Build value in the minds of patients. Make it clear that the hygiene visit is much more than "just a cleaning" -- that it includes periodontal exams and maintenance, the removal of potentially harmful plaque and calculus, screening for oral cancer, and other vital services.
Don't forget to discuss the potential harm of skipping checkups. Explain that many potentially serious dental problems will not be obvious to the patient yet can be detected early -- during routine hygiene appointments -- and addressed before they cause significant harm.
Roger P. Levin, DDS, is the CEO of Levin Group, a leading dental management consulting firm, and one of the most sought-after speakers in dentistry. Dr. Levin has authored 65 books and more than 4,000 articles on dental practice management and marketing. You can sign up for the Levin Group Tip of the Day.
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