It's a mistake to think that doctors are the only influencers in dental practices. Hygienist also are viewed by patients as an authority and that -- coupled with the amount of time they spend with patients -- presents unique opportunities for education, identification, and recommendations.
Create awareness about practice services. Discuss all the services available in the practice with patients, including elective treatment. These conversations should include both oral health and elective options. While describing the available treatments -- without getting too technical -- you should also stress the benefits of the various services. This type of education spurs more patients to accept care when it is recommended.
Don't forget to connect to your patients. Ask about your patients' families, hobbies, concerns, and other personal information. When you are able to learn interesting facts about their lives, it helps change your relationships with patients from purely professional to personal, which can help build patient satisfaction and loyalty.
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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