Sometimes patients ask us for things like “white fillings,” and we don’t understand what they’re really after. It’s easy to get frustrated in these situations.
But what if you could turn that into a win?
First, find out what’s behind their request. What do they really want? Ask them to show you pictures of their “ideal smile.” Then, ask if you can show them how to get that smile. Ask how this “ideal smile” might help them. Ask what’s standing in their way of getting treatment.
Every time patients ask you about something, it can lead to you learning more about what’s important to them. You’ll be one step closer to hearing a “yes” to treatment.
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Editor’s note: This article first appeared in Through the Loupes newsletter, a publication of the Endeavor Business Media Dental Group. Read more articles and subscribe to Through the Loupes
