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A small shift in mindset makes a big difference in the success of a dental practice. Take a look at these possible shifts and see which, if any, would benefit your practice. If so, make a note to add this topic to your next staff meeting.
You’re not “selling” dentistry. You’re increasing your patients’ dental literacy — and sharing things about their oral health they may not otherwise know or sense. That’s your job as a dental team: caring for oral health.
I’ve told my dentist that money is no object when it comes to my dental care, and that I want the level of care he would provide to his wife and daughter. I know that I’m unique but everyone has their “price” when it comes to out-of-pocket expenses. It’s your job to discover this for each patient — or to help each patient discover it for him- or herself.
It’s human nature to make judgments about others based on what they wear and the car they drive, as well as assumptions about their interest level and abilities. Present the very best treatment plan regardless of your perceptions so that you are offering the highest level of treatment available to all of your patients. They deserve nothing less.
While it’s true you can’t force treatment acceptance, you should ensure you’ve provided enough information, asked if the patient has questions, carefully outline costs, and offered a financing plan for patients who need this option. The easier it is for patients to say yes without blowing their budget, the higher your acceptance level will be.
It is possible to confuse patients by providing them with too much information. Don’t bombard them with both urgent needs and cosmetic dentistry options. Stabilize patients orally and then explore procedures that further increase oral health and/or address cosmetic issues.
In a healthy practice, more than 80 percent of dentistry is generated as a result of recall appointments. When these appointment don’t happen, production declines.
See #6 above. Further, even one hour of unproductive time in the hygiene schedule adds up to nearly $50,000 annually.
It does take longer to use digital imaging to show patients what you’re seeing. But seeing is believing, whether on an x-ray, by a live tour of the mouth, or via before and after pictures. A few minutes showing patients what you are talking about ultimately means less time “selling” what they will see they need.
Successful practices are made up of those who believe in what they are doing and why they are doing it. If you have staff members who show up just for the paycheck, they may not be the right individuals for your team. Vibrant practices are made up of healing professionals who consider it a privilege to partner with patients for their oral health care needs. Of all the mindsets mentioned above, this is perhaps the most important because it supports all the others.
A tradition of working for the dental profession. The Chicago Dental Society was organized in 1864 and incorporated in 1878. The objective of the Chicago Dental Society is to encourage the improvement of the health of the public, to promote the art and science of dentistry and to represent the intrest of the members of the profession and the public that it serves.
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