The minute patients feel your financial interests are above their own interests you are done.
Not only will the patient be likely to refuse the treatment but you loose the chances of referrals. The goal of treatment presentation is INFORMATION. Be up-front about this. I often say…
”The goal here is to you have you completely informed about your conditions, possible treatments according to my opinion and, of course, involved treatment costs. Whether you do it here with us now or you do it next year or even if you do it elsewhere, that is not what’s important. Having you well informed is our priority”
I feel this dramatically reduces patient discomfort and disbelief. The truth is that, in a world where everybody is always selling something, patients anticipate you will be pressuring for a sale.
You should genuinely believe this – Providing honest, accurate and simplified information in the most important service we can do to our patients. Acceptance is just a result of clarity and trust.
Good Treatment Plans!
Image credits – Ron Mader
Jorge Andre Cardoso
DMD, MClinDent Prosthodontics
Honorary Clinical Teacher - Kings College London, UK