“I appreciate how you take care of me.”

I’d just finished an hour in the tender care of my dental hygienist, Gary. I’ve been a patient in his dental practice for a couple of decades and, with few exceptions during all of those years, three times a year Gary has peered into my mouth, applied his picks and mirrors, and taken care of whatever he found there.

In the years before I started with his dental practice, I experienced several rounds of periodontal surgery that, frankly, I never, ever, ever want to have again. Because of the surgery, mine is not an easy mouth for routine hygiene work. So, I appreciate that Gary is as careful with me as he is.

Sliding out of the chair and standing up, I said, “I appreciate how you take care of me. I’ve had a few hygienist experiences here when I thought they didn’t do a thorough job – they didn’t understand what they were looking at, they went too fast, they missed spots. With you – you do a thorough job and it feels like you do a thorough job.”

He turned his head away from typing his visit notes and looked up.

“You’re welcome,” he replied, smiling. “And it’s the convincing you I did a thorough job that’s the important part.”

Yep… It’s not just about giving clients the right answer. It’s about giving them a good ride.

Nick Miller and Clarity train banks and bankers to attract and develop deeper relationships with small businesses. Many more Sales Thoughts like this and a host of other articles and resources at https://clarityadvantage.com/knowledge-center/ .