Dentaltown December 2017 - 47
this one thing ..." Especially if it's obvious in photos that
you can show them.
You may prefer quadrant dentistry but sometimes
with new patients, new docs, this is the way to get there. ■
This is the reason I love 4th Crown and Long
emergency new patient exams. Member Since: 01/21/15
Post: 7 of 40
You get to help them with their
main issue. Get them to come back, and they are more
willing to trust your other recommendations. ■
mling
Ask great questions until you
Member Since: 11/20/08
identify their "bleeding neck"
Post: 10 of 40
issue-what keeps them up at
night? What frustrates them? What problem do they wish
would go away and how does it affect them every day?
And then offer them a solution with as few barriers
as possible.
If you can't identify their "bleeding neck" issue (and
let's be honest, 90 percent of patients just don't have
one), then don't try to invent one. That's when you come
across as sales-y. Just make sure when you do get one,
that fastball right down the middle of the plate, you
knock it out of the park. That one case will make your
whole week/month. Then suddenly you care a whole
lot less about whether Mrs. Jones "finds value" in your
single-unit crown. ■
davidpalmer
Karim is right again! If you
Member Since: 04/14/00
look like you are trying to "sell"
Post: 12 of 40
them something, forget it. You
have to act like you really don't care what they do, because
it's their mouth and not your problem, but you'd be happy
to help them with their dental concerns. Always try to
address their chief complaint first, then use the intraoral
camera to show what's going on there and elsewhere.
Start with, "Hi, Mrs. Badteeth, how can we help you
today?" Then shut up and listen. Not everyone will do
what's needed, of course, but after you plant that seed
and send them home with a copy of the IO pic, don't be
surprised if you see them back soon. ■
There's a lot that goes into
treatment presentation and
frontofficerocks
Member Since: 11/04/15
Post: 13 of 40
FREE FACTS, circle 36 on card
dentaltown.com \\ DECEMBER 2017
47
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Table of Contents for the Digital Edition of Dentaltown December 2017
Dentaltown December 2017 - Intro
Dentaltown December 2017 - Cover1
Dentaltown December 2017 - Cover2
Dentaltown December 2017 - 1
Dentaltown December 2017 - 2
Dentaltown December 2017 - 3
Dentaltown December 2017 - 4
Dentaltown December 2017 - 5
Dentaltown December 2017 - 6
Dentaltown December 2017 - 7
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Dentaltown December 2017 - Cover3
Dentaltown December 2017 - Cover4
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