After selling the same thing day in and day out we tend to become blasé about the customer, the product and the benefits. I don’t want to insinuate that you’ve become burned out from your job. But in all likelihood after repeating the same things over and over and hearing the same stories over and over, parts of your day have become routine. And the minute something becomes routine, we start to take short cuts.
The problem with this scenario is that the hour you’re about to spend with a new patient is anything but routine for them. In all likelihood it took at lot of courage on their part to make the appointment and possibly even more to show up at all.
Start the visit by acknowledging the effort it took for them to show up. Remind yourself of this simple fact before you enter the exam room. Then take the time to say thank you for coming in and then launch into your routine. It’ll change your outlook about each patient. More importantly it will provide an immediate positive connection to each patient. How many times have you taken a significant step in the right direction (losing weight, quitting smoking…)? I’m sure you genuinely appreciated any positive feedback you received from friends and family. Your patient should expect no less from you.