How you approach your patient is clearly your own preference ... There are both high-tech and simple ways to communicate:
- Let technology help you ... We can help you advance your digital camera and PowerPoint skills. Learn how to use those skills to significantly increase case acceptance! Call Karen at (800) 955-1051.
- Use easy communication from Day One ... (Reprinted below with permission form "Gem of the Month," Tom Orent)
Setting the Scene for Acceptance of Excellent Dentistry
During the initial interview phase, long before the patient ever sits back to open wide ... Take out a piece of blank paper (we've added this right on our exam form to make it a routine part of the process), and draw the following diagram on the paper:
Tell the patient that this diagram represents a continuum of dental care from "P = Poor," to "A = Average," to "E = Excellent." Ask the patient to place an "x" representing the level of dental care they believe currently exists in his/her mouth, today. Most patients will place the "x" somewhere at or just to the left of the "A" for "Average."
Then ask the patient to place an "O" where he/she would like to see his/her level of oral health, five to ten years in the future. Typically, patients will place their "personal expectations" marks somewhere closer to the "E" for "Excellent."
Finally, ask the patient where, on this continuum, they believe their insurance reimbursement pays. Almost every patient, at this point, will tell you that they expect insurance will only pay for average dental care. Since most patients will have chosen excellent health as their goal, the scene is now set for you to begin to discuss how you believe you can best meet the patient's achieving their desired level of optimal health.
Remember, it's critical that this takes place during the early phase of rapport-establishment and relationship building, while patient goals and expectations are being established.
