Treatment Planning — Presenting Your Plan to Earn a New Patient

Treatment Planning — Presenting Your Plan to Earn a New Patient

How to Present a Treatment Plan the Right Way

How to Present a Treatment Plan the Right Way

Integrating Sleep Medicine Into Your Practice with Vivos

Integrating Sleep Medicine Into Your Practice with Vivos

Sleep apnea is more common than you might think. If left untreated, sleep apnea can lead to potentially serious health risks, which is why it’s so important to target the root cause of sleep-disordered breathing.

To help further understand what sleep apnea is and how we can help treat patients suffering from the condition, I invited Bryan Ferre, Chief Evangelist at Vivos Therapeutics Inc., on this episode of the Delivering WOW Podcast.

The Vivos® System is a clinical breakthrough in the treatment of sleep-disordered breathing for individuals of all ages. Their treatment even includes more difficult cases of sleep apnea, including mild-to-moderate obstructive sleep apnea resulting from underdeveloped upper and lower jaws.

But, how does the Vivos® System work? And, why should you consider integrating sleep medicine into your dental practice? Bryan explains all in this episode of the podcast!

 

Integrating Sleep Medicine Into Your Practice with Vivos

 

In this episode, we discuss:

  • How sleep apnea treatments can help increase production per visit
  • The touching story about why Bryan is so passionate about sleep apnea treatment
  • The percentage of people who suffer from sleep apnea
  • How the Vivos® System treats the underlying condition of sleep apnea
  • How to seamlessly implement sleep medicine into your practice
  • The real value of sleep medicine and helping patients to overcome the issues that come with sleep apnea
  • Reasons why underdeveloped jaws have become so common

 

Integrating Sleep Medicine Into Your Practice with Vivos

 

If you’d like to learn more about the Vivos® System, you can check out their website and visit their conference website, breathingwellness.org.

3 Ways to Improve Case Acceptance

In any dental practice, it’s really important for patients to accept your treatment plan. For your patients, getting the care they need will let them experience all the benefits of having a full, bright, healthy smile offers. For your practice, you will be able to grow, be more productive, and make bigger impacts on people’s lives.

A lot of the time, however, patients hesitate to accept treatment. One reason is that sometimes treatment is expensive. This is especially important for high-cost procedures like dental implants and crowns. But accepting treatment is also an emotional decision. Many people are anxious about even routine dentistry. More complex care is even scarier to those people.

In my Delivering WOW Platinum Coaching Program, I sat down with Dr. Chris Bowman, who helps practices increase case acceptance, especially as it comes to helping patients overcome the emotional hesitations they often feel when treatment is presented to them. Here are three strategies to help.

Speak English, not “dentalese.”

 

3 Ways to Improve Case Acceptance

 

Just because you learned all the jargon of dentistry in dental school doesn’t mean you speak that same jargon with patients. As Dr. Bowman describes it, don’t speak “dentalese” to patients if you want them to say yes to treatment.

Instead, explain dental issues to patients the same way the patient would explain it to their friend. Your patient wouldn’t tell their friend “I’m gonna have an MOD on number 13 and an MO on 15.” They’d say, “I’m going to have a crown and a couple of fillings.” Instead of saying, “You have five areas of decay,” say, “You have five cavities.”

Don’t confuse the patient or scare them by making them think their care is complex when it isn’t. Simplify things for them, and getting treatment will seem a lot easier to them.

Simplifying treatment by speaking English, not dentalese, will help patients understand their treatment and avoid putting them off by big words that sound intimidating. Things will almost always sound much more serious when you use technical jargon. This might cause your patient to feel overwhelmed, and they might find another practice in the hopes of getting a simpler treatment recommendation.

Often patients are scared, and that’s what’s keeping them from moving forward with treatment. You’ll only scare them more if you make a simple procedure like a root canal sound like a complex treatment.

Focus on the problems you will help them overcome instead of the solution.

 

3 Ways to Improve Case Acceptance

 

If you ask your patient what they want their teeth to be like a few years from now, you’ll get an idea of what type of treatment they want. You can then analyze their teeth and see the problems that are preventing them from getting what they want.

Maybe they want to have straight teeth. If they’re missing a tooth, though, that could lead to crowding. That missing tooth would be a problem that is preventing them from getting the straight smile they want. You need to focus on that problem and tell them that they aren’t going in the direction of having a straight smile without treatment.

Let patients know how your treatment plan will redirect that in the right way. Don’t try to scare them, but let them know that if they don’t get treatment soon, things will get worse so it will be the simplest and easiest to take care of it now. This will motivate patients to accept treatment because they won’t want things to get worse.

Frame your treatment recommendations as a better alternative to what will happen if they don’t get treatment.

 

3 Ways to Improve Case Acceptance

 

There are a couple of things we can do to help patients see the difference between what we’re recommending and where they’re heading. Most patients don’t see what Dr. Bowman calls the “other side of the problem.” The other side of the problem is what’s going to happen if they don’t do anything—in other words, the consequences of not getting treatment.

If the patient has mild to moderate periodontal disease, for example, we can suggest non-surgical gum treatment. When presenting it to them, however, we should explain that if they don’t treat their periodontal disease, they will eventually need to have surgery later. Non-surgical gum treatment will seem like a better alternative than surgical gum treatment to a patient, and they’ll be much more likely to move forward with treatment and avoid surgery.

Are your patients saying yes to your treatment plan?

If your patients aren’t accepting treatment, you will help fewer people and work too hard for too little money. These three strategies will help you get more patients to move forward with the treatment they need.

For more help getting patients to say yes to your treatment plan, join my Delivering WOW Platinum Coaching Program, where you will get help from experts like Dr. Bowman on case acceptance plus work directly with other leading experts on everything you need to run a smoother, better, and more profitable practice. You can also join thousands of other dentists helping each other in my free Dental Marketing and Profits Facebook Group!

3 Things Your Front Office Can Do to Help You Grow Your Practice

Your front office team members are the first people patients interact with, on the phone or when they come to your office. If patients love them, you’ll make a great first impression and be well on your way to building loyalty with your patients. That’s because patients don’t judge your practice based on how you perform dentistry. They expect you to be good with teeth. Patients judge your practice based on their experience coming in.

Patient experience has everything to do with the customer service your front office team members provides. This is not only important for loyalty, either. Customer service could even help you raise your rates or break free from PPOs. In fact, 7 in 10 Americans said they were willing to spend more with companies they believe provide excellent customer service while 78% of consumers have bailed on a sales transaction because they received poor customer service.

That’s why many online practice reviews have nothing to do with dentistry. They are usually about how patients were greeted and treated, how practices handled their appointments when they called last minute, or other “experience” issues that made them feel important or unimportant. These things all begin with your front office team members. Here are three things your front office team members can do to WOW every patient who calls or comes in.

Follow Basic Customer Service Rules

 

3 Things Your Front Office Can Do to Help You Grow Your Practice

 

When a patient first arrives, a front office team member should stand up and greet the patient. They need to welcome them to (or back to) the office and make them feel welcome with a smile and a personal introduction.

While they are waiting in the lobby, your front office team members should offer them refreshments like coffee, tea, or water, show or remind them where the restroom is if they need it, and make sure they don’t wait an excessive amount of time. If things are running behind schedule call them before they arrive so they can leave their house or work later or reschedule. If things run behind while they are in the office, let them know as soon as possible.

When patients are on the phone or in your office, your front office team members must make serving them their priority. Don’t make other office work the priority. If they have to make a call to an insurance company, that can wait a few minutes until the patient is taken care of. It’s more important that they connect with your patients and make them feel welcome and important.

Use the Right Words When Discussing Treatment

 

3 Things Your Front Office Can Do to Help You Grow Your Practice

 

Confidence and delivery when talking with patients can go a long way to make patients feel good about being your patient. Front office team members should avoid saying “maybe” or “um” when a patient is asking them whether or not they need treatment. They need to sound confident.

Also, make sure front office team members don’t talk about services or service alternatives being “cheap” or “cheaper.” A better word to use is “affordable.” That helps avoid the perception of being the cheapest alternative.

In a similar sense, if a procedure is expensive, ensure that your front office team members aren’t talking about its “cost” when a patient asks about the price.

It’s much better if they talk about the “value” that the patient will get from the procedure. With high-cost procedures, they can focus on monthly payment ranges than total cost, too. So, first focus conversations on outcomes patients will get from procedures first so the patient has more context for what they will receive. With dental implants, for example, you can talk about smiling confidently again, being able to chew again, or avoiding their teeth becoming crowded. When talking about price, it’s much better to talk about the price being as low as $99 a month instead of $2,500, for example.

Avoid Using Scripts

 

3 Things Your Front Office Can Do to Help You Grow Your Practice

 

While bullet points or lists of answers to frequently asked questions are certainly helpful for maintaining consistency in answers, scripting full conversations can make patients feel unimportant.

People know when your front office team member is using a script. If a patient asks a question that makes things go off-script, you run the risk of having your front office team member stuttering because they don’t know what to say or trying to lead a conversation back to a script.

This can be incredibly frustrating for patients. If they believe your front office team members are either reading scripts or not listening to their specific issue, they are highly unlikely to stay with your practice.

Do your front office team members help grow your practice?

There’s no denying that customer service makes a difference when building relationships with patients. These three strategies can help make an immediate positive impact on the direction of your practice. How do your front office team members contribute to your practice growth?

For more strategies about building a WOW front office team, join the Delivering WOW Platinum Coaching Program today where you and your team can get coaching from leading experts on all aspects of growing a WOW dental practice.

You can also join thousands of other dentists helping each other in my free Dental Marketing and Profits Facebook Group!