Uninformed, Clueless or Frightened?

by Larry Emmott on November 8, 2012

in General,Management

Implementing new dental software technology in the dental office involves a lot more than just chosing, buying and installing some tech gizmo. In fact just choosing the right gizmo is fraught with change and knowledge issues let alone using it effectively. The following is adapted from Seth Godin.

When faced with change or even just making a decision people are one of three things; Uninformed, Clueless or Frightened.

Uninformed people need information and insight in order to figure out what to do next. They are approaching the problem with optimism and calm, but they need to be taught. Uninformed is not a negative term, it’s a temporary state.

Clueless people don’t know what they don’t know, they don’t know what to do and they don’t know that they don’t know what to do. They don’t know the right questions to ask. Giving them instructions is insufficient. First, they need to be sold on what the platform even looks like.

Frightened people will resist any help you can give them, and they will blame you for the stress the change is causing. Scared people like to shoot the messenger.

I have encountered dentists in all three states trying to make buying decisions.

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