...when you enlighten your patients. I've always hated the way the suggestion of selling dentistry sounds. Dentistry is not a commodity, rather it is a healing art. Healing your mouth heals your body as well. If you have ever watched a skilled dentist hold a handpiece as he works, you get the impression that he is holding a paintbrush. An excellent dentist doesn't just fill a tooth, he restores it to health. He doesn't just place a composite, he sculpts it until it disappears into the rest of the tooth. Just like an understanding of art leads to an appreciation of it, and a desire for it, understanding the benefits of dental care and recognizing that there is a difference between filling a tooth and restoring that same tooth will lead patients to a desire for good oral health.
There are lots of psychological techniques designed to make anyone want anything. So many times we think if we could just own a certain item, we'd be happy. The problem is, that kind of happiness isn't very long-lasting. You don't need techniques, when you teach your patients about how good oral health enhances their feeling about themself and improves their overall health. I can tell you that there is a relief in having good health. If you can talk to your patients in a way that leads them to an understanding of their conditions, their thoughts or circumstances that block them from accepting or attaining good oral health, and show them solutions that can help them, you will enlighten them to possibilities that can change their lives. The way to do that is to listen first. Ask questions that create opportunities for them to tell you about their fears, their limitations in budget, time or courage, and their misconceptions about their own oral health and what dentistry can offer them. Make them think about what they accept as normal. Gobs of denture adhesive, drinking warm soda so their teeth don't hurt, smiling with their lips closed because they're embarrassed of their smile? It doesn't have to be that way, but so many people have just resigned themselves to living like that. It's a great feeling to know you've opened a patient's mind to thinking about their oral health in a new way. I don't think it would feel as good to sell someone on treatment because you've made them feel pressured or ashamed. We recently saw a senior patient whose 5 unit bridge had failed. No matter how you look at it, that's a disaster and an expensive disaster to fix. We explained his options which included a removable appliance or an implant supported bridge along with some splinted crowns on teeth that were salvagable. He went home to consider his decision and called me the next day. I was delighted to hear his response. He said, "You once told me it wasn't how many years I have left to live, but how I want to live those years. I don't want to live the rest of my life taking my teeth out at night. I want to go for the implant bridge." I was happy to hear that something I'd said gave our patient a new, more open way to consider his choice.
When you ask your patient questions that help them understand their choices and preferences you'll never have to "sell" dentistry. They'll never walk away wondering who made their choice, them or you. They will be grateful, feel a part of the process and in the end, feel great satisfaction with the results of their decision.
...when you enlighten your patients. I've always hated the way the suggestion of selling dentistry sounds. Dentistry is not a commodity, rather it is a healing art. Healing your mouth heals your body as well. If you have ever watched a skilled dentist hold a handpiece as he works, you get the impression that he is holding a paintbrush. An excellent dentist doesn't just fill a tooth, he restores it to health. He doesn't just place a composite, he sculpts it until it disappears into the rest of the tooth. Just like an understanding of art leads to an appreciation of it, and a desire for it, understanding the benefits of dental care and recognizing that there is a difference between filling a tooth and restoring that same tooth will lead patients to a desire for good oral health.
There are lots of psychological techniques designed to make anyone want anything. So many times we think if we could just own a certain item, we'd be happy. The problem is, that kind of happiness isn't very long-lasting. You don't need techniques, when you teach your patients about how good oral health enhances their feeling about themself and improves their overall health. I can tell you that there is a relief in having good health. If you can talk to your patients in a way that leads them to an understanding of their conditions, their thoughts or circumstances that block them from accepting or attaining good oral health, and show them solutions that can help them, you will enlighten them to possibilities that can change their lives. The way to do that is to listen first. Ask questions that create opportunities for them to tell you about their fears, their limitations in budget, time or courage, and their misconceptions about their own oral health and what dentistry can offer them. Make them think about what they accept as normal. Gobs of denture adhesive, drinking warm soda so their teeth don't hurt, smiling with their lips closed because they're embarrassed of their smile? It doesn't have to be that way, but so many people have just resigned themselves to living like that.It's a great feeling to know you've opened a patient's mind to thinking about their oral health in a new way. I don't think it would feel as good to sell someone on treatment because you've made them feel pressured or ashamed. We recently saw a senior patient whose 5 unit bridge had failed. No matter how you look at it, that's a disaster and an expensive disaster to fix. We explained his options which included a removable appliance or an implant supported bridge along with some splinted crowns on teeth that were salvagable. He went home to consider his decision and called me the next day. I was delighted to hear his response. He said, "You once told me it wasn't how many years I have left to live, but how I want to live those years. I don't want to live the rest of my life taking my teeth out at night. I want to go for the implant bridge." I was happy to hear that something I'd said gave our patient a new, more open way to consider his choice.
When you ask your patient questions that help them understand their choices and preferences you'll never have to "sell" dentistry. They'll never walk away wondering who made their choice, them or you. They will be grateful, feel a part of the process and in the end, feel great satisfaction with the results of their decision.