Always Present Stages and Alternatives. Never “all or nothing”.

Few things can make such a huge impact on patient acceptance as using a staging approach. This not only makes the whole treatment journey appear easier but will also provide a mental organization for both you and the patient.  Examples: “First comes the Basic Stage, then the Functional Stage and finally the Esthetic Stage.” “Let’s […]

The power of an esthetic mock-up for plan presentation

Most of the time there is a marked esthetic advantage for the patient in a dental treatment plan. A dental mock-up is basically a simulation of the final aspect of the treatment, usually performed for: It can be done digitally, as popularized by Christian Coachman – DSD – Digital Smile Design. It can also be […]

Use a 3 step presentation: Situation > Aggravation > Solutions

The most common mistake dentists do is starting a treatment presentation without having a mental organization or script of the main areas to be shown to a patient.  Doing this 3 stage approach makes ALL the difference. It may be difficult to remember these exact words while speaking to the patient. This is why you […]

Build rapport

No one buys anything from anyone without trust. Trust may be gained by popularity/marketing but it can also be achieved with personal connection. Unless you are a very well known dentist in your local area you have to gain personal trust and empathy. To build rapport you have to do three things: A – Ask […]

Speak to the moment

Present the need for treatment in 3 different situations in 3 distinct ways to be more relevant and effective. When time is limited do a Generic Alert When time is limited you can simply point some areas of concern. Ideally provide some brief report with some generic areas that need attention. This is very common […]