For most patients, agreeing to implant treatment takes multiple case presentations. Why? Implants are expensive, requiring significant out-of-pocket costs. In addition, they involve surgery, as in dental surgery. Those are two words that few people want to hear, yet the benefits of implants are numerous and life-changing.
Present early and often. In the early stages, implant case presentation is often a series of continuing conversations. There's a lot to talk about -- benefits, functionality, price, healing times, etc. Patients will have questions and concerns. Revisit the conversation on their next visit to the practice.
Don't pre-eliminate any patient. Too often doctors decide a patient won't be interested in a particular treatment and don't present the case based on preconceptions. "Mrs. Jones would never go for implants -- they're too expensive." Don't be so sure. People will surprise you, especially when it comes to improving their quality of life.
Roger P. Levin, DDS, is the founder and CEO of Levin Group, the leading dental practice consulting firm in North America. For the complete list of dates and locations where you can attend his latest seminar, visit www.levingroup.com/gpseminars.
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