Your hygiene patient complains about the cost of the filling (or crown) you are recommending for her broken tooth! Money is a problem. You need a persuasive verbal skill. It has to be short.
Some dentists have gone to HMOs and PPOs trying to get and keep patients by lowering fees. We think so little of the value of our services. (BTW – the low-cost dealer is in a race to the bottom, and if you win the race – you lose).
So … the verbal skill for hygiene patient’s dentistry goes: “Leslie, is there anything in your life that you paid $69 in 1998 and you’ve used 3 times a day that is worth that much?”
They ‘get it’ … It’s an investment.
Dr. Peter Evans is a practitioner, author, speaker and international dental coach. He is the President of The BioCompatible Dentist, LLC