The ‘new normal’ approach to patient acceptance
Many patients will exit isolation with financial worries, wary of proceeding with necessary treatment. They will have built a barrier between themselves and the dentist. Finding ways to break that barrier can help the patient connect more effectively. This will make them more likely to accept treatment recommendations.
- Life and business will not go back to normal. The new normal is a fact
- Case acceptance strategies will become one of the key skills of a successful dental clinic
- People will probably tolerate much less unclear communication. The message from the doctor needs to exhale honesty, transparency, real benefits for the patient
- People will tolerate less, commercial push, aggressive marketing
- Patients will become more skeptical reading between lines if the doctor is pushing too hard to make money
- Doctors will fear being too commercial and will feel uncomfortable pushing
- Questions like ‘what is essential and what is unessential/selective’ among dental procedures will become more common
- How to make doctors comfortable with the new speech and pitch
- Learning from psychology how to create communication strategies when talking to somebody that is defensive
- Learning how to sell during a recession in an ethical and elegant way.
More about Christian Coachman
Christian’s career path has consequently taken him around the world and earned him multiple accolades. Such as the following:
- In 2004 Drs Goldstein, Garber, and Salama of Team Atlanta selected Christian to become head ceramist of their laboratory, a position he held for over four years
- He then went on to work with many leading dentists around the world. Such as Dr Van Dooren (Belgium), Gurel (Turkey), Fradeani (Italy), Bichacho (Israel), Ricci (Italy) and Calamita (Brazil)
- In 2015 he was voted in the top 10 of the Most Influential People in Dentistry by UK Dentistry magazine
- In 2016 he was the most searched dentist on Google
- He became an adjunct professor at the University of Pennsylvania School of Dental Medicine in 2017 and, in 2018, became coordinator of the digital dentistry post-graduate program at the University Avantis in Balneario Camboriú, Brazil
- In 2018 he was also in the top 19 of the Most Influential People in Dentistry by Incisal Edge Magazine
- He is a member of the Brazilian, European and American Academies of Esthetic Dentistry, therefore becoming the only dentist to have been invited to membership of these three prestigious organisations.
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