The Power of 3

I don’t know if there is any such thing as a magic number, but if there is, the number 3 would one.

Consider these 3 applications of the magic power of the number 3:

Application #1: The 3rd inquiry. You usually get the true answer from a patient or a person after asking the 3rd time. The first response is the most convenient, superficial response. Ask a follow-up question and you’ll get a little more information. Ask another follow-up question and you’ll most likely get the truth. Most people just run out of creative excuses and come forth with the truth after the third request. For example, as you greet the patient and ask them how they are doing, the patient might say, “I hate the dentist.” Instead of laughing it off and moving on, you might ask, “You’re not alone. What is it about the dentist that you don’t like?” The patient might say, “Well you know it’s just the drill, the smell, all that stuff.” That’s two questions. Let’s try one more just to see what else is going on. You might ask, “It sounds like you have had some bad experiences in the past. Tell me what’s happened.” Then the patient proceeds to tell you the story. You finally have the truth. Only when you have the truth can you serve the patient with satisfaction. So don’t just take the first response at face value, keep asking. By the third inquiry, you’ll probably get to the truth.

Application #2: The 3rd alternative. When seeking a solution for a patient, we usually give them the best course of action first. When that does not work for any reason, it is tempting to stop. Suggest another option. Listen to what they have to say then suggest a 3rd option. By the time you get to the third option, you will have the highest likelihood of acceptance if they are sincerely interested. For example, you present your financial arrangements and the patient says that will not work for whatever reason. Listen to the concerns and then suggest another option like third party financing. If that does not work, suggest a third option like a co-signer or relative that might help out. Many times you’ll find a solution by the third alternative. Just keep looking.

Application #3: The third rejection. Human nature gives up after the first rejection. No one likes rejection because it strikes to our core. Instead of remembering that the other person is just rejecting our proposal, it is too easy to think that he or she is rejecting us. GET OVER IT! Keep asking! Instead of folding, suggest another route. Express your real concern. Let them know how important it is to move forward. If you get doubt or indecision, hang in there. Keep talking. Ask some follow-up questions. If you are really concerned, you’ll work to overcome the obstacles the patient might have. Many of the best “Yeses" come after the third “rejection” if you’ll just hang in there and keep asking.

One word or warning: you can come across as pushy if you don’t have the other person’s best interest at heart. But if you are genuinely interested in others and helping them, you won’t come across as pushing your own agenda.

So give the Power of 3 a test this week. In fact, why don’t you give it more than a test? Give it at lest 3 tests! It may not work every time, but I’ll guarantee that you’ll get at least one positive response if you test it at least 3 times!