Say Their Name: Our subconscious is constantly listening for certain clues that something’s important enough to store in our memory. A name -- their name -- is a major flag that tells a patient’s mind that this information actually involves them, and so they automatically pay more attention.
Smile During Intake: Seeing someone smile is one of those subtle pokes to your patient’s subconscious to tell them that this is someone worth remembering.
Compliment Them... Even If It's Not True: Several studies have consistently found that any compliments -- even about traits that the subject thought was untrue about themselves -- still made participants feel better about themselves and their conversation partner.
Let Them Talk! A total of seven studies out of the University of California tried to find the reason why people like to talk about themselves. When they scanned the brains of participants in the study, the researchers discovered that the parts of the brain associated with motivation and rewards become much more active when they’re talking about themselves. Not only that, but participants’ reward centers were even more stimulated when they knew that the information they were discussing was head by someone else. The researchers concluded that humans seem to have an intrinsic need for “self-disclosure,” which the brain encourages through automatic, internal rewards.
Prove Your Privacy: One study found that people valued “trustworthiness” -- whether someone deserved to be trusted -- and “trustingness” -- how much they trust others -- as the most valued qualities in important relationships. Moreover, these qualities were most important for relationships with the “ideal” friend or employee.
Tell Them Why, Not Just What: When a company offers a potential or current customer a customized, personalized experience, based on what they’re doing and going through at that moment, that helps generate customer (patient) loyalty. In fact, the companies who actually try this typically see their average client “value” increase by 20% -- whether that’s through referrals, more visits, or upsells.