Do's and don'ts for patient communication: Highlight practice technology

It's true that the typical dental patient will quickly become bored and confused if you go on and on about your incredible new imaging system or some other technological wonder you've invested in. But that doesn't mean the subject is forbidden. In today's competitive dental market, superior technology is one of the few things that can really set your practice apart. You just have to translate it into a "lite" version focused primarily on how it benefits the patient.

Use scripts to ensure you're presenting technology well. As with all other communication with patients, you and your team will do better with scripts than without. In preparing them, you'll be able to make judgments about how to translate technical features into patient benefits. Then you can craft simple statements that will impress patients about your technological resources.

Don't think you're done after the first hundred patients. Even with scripts, you'll probably get very tired of talking about your outstanding technology. You have to get over it. Work to maintain your enthusiasm. What seems old to you will be new and impressive to the next patient you see.

Roger P. Levin, DDS, is the founder and CEO of Levin Group, the leading dental practice consulting firm in North America.

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