This isn’t a clinical treatment planning post.

It’s the simple, but not so obvious, things that affect the confidence patients have with you in your dental practice.

It helps our patients make their next decision in their apprehensiveness to move forward with treatment.

It’s our verbal and nonverbal communication that either decreases or increases patient’s willingness to accept treatment.

The following 4 things have helped me tremendously in closing more cases than anything else I’ve learned from experience and through continuing education in the past decade.

1. Listen. Your patients are used to having to just sit there and just LISTEN to their previous dentists talk and talk and usually way too many clinical details..

So, make it about them and ASK questions.

2. Always have eye contact WITHOUT scaring them, of course. Speak clearly and slowly.

3. AVOID words and phrases like “UMM”, “I THINK”, “I guess” We don’t think about it, but many times we start our conversations with ”I really think you need..”..or “I think you need to address this” .

Instead, be assertive and bring confidence when you’re recommending something to the patient.

4. Be empathetic to patient’s needs if a patient is in pain, don’t bring up ANYTHING else but the problem tooth.

Often times, we look at the patient’s teeth with this lens of all the things they need and we feel the urge to tell them everything that’s going on…but we’ve forgotten about their chief complaint.

Step back and bring attention to their chief complaint and deal with it first. Everything else can wait.

If you articulate this to the patient in the right manner, patients will appreciate it and know you’re there for them. You’ll stand out compared to their previous experiences with other dentists.

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