9 Steps to Doubling Implant Case Acceptance
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| Simplant Guide dental implant workup revealing boney and soft tissue anatomy from 3D CBCT. Cone beam CT scan |
Many patients aren’t aware nor do they have the understanding of the specific pathology they present with. Some may have been prepared by their dentist before the visit with the surgeon. Now with seamless internet access, patients educate themselves using the internet to get their answers. This of course can result in obtaining the wrong and inaccurate information.
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| Dr Sharon Pollick says "Dr GOoGLe. Is not a Doctor" |
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| Panoramic radiograph, missing teeth, bone loss, loss of (OVD) Occlusal vertical dimension |
1. An easy and age old technique is the “Tell/Show/Do”method. It is a technique to use to assist persuasive behavior.
2. Make the learning experience relatable and unique to the patient.
3. In conjunction with this technique, utilizing audiovisual aids with the explanation about the patient's condition and how to fix it and show specifics on how the problem is treated. There are specific Chair-side consulting software programs to use that can be tailored to each situation. Additionally, it acts as a medico-legal aid.
4. Stay close to the patient, perform a chair-side exam with a wall or hand mirror for the patient to use while you show them their condition. It’s proven that this method is more effective in informing and allows people to recall the facts.
5. Instilling fear to persuade and motivate change is effective as well. A recent comprehensive literature review revealed that many people, in particular women, respond positively.
6. Repeat and reaffirm. Follow-up with the patient. A few days after the patient has left the office, call them to answer questions and review the message of the last appointment. Have the patient return for a second consult to reaffirm your findings and recommendations.
7. Bring their Dentist or a specialist on to convey the same message. There is strength in numbers.
8. Provide a written plan with instructions and a take-away for the patient to review at home.
9. Utilize audiovisual aids on your website that depicts the specific restorative treatment the patient will need so they can review the recommendations.
Once the patient has been checked in and is seated in the operatory, have the assistant show them the audiovisual aids. In addition, the Doctor and only the Doctor reviews with the patient how their condition is "just like this". In some cases patients were not interested in viewing video clips, however the assisting staff explained to them that this would be available to them while they waited a short time.
This technique helps case acceptance and consensus.
The Girldoc😉
References
https://www.apa.org/news/press/releases/2015/10/fear-based-appeals
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