For most patients, agreeing to implant treatment takes multiple case presentations. Why? Implants are expensive, requiring significant out-of-pocket costs. In addition, they involve surgery, as in dental surgery. Those are two words that few people want to hear, yet, as we know, the benefits are numerous and life-changing.
Present early and often. In the early stages, implant case presentation is often a series of continuing conversations. There’s a lot to talk about: benefits, functionality, price, healing times, etc. Patients will have questions and concerns. Revisit the conversation during their next visit to the practice.
Don’t preeliminate any patient. Too often, doctors decide a patient won’t be interested in a particular treatment, so they don’t present the case based on preconceptions. “Mrs. Jones would never go for implants -- they’re too expensive.” Don’t be so sure. People will surprise you, especially when it comes to improving their quality of life.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email firstname.lastname@example.org.
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