Barry Oulton uncovers why every patient decision is driven by feelings and how an awareness of this can transform patient interactions.
Humans are emotional beings. Every choice we make is rooted in feelings, even when we rationalise our decisions with logic afterward. In dentistry, this means patients are not just choosing procedures based on necessity; they’re motivated by how the outcomes will make them feel.
Consider a patient contemplating tooth whitening. On the surface, they want a brighter smile. But dig deeper, and you’ll find the true motivation: they’re yearning for confidence, self-assurance in social settings, or even to avoid feelings of insecurity.
Emotional drivers
To serve your patients effectively, it’s crucial to understand their underlying emotional drivers. Let’s explore three common motivators: confidence, connection and relief.
Sign in to continue reading
This content is exclusive to members of
Sign up
Already a member? Sign in here
Free access to our premium content:
- Clinical content
- In-depth analysis
- Features, reports, videos and more
By joining, you’re helping to support independent, quality journalism that keeps dental professionals informed and empowered – and allowing us to keep delivering the insights you value most.