Improve Sales: Educate Your Patients
What you find in the patients’ mouth is usually due to their choices. Educate the patient. You know what they need, they do not always know. Help them understand the problem, then show them what is needed to correct the problem, and why.
Intraoral cameras, Cone Beams, and computer monitors are ideal to teach. The patient can see the problem first hand, in an enlarged visual manner. Do you want to increase your sales? Let your patient “hold the problem” with a tablet or print out.
Provide Options
The next step is an important and often overlooked part of the case presentation. If your patient is told that they must do this or that, it’s not their problem… It’s yours! This approach makes it easier for the patient to disregard your findings, or worse not show up for treatment. If they do have treatment, down the road, these often become problem patients.
If, instead you provide your patient with options, they select what they may or may not want. The beautiful thing is they own the choice, resulting in a high success rate and follow through of treatment.
“Remember that dentistry is beautiful. Never forget what it is like to look at the world from the patients seat, or how good dentistry is when you treat people instead or worrying how much money you will make. ” Dr. Wilson Aguilar-Garcia
“One of the most sincere forms of respect is actually listening to what another has to say.”
– Bryant H. McGill
