Dentaltown December 2017 - 46
message board
How to Get Patients
to Say Yes to Treatment
A Townie asks his peers for new ideas on how to encourage patients to accept treatment
axavier
Member Since: 01/04/17
Post: 1 of 40
Hello, everybody. I'm a new doc and was wondering if any of you have advice to get patients
to say "yes" to your treatment plans. I'm having trouble in this department. I feel like I'm clear
on explaining why patients need the treatments they need, but I'm still unsuccessful. Looking
forward to hearing your input and tips! Thank you! ■
10/17/2017
eeznogood
Member Since: 02/23/06
Post: 2 of 40
1. The best way is not to try. Simply describe your observations briefly and ask them what
would they like to do or if they have any questions. Do not assume that all people need a
long-winded, detailed explanation.
2. Time spent in the same spot will get people to know you and trust you. This is usually
very helpful. This is often the reason why an associate has a harder time getting treatments
booked, compared to an owner.
3. People need to have the money for it, or to find that their teeth matter to them. No
amount of talking will trump these two elements. So, know your public and offer solutions
that they can, or want to, afford. ■
10/17/2017
dds262
Member Since: 09/04/14
Post: 3 of 40
Get an iPad (refurbished is fine). Download the free app Splashtop. Give them the iPad. It
will mirror what is on your computer screen-you can even control your computer on the iPad.
Show them intraoral photos and radiographs. This simple change worked wonders for me. ■
10/17/2017
Timmy G
Member Since: 04/14/02
Post: 4 of 40
If you'll do a search here on the message boards you can find dozens and dozens of threads
on this topic from some of the brightest people in the business.
Here's the bare-bones bottom line:
1. Most dentists are way too technical in talking to patients.
2. Patients do things for their reasons, not yours.
3. We can't meet someone for five minutes and expect them to plop down their Visa with no
hesitancy. I know I wouldn't.
4. It takes time-time for you to learn better ways of discussion, time for patients to get to
know you.
I would suggest you do some reading. These two are a great place to start. ■
10/17/2017
Trish Walraven
Member Since: 08/14/04
Post: 6 of 40
46
The most effective way I've gotten patients to feel comfortable beginning treatment is to
put out one fire at a time-their biggest problem, if you will. Address that; treatment-plan just
one thing.
This is a great way to earn trust, and that is by letting them actually experience your dentistry
without feeling overwhelmed by an enormous treatment plan. Sure, they may need extractions,
bridges, etc., but if you focus on just one thing the first time, say, "Yes, there are other things but
DECEMBER 2017 // dentaltown.com
http://www.dentaltown.com
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