We believe one of the major obstacles in dental treatment presentation/dental implant presentation is getting to the dental patient’s “WHY.” WHY do they want this treatment; how is it going to impact their life? If the dentist can get to that WHY, you will get to the emotional connection. You are on your way to getting the patient to “want” it perhaps even more than they “need” it.
This TV Show is the second part in the journey of Jan, a patient that needs a minimum of $35,000 worth of dental treatment and is looking for options to pay for it.
One of the points mentioned in the show is that there are always options. They might be a Chevy option, instead of the Mercedes, but you don’t have to accept that there is nothing for you to do. Basically, giving up before starting. How bad do you really want it? What are you willing to do to get it?
Knowing the WHY is a must in treatment presentation but other musts are:
- Always have x-rays up
- Always have the pictures up
- Always have a hand mirror available so patient can see how they look
- Always have models of each option you are presenting
- Always make this patient your priority and do not allow interruptions.
As you are going through each option, don’t forget to bring the emotions, the patient’s WHY. This also shows the patient that you are listening and are empathetic; you care.
After the patient chooses their option, the next step is to create a financial estimate of the cost. One fact to take into account when presenting financials is that patients usually identify with a monthly payment rather than a large sum.
Don’t forget to watch the third installment of Jan’s journey. If you would like training on treatment presentation/case acceptance, contact AMP or your coach!!