Emily Taylor gives six quick and simple steps to improve your orthodontic treatment uptake.
Many adult patients might be resistant to orthodontic treatment, thinking the procedures are still the same as they were in the era when they were teens. This mindset remains a significant roadblock for orthodontic practices, but despite this reluctance, you can still make a difference in your case acceptance rate by modifying your case presentation.
Follow these six steps and successfully convince adult patients to consider orthodontic treatment and increase your acceptance rate.
1. Help your patient discover a possible change
If you feel that orthodontic treatment is the best alternative for your patient, it is important that your patient understands why. Share the idea that a positive change is possible using practical examples like photos.
A new patient examination or a re-care visit is a perfect time to explore the options that can dramatically improve discoloured teeth, restore deteriorated fillings, or correct a bite. When your patients share their interest on improving their dental condition, plant the thought that you have the tools and techniques to bring about a dramatic change with negligible pain and discomfort.
2. Influence your patient positively with value creation
Start your case presentation with the proven ‘aesthetics-function-structure-biology’ approach for diagnosing your patients and once you’ve made a comprehensive evaluation, help them evaluate their options with facially generated treatment planning.
Discussions with supporting dental care providers will improve the patient’s understanding and encourage him/her to say ‘yes’ to the treatment.
3. Discuss the treatment benefits before you refer
This is a key step that plays a vital role in converting a patient. Discussing the case with specialists before meeting the patient and coming to an agreement on the alternatives and their benefits will prepare you to confidently present the case and convince the patient.
So make a list of all the benefits that your patient will enjoy following the orthodontic treatment. When the patient is able to visualise a positive outcome, with visual examples like photos or templates of their specific case, you can be confident that the patient is clear about the goals of the treatment so they can ultimately consider what they want.
4. Make a simple, straightforward promise
Structure the presentation of your case with the problem-solution approach where having identified the problem you also promise to solve it. When the solution to a problem comes in the form of a safe, straightforward, no-nonsense solution that promises the patient will end up with a healthy, beautiful smile; your recommended treatment will definitely receive a positive response.
5. Educate the patient on the prospects of modern orthodontic techniques
Familiarising the patient with modern orthodontic treatment and helping them know about the convenience, comfort, and cost-effectiveness of brackets and Invisalign as their treatment alternatives. Once they understand how affordable orthodontic treatments can restore the jawbone and repair years of breakdown, they will surely become open to your recommended treatment options. Reassure your patients that today’s orthodontic treatment can fix every oral health issue if done with the right tools by an experienced orthodontist.
6. Help the patient make an informed decision
After your case presentation is completed, ensure that the orthodontist is next in line to discuss the treatment plan with the patient, because presenting a well-connected team will boost the confidence of the patient.
When an expert helps a first-time patient to become fully informed and make a choice that best suits his/her unique individual condition, patients can visualise their goals and understand what they can expect from the treatment if they are seeking long-term results. Showing the before-after pictures of a former patient with a similar condition after they are provided with all the necessary information, will add value and reassure the patient that they are making a right choice.
Following these six steps to improvise your case presentation will drastically improve your acceptance rate and increase orthodontic practice production.