SEVEN TIPS TO ENCOURAGE MORE PATIENTS TO SAY YES TO TEETH WHITENING TREATMENT

How do we increases the sales of Teeth Whitening Treatment? Are your patients aware that you offer the treatment? Do you ask your patients how they feel they could improve their smile? The Sunday Times recently reported spending on Dentistry in the UK has grown by 22% in the last four years and is set to increase even more. If a Patient has a teeth whitening treatment with you he or she is more likely to return to you for other treatments. Here are seven tips to encourage more patients to say YES to Teeth Whitening

  1. Make sure that your patients are aware that you provide this type of treatment. If I sat in your reception area, would I know that you provided this treatment? Now I am not saying you should have hundreds of pictures plastered all over your reception area, but a few discreet pictures on the walls and a photo album, showing many before and after pictures of all the treatments that you offer, not just teeth whitening will help immensely. These photo books can look very professional, if they have been put together by using a company such as Snapfish.com,
  2. At every consultation, ask your patient questions about their appearance. For example show your patient a mirror and ask them questions such as ‘Mrs. Patient looking at your teeth, is there anything that you would you like to change or improve about your smile? Or looking at your teeth have you ever considered having them whiter? Now if you are going to ask these questions, you must ensure that you have good rapport with your patient. Instead of using a mirror, many of my clients now use Intra Oral cameras to start this conversation.
  3. Never make any assumptions about who to ask these questions to. I have delivered over 23,000 hours of business training to the dental market and the biggest communication mistake dentists make, is they make assumptions about their patients, this leads to thousands of pounds/dollars worth of lost opportunities every year.
  4. If the client states they are interested in the treatment, please do not launch into the standard presentation I often hear, which goes something like,

    ‘Mrs Patient we have two ways of doing this treatment, you can use the home kit, First we take an impression, then we send it off to a lab’, etc. etc. you can probably finish the rest of this presentation off. Firstly it is too technical, using phrases such as we ‘take an impression’, send it off to a lab, bleach, besides being too technical it goes into too much detail about the procedure, which most patients are not interested in knowing. So ask more questions about their concern because you are genuinely interested. A great question to ask here is ‘What would you like your teeth to look like at the end? And what impact would whiter teeth have on your day to day life? .

  5. Once you have asked at least 6-8 questions and you have conducted your examination, then you can present your solution back to the patient. You do this by telling them the benefits of the treatment and how it will help their everyday lives. You can also show them pictures of previous patients who have had the treatment administered by you. The pictures have to be relevant to the patient’s situation.
  6. Once you have explained the benefits and presented your evidence, you can now inform the patients on how you would administer the treatment and of course you can tell them of your fees. When you quote your fees, please let the patient know what’s included, so it builds value into the procedure.
  7. Once you have completed all the steps, then the next logical step is to ask the patient if they are happy with what you have discussed, you can do this by asking a question that goes like this, Mrs.Patient how does all this sound? If they give you a positive response to this question, then the next logical step is to move to the commitment stage by taking an impression and booking a next appointment.

I hope these tips are useful and good luck using them. For more simple proven strategies to help grow your Dental Practice please sign up to my newsletter. Its FREE. You can register here www.ashleylatter.com (scroll to the bottom of the page)

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