There is a whole new approach, which I must say truly works, take yourself (Dr.) out of the case presentation and get your Team to training to do these for you. You case acceptance will be greater and so will the total dollar amounts on your treatment plans. Get your Team trained to handle the consultations. Team members bond easily with patients and become their friends. Patients find it easier to talk with them about dental concerns because they see us as not judgemental and have nothing financially to gain from the patient accepting or not accepting treatment. Give the Team the digital photos they need to help your patients see what their dental health is really like. It is not about selling dentistry, it is about helping patients truly see inside their own mouths and take ownership of the dental conditions. When they see, for instance, how tooth number 30 has the entire back cracked off and the white gunk that is on the inside of their lower teeth they will want to ask for help to get those things taken care of. Trust me on this, do your research, get some training for your Team and you are on your way to better case presentation and acceptance. Remember, case presentation starts with the very first phone call to your office; be sure all the right people are in the right places.
Who Presents Your Teatment Plans???
July 31st, 2005 · 3 Comments
Tags: Case Presentation · Continuing Education · Cosmetic Dentistry · Dental Diamonds · Dental Websites · Digital Photography · Events · Insurance · Marketing · New Patients · Patient Service · Practice Management · Resources · Uncategorized
3 responses so far ↓
1 ABClaros, dmd // Dec 13, 2005 at 11:45 am
Absolutely right! The relationship and rapport of the dental staff with the patient is of a different level: more candid. The patient would most likely sound off his/her concerns first to the dental assistant, for instance, before he expresses the same to the dentist during consultations and treatment visits.
It is therefore very important that the dental staff such as the front desk personnel, the clinical assistant, etc, are thoroughly informed and knowledgeable, if not totally involved in the diagnostics, the studies/evaluation of the patient’s case, and the formulation of the treatment plan. It gives the patient a very reassuring, comforting feeling more when the staff takes part in the presentation of the treatment plan.
It would, however, probably be rather unusual, and impersonal, if not less professional, at least, if the treatment plan presentation to the patient is totally left to the cares of the dental staff. In our office, we continue to enjoy a very personal, low-volume fee-for-service relationship-based dental practice where any one of our patients may discuss, consult, or confer with anyone among the dental staff regarding any or all aspects of their dental treatment.
I would always remind us all every now and then, that the best marketing and patient management still, is sincere personal interest in our patient’s care, and excellent customer service.
2 Ed // Feb 22, 2006 at 2:44 pm
Corine, I am new to the dental profession. I was hired by Dr. John E. Clary as his ‘business manager’ in August of 2005. You seem to hold a wealth of knowledge, and seeing how I wish to succeed in my position, I thought you might be able to help me with a few things. My focus right now is to nail down some job descriptions for the staff. The doctor has some, but they are either outdated or incomplete. Do you have samples for satff positions or advice on the best place to find good ones?
I would greatly appreciate any advice!
Thanks, Ed
3 mohsin // Mar 13, 2006 at 12:52 am
Speak to Gary Crawshaw at Hollander Consultants, they have very detailed and comprehensive job description for everybody including the owner. You may get a discount if you let them know you were refered by IDF or Mohsin.
Enjoy
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