Take the time to really know who you are and what you have to offer your patients. Also make time to study your behavioral style and how to blend or morph with other behavioral styles. Then all you have to do is tell patients your truth and the possible consequences of their actions. I call this truth and consequences.
Remember this, people have problems and they are looking for solutions. If what you have to offer is a viable solution, simply offer it to them; there is no need for coercion.
Tell your patients your truth; not the truth. Note the subtle but critical difference between the two. If you tell them the truth, you have a charge on it and you sound dogmatic and fanatical. You sound like a salesperson while offending people and pushing them away. But if you tell them your truth you come off without a charge and natural, while being concerned and caring. This is what attracts people to us and our mission.
Not only is it important to tell them your truths, but it is your duty to tell them the possible consequences. This is where many companies ask you to use coercion. Depending on your behavioral style, this is where doctors are either afraid of sounding too confronting and come from the "ok corral." They just say "ok, if you don’t feel like following my recommendations it’s ok; if you just want to come in one time per week, that’s ok. Don’t worry, its ok!" Or the other end of the behavioral spectrum a doctor says "it’s my way or the highway. You will do things my way or get the hell out of here!" Neither way is honoring to the patients nor builds lasting relationships.
What does work is to simply tell them your truth and the possible consequences. "If you follow through with care, these are the expected results, if you don’t these are the expected results."
Treat them as adults, give them the appropriate information and offer them choices. The hard part, but most crucial part is to be 100% "ok" with whatever decision they choose. It is one of those great paradoxes as soon as you are completely fine with whether they decide to follow your recommendations or not, they begin to follow your recommendations. Depending on your behavioral style and values there are easy ways to reframe the situation that will allow you to reach your place of power.
