Janet, an international speaker and consultant with extensive clinical and coaching experience, discusses topics such as understanding patient motivations, addressing staff turnover, ongoing training, implementing systems in dental practices, giving patients options, and providing useful cheat sheets and resources for dental practitioners.
The Treatment Triad framework helps dentists present treatment plans to patients by categorizing treatment into urgent, preventive, and cosmetic components, allowing patients to prioritize their treatment and make informed decisions.
To overcome financial objections, dentists should focus on the benefits of recommended treatment and offer financing options like CareCredit, while keeping patients involved in the treatment process by educating them on the long-term benefits and addressing their concerns.
Deep dives
The Treatment Triad: A System for Presenting Treatment Plans
The Treatment Triad is a simple framework for presenting treatment plans to patients. It categorizes treatment into three components: urgent, preventive, and cosmetic. By explaining these components to the patient, it helps them understand the different phases of treatment and the importance of each. This approach allows the patient to prioritize their treatment and make informed decisions. Dentists should focus on asking open-ended questions to understand the patient's values and motivations, which will help tailor the treatment plan to their needs. The Treatment Triad also encourages ongoing communication and follow-up with patients to ensure continuity of care.
Overcoming Financial Objections in Treatment Planning
When it comes to financial objections, dentists should approach it with a positive mindset. Instead of focusing on what insurance won't cover, emphasize what it does cover and the benefits of the recommended treatment. Patients will find the resources when they truly value their oral health. Offering financing options like CareCredit and in-house membership plans can also help overcome financial barriers. Planting seeds and keeping patients involved in the treatment process is crucial. Dentists can educate patients on the long-term benefits of treatment and address any concerns or obstacles the patient may have.
Building a Strong Practice Culture and Team
Creating a strong practice culture is essential for retaining staff and attracting new team members. Dentists should focus on developing a supportive and positive work environment that makes employees feel valued and part of a team. This includes defining core values, providing ongoing training and support, and implementing effective communication systems. Emphasizing teamwork and patient care throughout the practice can help create a family-like atmosphere that fosters loyalty among team members.
Effective Communication and Listening Skills
Effective communication and listening skills are vital for case acceptance and patient satisfaction. Dentists should aim to ask more questions and listen actively to understand the patient's values, concerns, and expectations. Open-ended questions, such as asking what is most important to the patient about their teeth or dental office, can provide valuable insights and allow dentists to tailor their recommendations accordingly. Dentists should also be mindful of their language and avoid overwhelming patients with technical jargon. By focusing on patient needs and building trust, dentists can improve case acceptance and enhance the patient experience.
Our guest today is an international speaker, author, and consultant. Her experience includes over 15 years of clinical experience, 20 years coaching experience with both solo practices and small to large dental groups, serving as an executive for a 150+ practice DSO, and authoring several books. Today, Janet provides customized coaching programs for individuals, practices and growing dental groups, focusing on soft skills, creative communication, and leadership.