Why Patients Arenít Accepting Implant Treatment
Patients are becoming more and more interested in dental implants. They’ve heard about the benefits of this treatment option, and are intrigued by what implants can do for their smile and their confidence.
The truth is, today’s patients don’t want to settle for the dental appliances their parents had; they want an esthetic, comfortable option that looks and acts like natural teeth. That’s what implants provide, making them the perfect alternative to partial dentures.
You know the interest is there, so you’re probably wondering why you’re not performing more implant cases in your practice. My guess? Like most dentists, you’re likely making assumptions about what your patients can afford and not even offering implants as an option. You don’t talk it up, so patients don’t even know you offer implants. Well doctor, it’s time for that to change, and for you to start using dental implants to grow your practice and your profits.
Here’s a look at the benefits implants can bring your practice, and how you can start increasing the number of implants you place each year.
But implants don’t just offer benefits to your practice; they’re also a great option for your patients. A partial simply doesn’t address long-term mouth health and function. It can’t simulate the patient’s original tooth, but an implant can. Implants are often the best treatment option, and one you should discuss with every patient who’s a candidate.
Why You’re Not Performing More Implant Cases
You can’t make assumptions about your patients. It’s your job to present them with the best treatment options, and to go over the pros and cons of all those options. Walk your patients through the various scenarios and help them make educated decisions about their dental health, rather than only giving them the options you think they can afford.
To help relieve some of the financial burden, consider offering patients third party financing from a company like CareCredit. If patients know they can make small payments toward their implants rather than writing one large check, they’ll be much more comfortable going forward with treatment.
Bottom line, talk with your patients about all their options, including implants. Dental implants can truly change your patients’ lives, enabling them to eat without pain and once again giving them confidence in their smile.
Once your team members are educated about implant dentistry, they can pass this education on to your patients. Be sure they keep the message consistent, and that they can tell patients about your experience with implants and the success you’ve had since adding implants to your list of services.
I also suggest more subtle forms of education, such as hanging an 8x10 frame promoting implants in your reception area, and 11x17 frames in every treatment room, as well as adding implant information to your website and social-media forums. Type a bulleted list of questions and answers about dental implants in large font your patients can see while sitting in the chair or waiting for their appointment. Here are a few examples of questions you can use from the American Academy of Implant Dentistry:
What are dental implants?
Am I a candidate for implants?
Grow your Practice with Implants
Next week, 7 ways to improve implant case presentation in your practice.
For additional information on this topic and more, visit my blog: The Lighter Side
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