Are You Having ‘Value of the Mouth’ Conversations?
Very few people plan for dental care in their budget, and case acceptance will always depend to some degree on affordability. However, affordability is a mindset; patients can be persuaded to prioritize their dental care and value it accordingly.
Think of the patients who have come in and asked for a particular procedure. The patients who have been motivated by a smile they’ve seen on a movie star, or a procedure they saw on a makeover show, or in a magazine. These patients don’t need convincing; they’re already motivated and in the right frame of mind.
How do you create this kind of energy for all the treatment you present? How do you get patients to see the value that makes them want to take action?
This is where you have to go beyond case presentation and into a deeper conversation. You and your team should have frank discussions with each patient about the lifelong value of the mouth and how it’s at the center of so many quality of life concerns.
Patients might spend 25 years paying for a house or five years paying for car. If you frame the discussion about treatment correctly and reinforce the philosophy in everything you do, you can certainly get them to see that their personal health is worth the same kind of commitment.
People may have come in just expecting a routine hygiene appointment, but just as they can go into the mall to pick up batteries and end up coming out with a widescreen TV, patients can be persuaded to do the right thing for their oral health—even if it wasn’t originally on their economic agenda.