Title of the website. Update me.

Why might your patient feel cheated?

2020-09-12T02:00:00+02:00

Do you think you have ever caused a patient to feel cheated? Believe me, good intentions, your willingness to comfort, and your expertise are not enough. You can easily fall into a trap that can cost your patient’s trust. What is this trap, and can you avoid it? We will show you in this article!

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When you swore your medical oath, you invested yourself in helping people. Maybe you thought this required your expertise and the number of patients you have helped. Should your patients trust you on that basis alone? Not at all.

Your Qualifications and Knowledge Matter, But...

Open communication with the person who is sitting in your chair is as vital to your profession as your other skills. Communication is key! Remember, each patient entrusts you with a precious asset: their teeth. For instance, when patients get in your chair, they might feel insecure, perhaps afraid, too. To compound their potential anxieties, they also pay a quite significant sum. That is why patients need to hear the full price, right from the start.

The Serious Mistake Many Dentists Make

If you are not upfront with your patients during their consultations, you risk losing their confidence. We know it’s not easy, but never forget that what your patient is wants to feel informed! They don’t understand the technical details and skill-sets of your profession, all they have to go on are your ads and price list.

Why is this a problem?

Because in many situations the patients are justifiably expecting a lower price...

Let's Look at a Practical Example!

Many online ads and price lists state, for example, that the implant is only $600, which is strictly correct. However, this price only refers to the implant itself. Your patient might be unaware that an implant might entail additional costs: the surgery itself, an abutment, healing screw, a gingiva-former, and a crown, which raises the price to $ 1,900. Why does this matter? If you’ve advertised the implant for $600 and a patient needs three implants, this patient will expect this to cost $1,800, which will instead cost the person $5,700.

Now do you understand the potential complications if you haven’t communicated clearly about the price?

Have you done this?

Loss of Trust!

Your patient will feel cheated. You didn’t deliver what he (or she) expected. Obviously, you haven’t cheated. On the other hand, not being fully honest about pricing, such as failing to inform the patient about the procedure’s complexities, will cause disappointment and, worse, mistrust.

In some cases, patients will ask for a second consultation giving you the opportunity to explain everything or the individual might take it further and contact a consumer-services hotline. In most cases, the patient will say nothing. They will find another dentist, someone willing to be transparent, upfront.

This is bad.

You not only lost a patient to another dentist, but your reputation has suffered. Dentistry is not like showbiz. Bad press is bad press. Reputation is everything.

What can you do to make the patient happy to choose you?

If you are prepared to provide a detailed treatment plan, if you explain exactly how much this will cost, you will not only have a satisfied patient but a return customer, too.

We know full well that every patient is an individual with specific needs. You don’t want to needlessly scare an already jumpy patient. And discussing money isn’t always easy.

That’s why we’ve developed the DentiCalc app, specifically designed to make it easier for dentists to fully detail the treatment and calculate a pinpoint price instantly. With this app, your patients will easily understand why you are their best choice. Further, they will rest assured that you have provided a fair and accurate price.

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Make Your Patients Happy to Pay

2020-09-26T02:00:00+02:00

As a dentist, you are never in an easy situation balancing the best care your profession can offer against what your patient expects, much less expects to pay. Can you help your patients feel satisfied with the cost of their treatment? In this article, we will show you five steps to achieve this!

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Nothing good comes from assuming the price in the patient’s mind matches the treatments’ actual cost. Why? Because if you aren’t clear upfront your patient will inevitably feel like you’ve overpriced the treatment. And then you lose their trust. If this happens frequently you risk developing a bad reputation.

You Need to Communicate a Price!

First and foremost, you need to communicate the price of treatment in each case.

However, I would not recommend that you immediately thrust your price list under their noses either! This part of the decision-making process can be overwhelming. Handled with finesse, a patient on a budget may choose a good alternative treatment at a lower price point.

So, how do you help patients feel comfortable with what they pay for treatment?

5 Steps You Need to Take!

STEP
#1

Always give your reasons at every consultation.

Start directly with the patient’s problem and explain its cause. Express yourself clearly, avoid unnecessary or confusing technical jargon. Demonstrate, for instance, how an ordinary tooth should look and work and then ask the patient how it feels now?

STEP
#2

Use more tools in the consultation!

If you have a monitor or tablet, use it. I suggest going to the chair with the patient and using the device to explain the situation in detail. Show the problem as well as the solution. When you zoom in on an image, the patient will see the problem clearer.

STEP
#3

A pleasant atmosphere creates a good relationship with the patient!

When you explain, sit close. Be convivial. Be careful also to turn off the chair lamp or fold it aside. The patient will appreciate your attentiveness.

STEP
#4

Your patient needs more than clinical treatment, but also compassion!

Many patients go through serious mental gymnastics before taking the first step to solve their dental problem. You must be the one who reassures them that they have made the right decision. If you pay attention to this detail you will have a devoted patient!

STEP
#5

Present solution options and outline the prices.

If they understand what is needed and how much it will cost, then they will find it easier to accept the total price for treatment. And their confidence in you will remain! You will not be disappointed.

But there’s one more important thing you can’t forget!

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When You Say the Price, Don't Be Afraid!

When you get to the point in the consultation that you have to name a price be confident. Patients recognize uncertainty this and will lose faith in you. Without confidence in your professionalism, you won’t garner much clientele!

Decide How Much Your Patient Can Pay

Most patients believe they can’t pay much for their treatment. Yet most patients will pay much more if they consider their problem important enough. That’s why you need to show them how much their treatment depends on your skills. If they understand all this and feel the true weight of their problem, they will think less about the price, as they will want to avoid any complications.

That’s exactly why it’s important to stick to the steps above. These will help more patients happy to choose you!

Problem Telling Your Patient the Exact Price?

We know full well that every patient needs individual treatment and you don’t have an easy task if you want to tell him or her a price while sitting in a chair.

That’s why we’ve developed the DentiCalc app, specifically designed to make it easier for dentists to fully detail the treatment and calculate a pinpoint price instantly. With this app, your patients will easily understand why you are their best choice. Further, they will rest assured that you have provided a fair and accurate price.

Try it NOW!

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Ensure that none of your patients want to see another dentist for you!

2020-09-26T02:00:00+02:00

No matter how professional or skilled you might be, you have to realize that your business can’t rely on this alone. When patients choose a dentist, there will be many other considerations. And to thrive in this competitive field you will need an edge, so that your patients feel they’ve made the best choice, regardless of other considerations. No one can be all things to all people though. How to achieve this? We will show you in this article!

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Did you realize that very often a consultation is the first step a patient takes towards choosing a dentist? After you’ve discussed the details of the patients’ treatment, including the cost, patients will have a firm impression of whether you are looking after their best interests.

Don’t leave them guessing or feeling uneasy. Especially when it comes to the difficult subject of cost. However, even helping your patient not feel cheated by a high price. This is just part of that first step to making them want to come back to you.

So, after the first step, how to proceed? You need to become the dentist a patient boldly visits with all their problems. You need to make patients feel like they can’t even find another dentist who’ll look after them like you!

Attachment Is At Least as Important as Expertise

Your patients need to feel attached to you, so much so that the price of your treatments cease to be the primary consideration; they simply won’t go elsewhere. Not an easy feat to accomplish alongside your day-to-day work, but with a few small changes, you can significantly increase patient satisfaction.

I will now tell you what I have observed over the last 16 years of dental consultations, what steps can be taken to build long-term trust with patients.

What Can You Do to Build Long-Term Trust?

You need to follow 6 important steps to make sure your patient isn’t the best choice for you.

STEP
#1

Make sure your patient arrives 15 minutes early.

This can be a very useful 15 minutes, as this gives the patient time to fill out necessary paperwork and you won’t have to wait to start the consultation on time.

STEP
#2

Be kind, attentive, and self-assured with the patient!

While under your care, patients are particularly sensitive, so they watch your every movement, every sentence you utter. This might be exhausting, but always radiate reliability and confidence.

STEP
#3

Take time to introduce yourself

This will be the first step to like and trust you! Tell the patient a little about yourself. Tell the patient clearly, slowly, in an articulated way, who you are. If you are a specialist, you probably have a specialized medical exam; so, I also suggest you tell the patient about this. Be proud of your name and education. This radiates confidence. Be careful to judge what you say, however, based on your patient’s state of mind.

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STEP
#4

All patients dissolve if you call them by name.

Mention your patients’ names several times during the consultation so they feel like you’re giving them maximum attention.

STEP
#5

Always inform the patient what will happen.

Maybe performing a consultation or examination is routine for you, but the patient certainly won’t feel that way. Telling a patient briefly what to expect will make you sympathetic in an individual’s eyes, as such professional demeanour will be reassuring.

STEP
#6

Be in control!

In your office a patient expects you to control the situation, because the individual is vulnerable, insecure even, not knowing exactly what awaits. By paying attention and firmly guiding the consultation and treatment, you will strengthen the trust.

These six steps are essential for your patient to trust you and feel like he or she won’t find a better doctor than you, as you are not only a professional, but also humane.

Follow these, your patients will be grateful for it!

What Can Make Your Consultations and Treatments Even Better?

Since your patient wants to see a treatment plan and a specific price at the first appointment, you must have these prepared professionally and confidently.

That’s why we’ve developed the DentiCalc app, specifically designed to make it easier for dentists to fully detail the treatment and calculate a pinpoint price instantly. With this app, your patients will easily understand why you are their best choice. Further, they will rest assured that you have provided a fair and accurate price.

Try it NOW!

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The Three Details You Miss, but a Patient Notices!

2020-10-17T02:00:00+02:00

In the course of your practice, I'm sure you've realized that though you're an adept, well-priced professional, this is not always enough. What more can you do to gain a patient’s trust? Perhaps you haven’t considered three key details that can make or break your practice. What are they? Read on and find out.

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Your patients' decisions are often shaped by factors you might not normally consider. To gain a patient, however, you must think like a patient. If you continue ignoring such considerations, you’ll only have yourself to blame each time a prospective patient goes looking for another doctor.

What Three Do You Need to Pay Attention To?

DETAIL
#1

The first impression arises much earlier than you might guess!

You always hear about the importance of first impressions. You probably believe in first impressions; correctly so too. You may also think, however, that your prospective patients’ first impression occurs when you meet. You'd be wrong. They will investigate you. They’ll look up your website. And many will read the reviews written about you. If there are any negative reviews this can hurt your business. So, you're going to have to familiarize yourself with those reviews.

DETAIL
#2

How Do You Treat Your Assistant?

While your patients wait in the chair, they listen to every little thing you say. That is, the way you talk to your assistant. They’re watching too. Watching your body language.

This is what they’re looking for:

● Is there harmony between you?
● Are you aware of what you're saying?
● Are you patronizing?
● Do you respect each other?

When a well-communicating dentist is respectful to his or her dental assistant this both calms patients and increases their confidence. For instance, even if you're nice to the patient but treat your assistant poorly, you will still leave a strong negative impression. Take care of that.

DETAIL
#3

Do you notice if your patient doesn't understand you?

This is probably one of the most difficult points of the three, as it requires a lot of attention and increased empathy on your part.

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How do you ensure your patient understands everything?

Always be sure to ask questions, especially if your patient isn’t. Questions are very important because you can use them to check if the patient understands what you're talking about. Ask often and ask about specific things. Further, when you consult your patient, monitor his or her reactions. Be attentive. If patients nod when they shouldn't, they don’t understand you. You've got to look for these moments and ensure you address them, in an easy-going, natural manner. Have a light touch but be thorough.

If these questions are left unanswered, you can easily lose your prospective patient.

In conclusion, makes a good impression: maintain your web appearance, good relations with your assistant, and ask a lot of questions, and register reactions. If you practice this, you're on track for many high-paying, returning patients.

What can you do to make your consultations and treatments even better?

Since your prospective patients hope to see a treatment plan and a specific price during the consultation, you can win gratitude and admiration by promptly providing this. This is where the DentiCalc app, which is specifically designed to present any courses of treatments and calculate for pinpoint-pricing, instantly.

This app can help facilitate those three key details mentioned above, helping you earn trust and garner a strong reputation with an impeccable web presence. Which brings us full circle.

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How Do You Get Your Patient to Choose A Zirconium Crown Instead of a Metal Ceramic?

2020-10-17T02:00:00+02:00

When it comes to making a crown, you often find yourself faced with the problem that although you recommend the zircon crown, patients prefer a crown made of metal ceramic, based solely on price. How can you get them to choose zirconium instead? Read on, we'll tell you.

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Whenever your patient is in the chair, there are two things of which you can be sure he or she wants:

1. A natural, beautiful finish;
2. And (lacking a degree in dentistry) the lowest price available.

Even when the more expensive option might be the only legitimate choice, if you haven’t familiarized the patient with the causes, treatment, and associated costs, the patient will inevitably request an inexpensive solution.

Let's start with the basics.

For a patient to make a responsible decision, based on need and not just price, you must explain two things.

Firstly, patients need to be aware of what each of their choices mean. For instance, have you made the patient aware of the zircon crown’s advantages? More on this later.

Although you will be well-familiar with both metal ceramic and zircon crowns, these will be relatively unknown concepts to a layperson. So, before talking prices or even the benefits of zirconium, you must provide background information.

Start by relating how the traditional metal ceramic crowns are ceramic-plated with metal heads, while zirconium crowns are more modern and durable, not to mention metal-free. Explain the health hazards metal fittings pose. You'll be on the right track.

After this, you can explain the other, less obvious benefits of the zircon crown. These benefits will carry more weight, as your patient will already have foundational knowledge on which to build.

What Benefits Might Encourage a Patient to Choose Zircon?

When you detail the advantages of zirconium, be sure to refer to metal ceramic crowns frequently and compare the pros-and-cons. This will sway your patients’ perception of the price discrepancy before you’ve even finished the consultation. The price will become a secondary factor, at best, rather than the primary motivation.

BENEFIT
#1

Aesthetics

Above all, your patient wants beautiful teeth. For the majority, this is their primary concern; thus, a strong central point for conversation.

Demonstrate, if possible, the properties of zirconium and natural teeth share. Zirconium is naturally white and translucent, like teeth, providing a natural effect. Explain how, in contrast, metal reflects light, highlighting its artificiality.

With that main argument alone, you'll have already won many patients to zirconium.

BENEFIT
#2

Durability

In addition to a beautiful mouth, your patient also wants a long-lasting product. Point out that all crowns inevitably alter the appearance and operation of the mouth. Some more than others.

Describe or demonstrate how metal ceramic takes on a greyish tinge over time and cause a visible grey band in the gums at the insertion point. Aesthetics aside, this is not healthy and can pose problems for the patient later, adversely affecting function.

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BENEFIT
#3

Safe

This brings me to the next point, safety. Zircon crowns neither cause metal allergies nor inflame the gums. Inflammation can cause gingivitis, which can initiate serious complications. Years of this can lead to “bone aeration,” which, of course, your patient would like to avoid.

BENEFIT
#4

Precision Fit

As a professional, you know that zirconium is being used with computer-based CAD/CAM technology. Talk about why this is important. How a crown made of zirconium will fit perfectly, since it will be sized to within a hundredth of a millimeter.

BENEFIT
#5

Heat Sensitivity

Ask your patient if he or she has ever had problems eating hot or cold foods. If so, reassure the patient that zirconium, unlike metal, does not conduct heat. Temperature sensitivity could be a thing of the past. This, all on its own, is often a winning argument.

BENEFIT
#6

X-Rays

The role x-rays play might not be obvious to your patient. Your patient may not understand that if he chooses zirconia, the condition of the ground tooth below the crown will remain visible, since x-rays penetrate zirconium. In contrast, metal ceramic is not, which is clearly detrimental in the long-term.

BENEFIT
#7

No Blackening, Reduced Chance of Reinfection

Zircon crowns mean patients require no secondary shaping, sealing out harmful bacteria, thanks to pin-point accurate grinding the first time around. They get a durable and safe solution.

Close with the Flow

With these seven arguments, you can help your patient make an informed decision. Based, not on personal intuition or the price, but on a solid understanding of the options. If you methodically build-up the case for the zircon crown, using the arguments listed above, convincing your patients should prove easy.

What Can You Do to Make Your Consultations Even Better?

Since your patients wish to see a price at the consultation, you can win a lot of favor by presenting it professionally and confidently. Using the DentiCalc app, which is specifically designed to make this process easier for dentists, can help improve your business immediately.

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How to Defend Yourself Against Price Competition

2020-10-17T02:00:00+02:00

Do you often find yourself faced with patients choosing other dentists just because they’re cheaper? I’m sure that this is stressful, leaving you in doubt over how to proceed. How do you defend against price competition? Can you convince your patients they don't want to go to someone else? Read on. All your questions will be answered!

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I'm sure it’s very annoying when a patient tells you that another clinic will perform the treatment you're consulting on much cheaper. What can you do when this happens? To address this, we must first understand one thing!

Why is Price Such an Important Factor for Patients?

In almost all cases, price plays a prominent role in your patients’ decision-making process, simply because they don’t have better information to help them. At the same time, you should also recognize that a great many patients can't pay much for their treatment. Be sympathetic to this. Many patients, on the other hand, can afford higher-priced treatment if they believe their problem is significant and truly wish to solve it; provided you can show why you're their best choice.

Don't Get into a Price Race!

One of the most important tips I can give you is not to engage in price competition! If you win your patients based solely on keeping the lowest possible prices, you'll have doomed your business, in many ways. For instance, there will always be someone cheaper than you. Always!

Cheapness might help give your business a short-term boost, but it is not an adequate long-term strategy. It's very damaging, in fact, because you'll consume your profits with sub-standard prices and gimmicky rebates. Before long, you’ll grind your practice into the ground.

Can You Help Them Choose You Despite a High Price Tag?

If you’re feeling a little lost, think about this: if you focus on the reasoning for the prices you’ve shown, this will help build rapport with your prospective patients. Explain how many seemingly trivial things can influence the success of their dental treatment. Most of your patients, after all, don’t know anything about dentistry, so you must help them understand what’s at stake for them.

The Tools

Your patients probably undervalue the importance of working with good tools. You know the significance of the drill's speed and the water-cooling system, for instance. However, a layperson doesn't know anything about this because, for this person, the drill is a scary-sounding device that occasionally turns up.

Constant use is very demanding of your tools, and, of course, they're not cheap. Feel free to describe how essential such tools are for your work; explain why you need safe, modern tools.

Tell them that a poorly cooled or faulty drill could cause severe problems during treatment, since heat-stress could cause unpleasant complications, especially when dealing with severe inflammation.

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Materials

The imprinting material, filling material, and glue are run-of-the-mill items for you, but your patient has no idea what differences there might be in the quality-grade between one material or a cheaper alternative. Demonstrate the care you use in choosing good material, which is, of course, more expensive.

Explain that if you choose an inferior filling material, later, due to inevitable shrinkage, bacteria can develop under the filling, potentially requiring retreatment. However, at this point, it’s uncertain that another filling can save the tooth. Root canal might be necessary. A form of treatment better avoided, if just for the longevity of the other teeth.

Once they have this in mind, they’ll understand why a quality filling costs more.

While this example might seem drastic, it serves as an excellent illustration of why working with the right materials is equally important as having the right tools. And such attention to detail will at once set you apart from many other dentists in the eyes of the patient!

And this brings me to a third significant factor…

Work Methods

Even though you are a highly skilled professional, if the patient is not aware of this, does not see this, the patient will only see the price.

In addition to the steps laid out above, you must help the patient understand that quality work has greater value than cheaper competitors. Yet how can you prove your professionalism from the outset? Here are a few basics:

Pay attention to how you interact with your dental partner, assistant, and receptionist;
Polish the patient's teeth with thoroughness and care;
Supply resources on the most up-to-date techniques proper to the planned treatment.

Further, if a patient requires a crown, you can show the distinctions between tooth-grinding techniques. You may want to explain why you'll want to use shoulder sanding for a firmer, hygienic fit. You could add that the patient will gain a more aesthetically pleasing look.

What Else Can You Do to Appear More Professional?

You won’t have to compete for prices when you’ve convinced your patient during their first consultation that they’re in the best hands...

Since patients like to see a treatment plan and an exact price at the first meeting, you will do yourself a favor bringing presenting all this to them professionally and confidently. The DentiCalc app can help you in this. It is specifically designed for dentists to present a treatment plan easily and accurately, replete with a pinpoint price.

Using this app, your patients will quickly understand why you are their best choice, leaving no doubt that you are an excellent professional with fair prices.

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Metal vs. Composite Posts

2020-11-12T01:00:00+01:00

When helping your patient decide between metal and composite posts for their bridge or crown treatment, it’s important to make sure that they completely understand the differences between the two materials.

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Identifying the Issue

In many cases, a simple lack of information can be the root cause for patients avoiding following through with the treatment they need, or choosing a treatment method that may not be the best for them.

This is something that can quickly be fixed by taking a few extra steps to ensure that the patient fully understands their proposed treatment plan.

Explaining the Difference to Your Patient

Before you explain the differences between the different types of posts used during bridge or crown preparation, it may be a good idea to first explain what a post is, as well as why your patient needs it.

Explain to your patient that the placement of a post helps tremendously with preserving the integrity of the buildup material that is placed inside the tooth prior to the placement of a crown. It can be extremely beneficial when used after a root canal, or when the tooth has broken down to the gumline.

It is important to then explain:

Metal posts are extremely durable, but may post the risk for fracture over time
Composite posts face a lower risk for fracture due to their ability to brace high amounts of stress with little friction, but may not prove to be as durable as metal posts
Teeth restored with a metal post may experience sensitivity to hot and cold

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How Can DentiCalc⁴ⁱⁿ¹ Help?

The human brain processes information much more efficiently when there is a visual aid present to accompany the information. In fact, 90% of all learning is visual.

When taking this into consideration, it certainly highlights the importance of providing your patient with some sort of visual aid to help them process the information.

DentiCalc is a revolutionary application that is outfitted with a wide selection of informative videos, animations, and diagrams that you can use to supplement your verbal treatment explanation to your patient to ensure that they get the most out of their consultation with you.

Photo by DentiCalc

The app can easily and quickly be downloaded to any tablet or mobile device and can be launched in seconds, giving you immediate access to visual aids that will help your patients develop a full understanding of the treatment that you are proposing for them.

To aid in the process of explaining the difference between metal and composite posts, DentiCalc offers comprehensive videos covering each treatment method that will provide your patient with key information that they can use to make a decision about what treatment option is best for them.

For more information about how DentiCalc can help enhance your treatment plan presentations, click here.

For more informational dental blog posts, click here.

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Title of the website. Update me.

Why might your patient feel cheated?

Your Qualifications and Knowledge Matter, But...

The Serious Mistake Many Dentists Make

Let's Look at a Practical Example!

Loss of Trust!

What can you do to make the patient happy to choose you?

Make Your Patients Happy to Pay

You Need to Communicate a Price!

5 Steps You Need to Take!

Always give your reasons at every consultation.

Use more tools in the consultation!

A pleasant atmosphere creates a good relationship with the patient!

Your patient needs more than clinical treatment, but also compassion!

Present solution options and outline the prices.

When You Say the Price, Don't Be Afraid!

Decide How Much Your Patient Can Pay

Problem Telling Your Patient the Exact Price?

Ensure that none of your patients want to see another dentist for you!

Attachment Is At Least as Important as Expertise

What Can You Do to Build Long-Term Trust?

Make sure your patient arrives 15 minutes early.

Be kind, attentive, and self-assured with the patient!

Take time to introduce yourself

All patients dissolve if you call them by name.

Always inform the patient what will happen.

Be in control!

What Can Make Your Consultations and Treatments Even Better?

The Three Details You Miss, but a Patient Notices!

What Three Do You Need to Pay Attention To?

The first impression arises much earlier than you might guess!

How Do You Treat Your Assistant?

Do you notice if your patient doesn't understand you?

How do you ensure your patient understands everything?

What can you do to make your consultations and treatments even better?

How Do You Get Your Patient to Choose A Zirconium Crown Instead of a Metal Ceramic?

Let's start with the basics.

What Benefits Might Encourage a Patient to Choose Zircon?

Aesthetics

Durability

Safe

Precision Fit

Heat Sensitivity

X-Rays

No Blackening, Reduced Chance of Reinfection

Close with the Flow

What Can You Do to Make Your Consultations Even Better?

How to Defend Yourself Against Price Competition

Why is Price Such an Important Factor for Patients?

Don't Get into a Price Race!

Can You Help Them Choose You Despite a High Price Tag?

The Tools

Materials

Work Methods

What Else Can You Do to Appear More Professional?

Metal vs. Composite Posts

Identifying the Issue

Explaining the Difference to Your Patient

How Can DentiCalc4in1 Help?

How Can DentiCalc⁴ⁱⁿ¹ Help?