be an expert in straightening teeth.