Let's be real. We've all had patients who nod politely as you explain their gleaming treatment plan, only to forget it faster than their New Year’s resolutions. So, what's the secret sauce to actually get patients on board with the treatment they genuinely need?
Instead of coming up with new arguments, explanations, and monologues, just ask meaningful questions. Motivational Interviewing (MI) is a conversational style well-established across all fields of healthcare. Think of MI as less 'convincing' and more 'gently guiding to their own 'aha!' moments.'
It's all about helping patients sort through their ideas and tap into their motivation. You then reflect back what you hear and offer your clinical input smoothly and comfortably. No arm-twisting required, just pure, unadulterated patient empowerment. It's like a perfectly choreographed dental dance, where everyone knows the steps (eventually!).
Cassiana’s 5 questions to supercharge your next appointment
Motivational interviewing was a hot topic in one of our latest community events. Among the brilliant minds sharing their insights was Cassiana Tavares, a Portuguese psychologist who coaches doctors and dentists on patient communication and care design. She generously shared her go-to list of 5 powerful questions she uses to unlock patient motivation – and now, they’re all yours.
"Could you tell me a little about yourself?"
🧊Why it works: This is your ultimate ice-breaker that shows you're interested in the human attached to the teeth.
"Why do you want to go ahead with this treatment now?"
đźŤWhy it works: This isn't about your reasons. It's about theirs. Understanding their current motivation helps you connect with what truly matters to your patient right now.
"What concerns you most about the treatment?"
đź’śWhy it works: Instead of playing guessing games with their anxieties, this question creates a safe space for their worries (cost, commitment, the dreaded "homework") to finally surface, allowing you to actually respond helpfully.
"Apart from this treatment, is anything else bothering you about your mouth?"
đź’ŽWhy it works: This is your golden ticket to uncovering hidden issues or anxieties that might not be on your radar (or even their chief complaint). It opens doors to holistic care.
"What would you need me to show you, so that you can manage this at home?"
⚙️Why it works: Mic drop. Instead of giving instructions, you're asking what support they need to succeed and building a genuine partnership.
One last tip? Don't be shy
Many of us sometimes hold back from asking these deeper questions because we're not entirely sure how to handle the conversation that might follow. But think of it like any really good conversation outside the clinic: you listen, you ask, you contribute, and you gently guide. It's a skill, and like a good dance, it gets smoother with practice.
Stay tuned, we'll keep bringing you more tools and insights like these to truly redefine patient care. Let us know if you're curious!