Pros of Adult Orthodontics to Explain to Hesitant Patients

Even though more adults than ever now seek orthodontic work for aesthetic reasons, many who could benefit from procedures such as braces nevertheless decline treatments. Orthodontic work benefits overall physical health as well as improves appearance. Why, then, do so many shy away from procedures that could permanently improve their quality of life?

Many patients mistakenly believe that all orthodontic work is inherently cosmetic. Therefore, even those who carry quality dental insurance plans figure they must pay out of pocket even if that assumption is erroneous. The way orthodontists choose to speak with patients greatly impacts their overall motivation to pursue the procedures that could benefit them the most.

Important Considerations for Giving Orthodontics the Green Light

If a practice accepts insurance, they may wish to clarify for patients the extent of their coverage. For example, dental implants for missing teeth have long fallen under the cosmetic umbrella, but now, certain plans do provide some coverage for the procedure. Patients with Health Savings Accounts (HSAs) may likewise use those funds to replace missing teeth, which makes an excellent talking point.

Also inform patients that most insurance plans do cover braces, as failure to correct bite issues can lead to greater health consequences down the road. Some misaligned teeth cause patients substantial pain, which can result in difficulty eating, leading to potential malnutrition or even anorexia in extreme cases.

Teeth can also grow compacted, leading to difficulty flossing. As this issue can result in tooth decay and gum disease, orthodontic work prevents the need for more expensive treatments in the future. Consider this approach when you’re speaking with uninsured patients who are concerned with cost.

How to Speak with Patients More Successfully

Convincing hesitant patients to have needed orthodontic work requires a bit of finesse, but the most important thing for any successful communication remains following the Golden Rule. Patients who feel trusted and respected listen more readily—and are more likely to return to have the suggested work done.

When you’re communicating with patients who indicate hesitance toward orthodontic work, practice the following behaviors as much as possible:

  1. Begin with courtesy: Address patients by name and greet them warmly. Smile, ask how they’re doing, and exchange a pleasantry or two to help make them feel welcome.
  2. Listen: Many in the health industry tend to rush ahead with recommendations without first identifying patient concerns. But as those in the sales world well know, it’s difficult to overcome objections without knowing what they are. Practice active listening by responding with reflecting statements, and ask patients what worries them the most about undergoing the procedure.
  3. Align discussions with patients’ concerns: If a patient expresses financial concerns, recommend the least expensive option first, and discuss the potential costs of waiting. If a patient raises doubts about how orthodontics will impact their appearance, start by discussing options like lingual braces, which are invisible. Patients concerned with both cost and appearance may benefit from ClearChoice® or Invisalign®, which cost between $2,000 and $5,000—considerably less than most lingual/conventional braces options.
  4. Respect requests for second opinions: Many providers become a bit defensive when a patient informs them that they plan to seek an outside opinion. While not all patients seeking second opinions return, those who do come back do so because they trust their original orthodontist more than any other. As these patients do their due diligence, they’re more likely to keep follow-up appointments and follow care instructions.
  5. Know when to back off: Even the most convincing sales professionals fail to convert every lead. Every health professional—regardless of their field—encounters patients who say they need time to think but then seemingly fall off the face of the earth. Follow-up marketing costs in employee labor and promotional supplies like postcards. It also takes valuable time away from those patients who do routinely visit, so make sure you know when to throw in the towel.
  6. Utilize referrals: Patients like to know what their expected treatment outcome will look like. Past patient testimonials paired with photos, when available, convince many individuals uncertain of possible procedures to give the proposed treatment a green light.

Stepping back and removing ego from patient interaction can improve the bedside manner of any care provider. Orthodontists who maintain friendly, positive attitudes—even when a patient initially says no to a recommended procedure—may see these patients change their minds as their trust grows.

Revealing a Beautiful New Smile

Orthodontists know well how the right braces or other procedures will benefit patients’ health and outward appearance, but convincing patients of the value provided takes skill and practice. By maintaining an open mind, presenting a caring demeanor, and honoring patients’ needs, those in the orthodontic industry can grow their profits and improve their reputations while gifting the world with more beautiful smiles.

 



from The Dental Geek® https://www.thedentalgeek.com/2019/07/pros-of-adult-orthodontics-to-explain-to-hesitant-patients/

Comments

Post a Comment

Popular posts from this blog

Help! My Child is Terrified of the Dentist

Image
If you’re the parent of a young child, you know their brains are similar to sponges that soak up everything around them—especially in their first five years, which neuroscientists say is when they’ll do the most learning and developing in their entire life. At this formative time, your child may amaze you with what they notice: your facial expressions, the different tones of your voice, and your habits. If your habits include regular dental visits and an excellent oral hygiene routine, they’ll notice and want to emulate you. If you happen to feel anxious about your dental visits, or you groan when you’ve got to floss and brush, they may synchronize and feel your dread. This could lead to dental fears that stick with them for years—potentially a lifetime! Kids Can Be Courageous If you’re feeling guilty right now, go ahead and put that away as it won’t serve you or your little one. Everyone has some room for improvement, and Coastal Pediatric Dentistry® is here to help show you an...
Read more

Going for the Gold?

Image
On the left is the older allow, on the right the new one that my lab has chosen to use The cost of a penny weight of pure gold is currently $79.53. The cost of a penny weight of pure palladium is $130.6. It used to be that palladium was added instead of gold to the precious metals often used for pfms, but now laboratories are finding that palladium is no longer affordable. The lab that I am using has just changed the formulation of the metal it's using to one that has more gold than palladium. I really do not mind, but metals with more gold are softer and often easier for a dentist to accidentally polish off delicate margins. It is important when polishing "higher gold" formulations to exert less hand pressure when performing the final polishing of the crown's margins. Other wise there should be no problem with this change. Traditionally labs have chosen alloys with higher gold percentages for optimal esthetics, since alloys with higher concentrations of ...
Read more

Lemon Juice – The Good, the Bad, & the Sour

Image
In a great tale of opposites, lemon juice can be both acidic and basic, or alkaline. Read on to find out why people are talking about this, and what it means for your oral and overall health . What is pH and why does it matter? Drinking lemon juice (usually diluted in a glass of water or added to a cup of tea) is a beloved health tonic among fans of natural medicine. Potential benefits include lower cholesterol, lower inflammation in the body, and increased metabolism and energy. Lemon also contains high levels of antioxidants and vitamin C that boost your immune system. On a scale from 0-14, a pH of 7 is neutral (pure water) while numbers below 7 are acidic (unhealthy), and above 7 are basic or alkaline (healthy). Believers in holistic health blame many ailments on the body’s pH being too low or too acidic. Increasing your body’s pH is called “alkalizing.” Lemon juice in its natural state is acidic with a pH of about 2, but once metabolized it actually becomes alkaline with a pH ...
Read more