It is always a difficult job to convince a patient for an implant treatment; no matter how hard you try, they are not very receptive to your offer!! WHY?
Dentistry as a profession demands patient care and patient’s interest to be the utmost priority at all times especially when delivering high-end treatments like dental implants. Always remember NOT to neglect important information like medical history, costs, and consent because of your tunnel vision on getting the treatment plan accepted.
It is a tricky situation when you want patients to make an informed choice or encourage them to decide on the information you have provided. This skill comes with practice and experience. The information you provide, how you deliver it, and most importantly the motive behind it all play an important part in the communication and patient-trust process.
It’s always good to have a deeper understanding of yourself and at the same time putting yourself in the patient’s shoes to assemble facts and formalize a strategy to be in a win-win situation.
The first step to gain a patient’s trust is effective and thorough consultation. Avoid the technical sides of the implant treatment, keep the conversation simple and direct to ensure building a rapport with the patient. Make them feel confident that they have made the right decision of choosing you in giving them what they need.
A sound clinical evaluation of whether the patient is the right candidate for a dental implant is a must!
When you are empathic and are one of those who keep patients care first, the turn-over increases naturally, but if you focus too much on selling your product, you will overlook all the things that matter, and eventually lose the patient. There is nothing wrong with selling. However, the way products/services are sold is important.
Focus on when & why they need dental implants, how implants can restore natural smile and function inside their mouth, and preserve remaining teeth. Moreover, why do you prefer implants over other available options?
Highlight the advantages of implant: for instance, implants are a conservative and sophisticated option in replacing single or multiple missing teeth without affecting the adjacent healthy teeth. Furthermore, because dental implants are placed inside the jawbone, they are very strong and reliable and have a natural look and feel.
Take the treatment process to the next level and make an effort to engage with every patient and be pliable enough to cater to their needs as individuals.
It is significantly important to take time and effort to convey how your treatment will benefit the patient and what it involves. Keep patients engaged in a dialogue to attend to their concerns and reservations. Otherwise, it will eventually give them an excuse to decline your treatment.
Make sure that you are following the best ethics and code of conduct and verify what you are doing is indeed for the best interests of the patient and the profession.
write a comment