When you must deliver negative information to a patient, use one of these language techniques to subordinate the negative information to something more positive.
Patient: Will my insurance cover Prolotherapy?
- Use the “Magic But” to avoid emphasizing the negative: Because statements following but have greater impact than those that precede it, state the negative fact first, and then state the associated positive: It is true that insurance generally does not cover Prolotherapy, but what’s probably more important to you is that you are doing what works.
- Subordinate the negative aspect with the use of although: Although insurance usually doesn’t cover Prolotherapy, you may decide that it offers you a better chance of success for treating your condition.
- Use statistics to set a positive frame: The therapies generally covered by insurance have a success rate of about X percent, while I have found that Prolotherapy offers some relief for 2X percent of those using it, really good relief for another 4X percent, and complete relief for another 4X percent of the patients who elect this treatment.
You may forward this language tip to those who may benefit. Send your questions about communication to Joel or Debra, co-developers of SCS Matters, LLC. We will provide answers as time permits.