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Every dental office has dental patients who need to schedule for restorative treatment and overdue hygiene appointments.
The last quarter of each year is the perfect time to reach out to patients who have overlooked their dental visit.
Many patients who have dental insurance will need to use it or lose it so a call, email or text message is a great way to reach out.
BUT…………….Why after your patient has put off their dental appointment, would they want to return now?
What can you do and say to get patients back before the end of year?
What’s your plan to bring your dental patients back before the end of 2016?
As a dental hygiene consultant I recommend that you always give your patients a reason to return that includes a value to them and a benefit for why they need to complete treatment or continue seeing their hygienist routinely.
We have an acronym for this and we call it: PARVB
It stands for:
Patient
Appointment
Reason to return
Value
Benefit
How will you use PARVB?
PARVB works best when you have your patient seated in your chair.
You as the clinician need to understand what is valuable to your patient. For example:
- Is it important for your patient to have a beautiful smile?
- Is money important in making their decisions?
- What is valuable to your patient?
- How will completing that restoration benefit your patient?
- Will your patient save money if they have the decay removed next week vs. wait until it causes pain and needs a root canal and crown? i.e. Cost more money to them!
When your patient is in the office as a patient write a PARVB and when a patient refuses to schedule or calls to change their scheduled appointment know what that patients PARVB is and state to your patient the exact reason they need to return and let that reason be the Value to your patient and state how it will benefit them.
Hope this helps you to keep your back door closed.
Dental Hygiene Consultant
ABOUT DEBBIE SEIDEL-BITTKE, RDH, BS
Debbie Seidel is founder of Dental Hygiene Solutions, Powered by Dental Practice Solutions.
DENTISTRY TODAY considers her a top dental consultant for the past 16 yrs.
The focus of Dental Hygiene Solutions is to create healthier, longer lives for our patients while supporting dental practices to tap into their hygiene department profit potential.
Debbie is also a former clinical assistant professor for the dental hygiene program at USC in Los Angeles.
In 2007 she wrote the accreditation, the curriculum, hire the teachers and oversaw the build out- managing a 2 Million Dollar Budget for a dental hygiene program in Portland, Oregon.
Debbie is passionate about supporting dental teams to provide a profitable, patient-centered dental practice through improving systems and efficiencies in the dental hygiene department.
Check out the Free 3-Part Hygiene Department Training: http://www.dentalhygiene.solutions