Some see dental office scripts as a few lines that team members must spit out in specific situations, while others believe they are hokey, robotic, or otherwise awkward. Others see dental office scripts as a powerful tool for patient engagement. Whether you love them or loathe them, Dental Practice Enhancement believes that a solid script can empower your dental team and patients when appropriately utilized.
Many dental practices use the same general messages for their patients. For example, scripts can be used for warmly welcoming new patients and helping them schedule appointments. Alternatively, an excellent dental office script can help your team feel more comfortable when delivering uncomfortable news (such as addressing patients that chronically miss appointments).
Here’s the thing: a script is as powerful as the words in it. Strategically placed words can activate your listeners, while patients might feel disenchanted by messages in poor scripts. Here, we’re sharing our top three secrets to help you create more powerful dental office scripts in hopes of helping your dental team gain more confidence in their work.
1. Apply Benefit Statements
A benefit statement explicitly describes the value that a task or procedure promises to accomplish. The best benefit statements are measurable of the change it seeks. Furthermore, benefit statements give patients a reason to follow your recommendations.
Although writing a benefit statement might seem complicated, it doesn’t have to be. Here is a simplified formula for a benefit statement:
- Step 1: Create urgency with the phrase “if we do this now…”
- Step 2: Explicitly state the measurable benefit
For example, when proposing root canal therapy, you might say, “If we do this now, you’re much more likely to keep your teeth for a lifetime.”
2. Pencil in Power Words
Writers use “power words” to persuade an audience to take a specific action. Power words are not just for professional writers. Dental teams can use them to motivate patients and build trust.
Generally, power words are words that trigger a psychological or emotional response. For instance, if you want to ensure “trust,” you might use phrases like “scientifically proven, endorsed by the ADA, or well-respected” in your dental office scripts.
Before scheduling your patient’s next routine visit, you might say, “The ADA endorses regular dental visits since they help prevent cavities, gum disease, and other oral health problems. Would you like to schedule your next dental appointment today?”
3. Read Your Script Out Loud
Reading your script aloud is arguably the most important step in the writing process. This helpful habit helps whoever is writing the dental office script understand which parts sound fluent—and which parts seem forced. Also, this strategy is a simple yet efficient way to catch spelling and grammatical errors.
Additionally, reading your scripts aloud might help your team memorize their dental office scripts. In fact, a 2017 University of Waterloo study discovered that speaking text aloud helps store words in long-term memory. Known as the “production effect,” the dual action of speaking and hearing oneself is most valuable for learning and memory.
Do you need extra help with your dental office scripts?
At Dental Practice Enhancement, our goal is to help streamline your practice through customized services, including supporting you with your dental office scripts. If you’re ready to grow your practice without overwhelming your dental team, send us a quick message or give us a call at 833-DPE-FOR-U.