#109: Why Patients Say Yes (part 1)

In this episode of the Dental Marketing Secrets Podcast, I introduce the psychology behind why patients say yes, drawing from Dr. Robert Cialdini’s book Influence. We start with the first principle, reciprocity, and why it plays such a powerful role in building trust and confidence in dentistry.

I break down how education, time, and experience-based value create goodwill with patients long before treatment is ever discussed. You’ll hear practical, ethical examples of how reciprocity shows up in real dental practices and simple ways you can apply it to improve patient experience, case acceptance, and long-term loyalty.

If you want to help patients move forward with confidence without pressure or sales tactics, this episode lays the foundation.

Takeaways

• Reciprocity is a natural human tendency to give back
• Building trust is essential before patients make decisions
• Education helps patients feel valued and informed.
• Experience-based reciprocity can alleviate patient anxiety
• Lowering barriers of entry can increase patient visits
• Creating educational content builds trust and value

Chapters
00:00 Introduction to Influence and Persuasion
02:56 Understanding Reciprocity in Influence
12:07 Applying Reciprocity in Dental Practice
21:50 Actionable Steps for Building Reciprocity

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