Just one little word ... "because"... could make a big difference in the success of your treatment presentations. Whether it's a hygienist presenting a periodontal therapy program, a dentist or specialist presenting dental treatment, or a financial coordinator presenting a financing plan, putting the word "because" at the end of your recommendations will force you to give the reasons why the treatment is necessary for good health and/or appearance.

  

This week, remember that patients are never interested solely in having surgery, root canals, or crown and bridge procedures performed. They are, however, very interested in buying what those procedures will do for them; the benefits of having it done. Using the word "because" will help you focus more on the benefits for which patients want to spend their money.

  

"Mrs. Peterson, I'm recommending a crown on that tooth because it will help restore your ability to chew comfortably as well as the natural beauty of your tooth. It will also be an excellent long-term restoration and investment for you."