Dos and don'ts for cosmetic dentistry: Strike a balance

Increasing cosmetic acceptance

Cosmetic dentistry is an area where dentists can still substantially increase their profitability. The most successful practices offer a mix of traditional and cosmetic dentistry, and are thereby able to cater to a wider array of patients.

Start with whitening. Whitening can increase cosmetic dentistry revenue and also lead patients to accept more complex procedures in the future. Patients who are agreeable to whitening treatment are also more willing to be educated and motivated to accept other forms of cosmetic dentistry to improve their smiles. For dentists who want to perform more cosmetic dentistry in their practices, whitening is the perfect starter service.

Don't forget -- benefits are everything. Dentists should avoid lengthy clinical descriptions and focus on the many emotional benefits of the treatment. Taking time to tell patients how good they will look and feel about their smile is a great way to present a procedure. If value is built for the treatment, patients will be more likely to accept the fee. Emphasizing benefits creates greater case acceptance, which leads to increased practice profitability.