We teach these principles in a treatment acceptance technique called “Triple Hear”. It is a technique in which the information for the patient is repeated three times, first from the hygienist to the patient, then from the hygienist to the doctor in front of the patient, and finally from the doctor to the patient, using the same words and terminology to reinforce the message. The information presented is that they have a problem (decay or fracture), that the consequences of the problem could be worse (pain and infection), and the benefits of treating the problem (strength, longevity, health, comfort) make the patient want the recommended treatment.
The most sure-fire way of growing a practice is not in the attraction of new patients, but in the development of skills to help more of your patients want and accept more comprehensive care. It begins with a “calibrated diagnostic criteria”, which we teach, and which is the foundation of thorough universal recognition of the clinical problems. It requires the establishment of appropriate “protective” treatment recommendations. The success rests with developing the skills in using these “building blocks” of communication with your patients.
If you would like to find out more about how Smile Potential Coaching
can help you and your practice “get off your ‘buts’”, lessen your limiting beliefs, and help patients “race” towards more comprehensive dentistry,
send us an email at email@example.com or call us at 516-599-0214.