How Your Body Language Affects Referrals
by Melody on 04/03/10 at 10:00 am
Did you know our perceptions of others are based mainly on non-verbal or visual behaviors? In fact, some studies indicate approximately 55% of face-to-face communication is conveyed via body language. Appropriate non-verbal communication can help you better connect with patients, which in turn may boost case acceptance and increase your potential for good word-of-mouth (and referrals).
In today’s dynamic marketing landscape, the easiest way to increase your bottom line is to grow referrals and motivate patients to follow through with treatment. Here are a few body language tips to keep in mind:
- Make eye contact with the patient when they are speaking.
- Keep a friendly and approachable body posture.
- Don’t cross your arms—it may indicate a defensive mood.
- Watch your demeanor—avoid unpleasant or stressed expressions.
- Smile when appropriate and nod to show encouragement.
Also remember to breathe, whether you are in a good mood or not, it will help keep you relaxed and present in the moment.
“What you do speaks so loudly that I cannot hear what you say.” – Ralph Waldo Emerson.
Rita Zamora is a relationship-focused dental marketer, specializing in referral marketing, patient relations, case acceptance and social media for general and specialty practices. Rita developed her referral marketing expertise working hands-on in specialty and general dentistry practices. She is the author of the ebook The Referral System How-To Guidebook For Dentists.
With over sixteen years experience in dentistry, Rita has trained, coached and motivated dentists and teams in marketing, patient relations, communication and social media.
Joseph D. Shiller
Mar 4th, 2010
Great article. It is so revealing of our true nature, what are involuntary behavior conveys. But to be able to control that says to me one of two things. Either you are a great actor or so true to yourself through and through that your inside always agrees with your outside. In either case, you are a person whose perception of the world is wide and deep. And where does it end? I saw an episode of Law and Order where a man was able to read people by deciphering the small muscular contractions of all the facial muscles.
Rita
Mar 9th, 2010
Hi Joseph, Thank you for your comments. I agree, ultimately our involuntary behavior conveys our true nature … I think authentic behavior is the best rule of thumb:) However in today’s busy times, it’s sometimes easy to forget that practitioners are “on stage” when their patients are in the chair–and this is especially true with new patients. P.S. Your art makes me smile. Ah the memories of the Flintstones!
Dental Blogs: The Week in Review March 8-12, 2010
Mar 13th, 2010
[...] How your body language affects referrals Rita Zimora provides 5 quick-n-easy tips that you use in your practice TODAY to increase [...]
Rita
Mar 16th, 2010
Cory, Thanks for the feature on Dental Blogs, appreciate it!
Mette
Jul 8th, 2010
Yes, thank you for bringing this theme up. For dentists it’s easy to get too focused on treatments and schedules and forget about the person in the chair. I believe a lot of the fear of dentists could be prevented if dentists were more conscious of their body language.