How do you get patients to accept treatment (and show up for it)?

Did you recently decide to add a specialty service, such as orthodontics, to your pediatric or general dental practice? Once you complete basic comprehensive training, you can start offering those treatments to patients in your community.

Yet if they’ve only visited your office for general cleanings and preventive care, they might not be familiar with the new solutions you offer. Before they can move forward with their orthodontic care, they must approve and accept the orthodontic treatment plan you suggest.

As a family dentist now offering orthodontics, how can you get patients to accept treatment? Today, we’re sharing 7 tips to help them move forward.

1. Explain the treatment plan in detail.

When you’re first proposing an orthodontic treatment plan to one of your patients, make sure to explain every part of it in detail. This includes answering questions such as:

• What dental issues are they exhibiting that warrant this treatment plan?
• What are the step-by-step phases of the plan?
• What are the benefits that the patient will experience as a result of the plan?

Don’t expect them to come to these conclusions on their own. Especially in the beginning, it’s important to be as thorough as possible.

2. Use clear imaging.

Words are important, but images speak louder. When you need to convey a key concept to your dental patients, make sure to use both.

Before they can comfortably and confidently move forward with a treatment plan, they must be able to visualize two main points clearly:

• The issue they’re currently experiencing
• The plan to help them achieve results (e.g., better dentition or occlusion)

Instead of just talking about their misalignment or crowding, show them the X-rays that reveal where it’s occurring. Studies show that 90% of information transmitted to the brain is visual and that our brains process images at 60,000 times the speed of text. We’re image-centered by nature, so most patients respond more favorably to recommended treatment when they can see for themselves why they need it.

3. Use case studies.

In addition to showing the patient their own treatment plan, it can help to make it personal. Case studies are a great way to share ideas using real-world examples.

When patients hear how other people went through their proposed treatment and achieved beautiful results, it encourages them to move forward. Of course, you’ll need to get authorized approval from any prior patients before you use their information or likeness in a case study.

4. Answer questions and address concerns.

Any time you introduce a new idea to a dental patient, they may have some questions, as well as some general concerns. This is especially true when you’re talking about a service, like orthodontics, that you haven’t offered at your practice until now.

Instead of breezing through their inquiries, take the time to truly listen to them and answer them as honestly and completely as possible. If they agree to their treatment plan, they’re putting their time, money, and trust in you and deserve your full, authentic insight.

5. Discuss the pros and cons of alternative treatments.

Once you’ve shared your recommended orthodontic treatment plan with the patient, you may also discuss alternative options. As you do so, list the potential benefits and drawbacks they could experience by going that route.

These could be viable solutions, but it’s important to present the full list of reasons why they should or should not consider them. For instance, as an alternative to getting braces, other forms of treatment might include clear aligners.

Before leaving the decision in the hands of the patient, explain how each alternate option would work. What features make it less reliable than the one you’re proposing? In addition to the perks they could gain, are there any risks or potential health issues they could face?

The more comprehensive an approach you take, the easier it will become for the patient to understand why you chose to recommend the treatment you did.

6. Share payment options.

If you experience pushback from a patient after discussing their proposed treatment plan, the root of their resistance could be financial. Orthodontic treatments are not inexpensive to perform, which can leave individuals feeling stuck. They know they need to correct their alignment issues, but their budget won’t allow them to pay the full cost of the service up front.

To help ease their mind and make their next steps a little easier, share the payment options that your practice offers. You can give a general overview from the chair, but train your front desk personnel to discuss payment options in greater detail.

7. Explain post-treatment support.

Before they can agree to a treatment plan, some patients may have concerns over what happens after the service is completed. Make sure they know that the treatment doesn’t end when the actual service is over. Explain the steps that they will need to take to keep their smile healthy and straight, as well as how you will support them.

For instance, they might need to wear a retainer for a period of time after getting their braces off. Explain why this step is necessary and exactly how the process will go. Remind them that as the one performing the orthodontic service, you’re fully invested in their long-term dental health and that you’ll be with them every step of the way.

Get patients to accept treatment, one conversation at a time.

Adding orthodontics or another type of specialty service to your dental practice is the first step in growing your business. Now it’s time to get patients to accept treatment and start the plans that you recommend. These steps can help you explain the “why” behind the service in a clear, motivating way.

If you’re thinking about adding this service and you haven’t made the leap yet, start with us. At Synergy Orthodontic Seminars, you’ll find resources to help you learn and discover the exciting, profitable field of orthodontics. Check out our calendar of courses and events today!