7 Tools to Motivate Your Staff

If you do a lot of marketing or you are serious about growing your practice, then you might agree that practice growth goes a lot easier when you have top talented staff. Here are 7 powerful and proven ways to motivate them

Also published on Dental Town

If do a lot of marketing or you are serious about growing your practice, then you might agree that practice growth goes a lot easier when you have top talented staff. Here are 7 powerful and proven ways to motivate them

Usually 10% of any team produces 90% of the results (sometimes it’s just one person). The rest are mediocre and under perform. But why is that? What makes the top 10% better than the others? Some people say “good staff are born that way.” That may be true for those naturals, but for the rest of the population, they have to be trained with the techniques that the naturals have and use constantly.

And it’s not always about giving them money as a reward, it’s about understanding what makes THEM tick internally.

The benefit to you having everyone in the office always motivated is a) staff feels good about going above and beyond to make patients feel more comfortable and happy b) increase their booking percentages c) possibly go get new patients on their own.  And that means you do less work and they self–manage.

So after training staff members, the results prove that they can reach a higher level of performance quickly, easily and feel great about it.  So, I came up with this list of motivational tools.  You may be familiar with some of them but there are others that are critical.

This information is based on testing, experience and research in the latest in behavioral psychology.

1. Get Them To Write Their Goals

a. You probably have seen this one a million times but we still have to throw this one in.
b. Getting them to write their own goals not only makes them committed to the goals, but also engages their minds on what they want (seeing a trip for two or new tv) and gives a bulls eye to reach it.

 2. Get Them To Write Out Their Successes, No Matter How Small

a. Most staff neglect all the little successes they have and instead focus on only what they have done recently. Getting patients to book, or convincing them to take an expensive procedure is a process and has several steps. Mastering each step is an accomplishment on its own.
b. Show them comparisons and raise the bar a little.

3. Get Them To Write All The Reasons They Have To Succeed

a. The why is the most important
b. The more “whys” they have, the more things that will keep them motivated despite occasional setbacks.
c. And it’s your job to understand their motivations (what they want and are interested in.). Show them how doing well in your office will give them that, and they will be happy.

4. Get Them To Write Out All The Possibilities and Consequences For Their Success

a. What could happen when they accomplish their goals.

5. Get Them To Write Out What Could Happen If They Fail

a. Most people do things (or not do things) to avoid something.
Get them to write out their fears and negative outcomes if they
DO NOT reach their goals/succeed.

6. Reframe Things For Them, and Then Show Them How To Do It Themselves

a. In the beginning, reframe objections and rejections for them.
b. Example: front staff says “I can’t get them to come in” and you say “It’s not that you can’t get them to come in, it’s just that you haven’t mastered the skills yet”
c. Show them how to do it themselves so they can reframe objections/rejections on the spot and get rid of those unpleasant feelings.

7. From Cold Prospect to Enthusiastic Referring Patient Is A Process – Break It Down For Them

The time you first talk to someone to the time you get them in a chair are a few steps, show them each step. They require mastering systematically.

Stay tuned for 8 more powerful ways to motivate your staff.



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