Ed O’Keefe recently asked:


In cosmetic dentist marketing, cosmetic dentists often have difficulties on how to make their patients accept the treatments that they offer them. I’ve talked to a handful of people (who are cosmetic patients), whom, after I explained what I do for a living, they started telling me that they have all these questions about cosmetic procedures, and they’ve been wanting to go to their dentist. But the thing is they haven’t. What could be their reasons for not accepting such treatments offered in cosmetic dentist marketing? There could be two reasons for this. One is that they would really like to go and give their dentist money for the cosmetic procedure, but they just don’t feel any urgency to do it. Or the other reason could be that they just keep forgetting! Being in the field of cosmetic dentist marketing, you should be able to come up with some techniques on how to get more case acceptance from your patients.

Keep Reminding Them!



In cosmetic dentist marketing, you need to follow up your cosmetic patients with multiple mailings, postcards, etc., to keep reminding them. So you are going to contact your past patients, and tell them you have a new service, and you would like their help in previewing it. Or, that you want to get together for their 6 month recall. You should start this immediately! Do not wait until you feel you are ready to do so. Just start! This will cost you very little, and what is important is that this will be great for your practice. You will start getting people calling for their recall, which will reactivate them and get them in so you can help them with any other questions they may have.

No More Procedures As A Way To Describe What You Do!

You must stop describing what you do, in terms of what you sell! ( Just like saying, “Well, I’m a dentist who does cosmetic work… or I have my own dental practice…”).Rather, you must start describing what you do, in terms of what you do! Which is now going to be something like, “ I help people have a healthier, whiter, more beautiful smile.”, or,” I assist people in getting cleaner, healthier teeth while they experience pain-free dentistry.” Anything like this could be very helpful. You see, the big challenge is really from your end, on how you think about yourself. If you really want to stop pushing procedures, in order to get more case acceptance, you have to totally re-frame how you think of what you do! Remember: the key here in cosmetic dentist marketing is that people don’t care about what you do; they want to know about the emotional benefits that it will give them. And that’s it!

So, if you really want to have more case acceptance, first, keep reminding your patients through multiple mailings, etc. and second, start describing what you do, in terms of what you do! Keep these in mind, and you’ll be on the road to success in your cosmetic dentist marketing business!



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Patricia Woloch recently asked:


Just because general dentists claim to know certain cosmetic procedures doesn’t necessarily make them the right person for the job. You need to consider someone who has experience with all types of cosmetic dentistry on a daily basis and who will treat your whole mouth, not just offer piecemeal treatment. Sometimes well-meaning dentists will actually do more harm than good by doing a little here and there, creating more problems instead of fewer.

You will be happier and more satisfied, especially in the long term, if you find a cosmetic dentist who focuses on full smile restoration, rather than on fixing individual problems separately. Full-mouth reconstruction and smile design is the treatment for which you should be looking. One dentist who consistently uses this approach is Dr. Djawdan in Maryland.

Considerations

When researching cosmetic dentists to reconstruct your full mouth into a new smile design, you need to think about the following items:

• Artistry combined with a scientific approach – cosmetic dentistry is an art as well as a science

• Associations such as the American Academy of Cosmetic Dentistry – important because of the ability to keep up with trends in the industry and because they show other dentists know and support your dentist

• Before-and-after photos of actual patients treated – because you want to see some actual case studies

• Comfort of the dentist’s office – you don’t want to make several visits to a place in which you can’t relax

• Compassion and empathy in treatment – chairside manner is very important especially when combined with expertise

• Continuing education and ongoing training – especially important since technology is constantly changing

• Experience, warmness, and understanding of staff members – since you won’t necessarily be with the dentist 100% of the time

• Financing options offered – since cosmetic treatments are an investment

• Follow-up treatment – because you don’t want to get forgotten just because you already had your treatment done

• Sedation training and licensing (if any) – important if you have an exceptionally complex case or extremely paralyzing fear

• Knowledge, particularly in full-mouth reconstruction – because level of experience and expertise are what get you results

• Lab’s reputation – because it is of utmost importance to have the best quality dental restorations custom made for you at the lab that is used

• Laser dentistry – because laser dentistry is often more comfortable and efficient than conventional methods used for the same procedures

• On-site technology used – so you know you are receiving state-of-the-art care

• Professional follow-up products offered for treatments such as tooth whitening – because you want the tooth whitening treatment to last as long as possible

• References – because you want to be sure cosmetic dentists do what they claim

• Results – it is extremely important to get the results you envisioned which will give you something to smile about

• Strong communication skills – because you want to clearly understand everything that is going on

• Testimonials – so you can see what patients of the dentist are saying

• Time in practice – you don’t want to get people just out of dental school who haven’t had the time to get the experience necessary to work on their own

• Trustworthiness – one of the most important traits for which to look since you are trusting cosmetic dentists with one of your most important assets: your mouth

Because cosmetic dentistry treatment is an investment, you want to make sure that you have researched the options thoroughly. Visit prospective cosmetic dentists’ offices and look for:

• Clean surroundings

• Comfortable atmosphere

• Equipment used

• Sterile environment around dental chairs

• Technology available

Always ask lots of questions and make sure that you feel comfortable with not only the dentist, but also the dentist’s staff members.

If you keep all these tips in mind when choosing a cosmetic dentist, you will reap the benefits of a much better overall experience when getting your full-mouth reconstruction and a new smile design.



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