Dental Consultant | Dental Practice Solutions

Grow Cosmetic Cases in Your Dental Practice

By: Debbie Seidel-Bittke, RDH, BS

June 1, 2024

Boosting Case Acceptance and Per Patient Production

Dental offices that experience high profitability from cosmetic procedures typically have a substantial patient base originating from general practitioner (GP) services. This extensive patient base is crucial for generating cosmetic cases.

The emphasis is on “generating” these cosmetic cases because they won’t be magically scheduled. While cosmetic cases may naturally be scheduled, you miss out on many opportunities when you aren’t proactively discovering that your current patients want a more beautiful and confident smile..

The first priority is to increase general patient volume through hygiene appointments, hygiene patient reactivation, and attracting new patients. This increased volume provides a larger pool to present your cosmetic services. Presenting cosmetic cases to your existing patients is more cost-effective and yields better results than marketing to find more new patients.

This blog will delve into ways to more effectively grow cosmetic cases in your dental practice.

Present Cosmetic Services to Existing Patients

Don’t Assume Patients Know What Services You Offer

Many dentists are surprised to find that loyal, long-term patients often go elsewhere for services like clear aligners or veneers simply because they didn’t know these services were available at their usual practice. It’s ironic to see dentists spend heavily on community advertising while neglecting to inform their own patients about their offerings.

Increase Cosmetic Case Acceptance

Your Hygiene Department is the Mitochondria of Your Dental Practice

Most patients spend more time with their dental hygienist than any other clinician in your dental practice. Make certain your hygiene department is optimized to effectively communicate treatment needs and truly understand what your patients’ smile goals are.

It’s ironic to see dentists spend huge amounts of money on community advertising while neglecting to understand what they current patients’ smile goals are. Did you know?

Teeth whitening is an 11 Billion Dollar industry however, few people search for a dental office to buy teeth whitening.1

Dentists are missing out on easy profit solutions and a way to have more patients accept cosmetic dentistry.

Strategies to Boost Cosmetic Cases to Existing Patients

The Smile Evaluation. Cosmetic Questionnaires

Introduce a smile evaluation – a cosmetic questionnaire for all new patients and annually to every patient.

Learn what your patients’ smile goals are. People are more likely to pay money for what they want so find an easy what to know what your patient wants.

In-Office Promotions

Display promotional materials throughout your office—posters, flyers, videos, and before-and-after photos. Place these in high-visibility areas like the waiting room, in front of dental chairs, at the front desk, in hallways, and even restrooms.

Consider offering patients a patient rewards program like The Smile Club.

Patient Engagement

Encourage your patients of record to follow your practice on social media. Post informative videos, patient testimonials, plus, before-and-after photos. Always include a compelling offer such as The Smile Club where patients receive free whitening pens.

Give patients a reason to keep their dental appointments. Make dental appointments fun, not dreadful.

Team Training

Ensure your employees are well-informed about the cosmetic services you offer so they can educate patients effectively. Consider scheduling “lunch & learns” and implement consistent training with your team. Get everyone on your team, the same page.

It takes a patient 7 times to hear something new like information about ‘Gum disease and gum treatment.” Break down the words you use into words your patients easily understand. Understand your patients values and know how to attach a benefit to their values or objections.

Use words such as gum disease over periodontal disease. Explain they have infection, inflammation, a hole in their tooth or bleeding gums.

Consider scheduling a team training to elevate your cosmetic case acceptance. Your hygiene department is key to successfully getting patients to “YES!” and boost cosmetic cases.

New Patients

While marketing cosmetic services to new patients can be effective, it can also be costly and tricky. Using Google ads, targeted social media ads, implant marketing funnels, and direct mail can be expensive.

There are effective ways to use your website to attract more new patients looking for cosmetic dentistry such as: Teeth whitening, Invisalign, and implants, etc.

Reach out to us and ask for our template to use on your website – proven to attract more new patients.

Keys to Successful Marketing of Cosmetic Services

1. Manage and Track New Patient Leads

How you manage new patient leads is crucial. Make sure your front office employees promptly and repeatedly follow up with online form submissions and phone calls from potential new patients. Train your team to handle these calls effectively, and use call recording systems to monitor and improve performance.

2. Invest in Training

Never cut corners or expenses when building a strong-seamless team. Invest in training your team, consistently optimizing your patient care, services and technology. Ensure the best patient and practice outcomes. Understand your key performance indicators and train your team to drive their specific metrics. Doctor’s job is not to micro-manage but when your team understands what’s expected and how to monitor their expectations everyone stops working so hard!

3. Track and Manage Results Closely

Successful dental practices monitor their progress and growth or lack-of. Track cost per new patient lead, appointment scheduling rates, case acceptance rates, overdue hygiene patients, cancellations, etc, etc.

With our no-cost snapshot we will show you and your team exactly what opportunities lie in from of you and each team member understands their responsibility to drive profitability without working hard.

The doctor and entire team must stay actively involved in your success strategy. Doctor’s role is to inspect what they expect of their employees. We consistently hear that many employees simply do not know what their employer, the dentist, expects of them!

Conclusion

Boost Cosmetic Cases: Focus on reactivating overdue hygiene patients and market your cosmetic services to these existing patients first. When you reactivate many overdue hygiene patients, many will have restorative and cosmetic cases that are unscheduled. Now is your chance to get them scheduled.
Invest Wisely: Be prepared to invest on effective strategies to grow high-value patient services.
Monitor Results: Understand your key performance indicators and Track your progress. Train your team to ensure you have systems in place that will to help you work SMART and stop running on a treadmill.

Implementing these strategies will significantly boost (cosmetic) case acceptance rates, enhance your per patient production, ultimately growing your practice and profitability.

For personalized direction on your practice growth, book a no cost opportunity ZOOM call with us. We’re here for you and want to see you get to your next level of success.

Contact us to grab our Smile Evaluation or Schedule a Team Training so your team knows exactly what’s expected.

Boosting Dental Practice Efficiency with Management Consultants

By: Debbie Seidel-Bittke, RDH, BS

November 21, 2023

Effective management is the cornerstone of a successful dental practice. Dental practice management consultants play a pivotal role in optimizing the operations of dental clinics, enhancing patient care, and increasing overall efficiency. In this blog, we will delve into the ways in which these consultants can transform your dental practice and help it thrive.

Maximizing Operational Efficiency

One of the primary functions of dental practice management consultants is to streamline the day-to-day operations of your dental clinic. They carefully assess the existing processes, identify bottlenecks, and implement strategies to enhance efficiency. From appointment scheduling strategies that meet the practice goals to managing the sequence of patient appointments, dental consultants provide invaluable insights on how to make your practice run like a well-oiled machine.

For example, a well-structured appointment system can significantly reduce bottlenecks at the front desk, and clinicians running late which causes stress for patients and the team. Dental consultants can introduce schedule-to-goal strategies that optimize patient appointments, minimize open holes in the schedule, and ensure a steady flow of patients throughout the day. This will improve the patient experience, it allows the dental team to work more efficiently, and will help the dental practice achieve their financial goals.

Enhancing Financial Management

Financial stability is a critical aspect of every dental practice. Dental practice consultants are well-versed in financial management, and they can help you achieve a healthier bottom line. They assist in lowering overhead costs and optimize services to generate more production. By analyzing your expenses, revenue streams, and sequences of patient appointments, dental consultants can identify areas for improvement.

Moreover, dental consultants can offer insights on fee schedules, and insurance billing; helping you determine the correct fees for your services while remaining competitive in your market. They can also help you create annual planning to control your overhead and tap into your true potential. Annual planning strategies ensure your dental practice remains financially sustainable.

Optimizing Patient Care

Patient satisfaction and quality care are at the core of a successful dental practice. Dental practice management consultants emphasize the importance of patient-centric care. They help you create a welcoming and efficient environment that puts patients at ease.

Efficient patient management includes reducing wait times, ensuring timely appointments, and delivering excellent customer service. Consultants can guide your team on effective communication, building trust with patients, and implementing procedures that prioritize patient comfort and well-being. Happy patients are more likely to return and recommend your practice to others.

Implementing Technology Solutions

The dental profession is continually evolving with new technologies and tools emerging regularly. Dental practice consultants who stay up-to-date with the latest advancements and can advise the dentist-business owner about integrating technology into their dental practice. Whether it’s digital record-keeping, advanced imaging systems, AI dental apps to boost case acceptance, or telehealth solutions, they help you leverage technology to enhance patient care and streamline administrative tasks.

Digital X-rays and electronic health records reduce the time spent on paperwork and provide a more comprehensive view of a patient’s dental history.

Employee Development and Team Training

A well-trained and motivated team is vital for the success of your dental practice. Dental practice management consultants assist in the development of an effective team by identifying employee needs, offering leadership guidance, and fostering a positive work environment. They can also help with performance evaluations and employee retention strategies.

By investing in your team’s professional growth, you enhance the quality of patient care creating a more cohesive and productive team.

Strategic Dental Practice Growth and Marketing

Growth is a vital part of every business, and dental practices are no exception. Dental practice consultants can help you develop growth strategies by analyzing your unique niche, identifying opportunities for expansion, and advising on marketing initiatives. They can guide you in building a solid online presence, enhancing your website, and developing marketing campaigns to attract new patients.

Holistic Patient Care and Case Acceptance in the Dental Hygiene Department.

By: Debbie Seidel-Bittke, RDH, BS

October 30, 2023

In the ever-evolving realm of dentistry, the dental hygiene department stands as a pivotal force in transforming patient care.

This blog delves into the transformative role of dental hygienists within the dental hygiene department, focusing on their contribution to enhancing case acceptance and overall patient well-being. Continue reading and explore how dental hygienists play a central role in providing holistic care, identifying conditions like sleep apnea, TMD, empowering patients with knowledge about the mouth-body connection, fostering a strong patient-clinician partnership.

Discover how these strategic measures are shaping a new paradigm in dentistry, ultimately driving higher case acceptance rates and improving the quality of patient care.

Our overarching message must be, “Optimal Oral Health Leads to a Longer, Healthier Life.”

From early identification of conditions like sleep apnea to empowering patients with knowledge about oral inflammation and how it plays a key role in their total health, the contributions of the dental hygiene department are shaping a new paradigm shift in our dental profession.

Continue reading about the transformative impact of the dental hygienist department to in enhance patient care, improve patients total health, and boost case acceptance.

Dental hygienists in the twenty first century no longer JUST clean teeth! They are a partner with their patients in the early detection and treatment of oral inflammation, offering patients a holistic approach to oral care. They are like a mini-associate to the dentist helping to increase case acceptance.

First Line of Defense: “Creating a Longer, Healthier Life:”

Dental hygienists often serve as the patients’ initial point of contact during dental appointments. Their unique position allows for close interaction with patients, enabling them to gather vital information and conduct preliminary assessments.

This initial interaction is crucial for identifying potential abnormalities such as sleep apnea, oral inflammation that causes gingivitis, and periodontitis, etc. Dental hygienists are often the 1st person to learn about a patient’s cosmetic dental concerns.

Through meaningful conversations and motivational interviewing 1, dental hygienists can collect valuable information about symptoms like snoring, daytime fatigue, breathing difficulties, bleeding gums, localized mild to generalized severe gingivitis, periodontitis and even soft and hard tissue abnormalities; all of these which affect numerous oral conditions affecting patients overall health.

Visual Examinations:

Dental hygienists possess the ability to conduct visual examinations of patients’ oral health, which is a distinctive advantage for the dentist. In the context of sleep apnea, telltale signs such as a narrow airway, enlarged tonsils, etc, can often be observed during these examinations.

Dental hygienists have a legal and ethical responsibility to annually complete a Comprehensive Periodontal Exam (CPE) 2.

Moreover, dental hygienists are skilled at identifying dental issues that could lead to cosmetic concerns, such as malalignment of teeth, stained enamel, or missing teeth. They also detect oral inflammation, which includes, gingivitis and periodontitis. By fostering a patient partnership, they boost case acceptance for necessary and adjunctive treatment.

The dental hygiene department must be the mitochondria that supports patients overall well being and supports adjunctive (restorative and cosmetic) dental care for the dentist’s schedule.

The Dental Professional-Patient Partnership:

Dental hygienists have a unique opportunity to establish a partnership with their patients by involving them in the initial examination process. Utilizing intraoral cameras, cutting-edge scanners like Adite 3 as well as the latest dental AI app (See resources below), PrestoSmile 4, dental hygienists become a partner with their patient to review their oral conditions in real-time.

These technologies help the patient make a wise decision about their oral cavity and total health. Before the doctor completes the hygiene exam, the patients have seen potential smile capabilities they may never have thought possible.

While the dental hygienist has the patient in their chair, as they take a tour of the patient’s mouth. Dental hygienists are in a position to empower patients to own their disease and want specific care and adjunctive cosmetic services.

This active involvement motivates patients to take ownership of their oral health, it leads to increased engagement and patient compliance.The end result is higher case acceptance and patient loyalty to their dental office.

These technological advancements available today make it easier for dental professionals to convey the importance of required treatments.

They seeing is believing and today’s world of dental technology combined with dental AI, will help get more patients to accept our care. This is one easy way to get patients to “yes” more easily to high-end dental care such as veneers, implants, crowns, bridges, etc.

Patient Education:

Dental hygienists, in the initial appointment, diagnose oral inflammation, discuss cosmetic dentistry, and identify sleep apnea and TMD risks. They clarify complex concepts, enhancing patient understanding before the dentist examines them.

Dental hygienists have a responsibility to inform patients about the potential risks of untreated conditions, including active disease such as gingivitis, periodontitis, broken teeth and occlusal wear. They can also discuss the aesthetic and functional benefits of various treatment options, aiding patients to make informed decisions.

This saves time for the dentist completing the hygiene patient exam. Imagine the dental hygienist and entire dental hygiene department as a mini-associate to the dentist. The dental hygiene department is the foundation to get patient to want what they need.

Seamless Transition of Hygiene Patient During Dental Exams:

Before the dentist arrives to complete the hygiene patient examination, dental hygienists have already laid a strong foundation about any oral abnormalities. At this point in the dental hygiene appointment the patient is well-informed about their oral health condition, potential concerns, and available treatment options.

This smooth transition ensures that the patient is prepared for a productive conversation with the doctor.

In this patient-doctor interaction, dental hygienists play a crucial role, providing information about the patient’s oral health, any medical changes, and the completion of oral abnormality screenings. They ensure that the dentist is aware of the patient’s concerns, the need for x-rays, unscheduled treatment, etc.

At this point in the dental hygiene appointment the patient has time to understand their oral condition and any future care needed. This takes away from the dentist spending a lot time during the exam to explain what is needed and how the procedure will be completed, etc.

Elevating Patient Consent and Compliance:

When patients have a clear understanding of their oral health conditions, they are more likely to accept the recommended care. This increased transparency significantly contributes to higher patient compliance rates, as patients recognize the importance of addressing sleep apnea, oral inflammation, and cosmetic dental concerns promptly.

Show patients what you see. Invite patient’s to participate in the discovery process and a plan for their total health.

Patient participation in the assessment and diagnosis process also enhances their commitment to treatment. Case acceptance will improve.

Holistic Patient-Centered Care:

The collaborative efforts of dental hygienists and dentists promote a patient-centered approach to overall wellness. Neglecting optimal oral health will affect a patient’s overall well-being. Addressing oral inflammation, cosmetic issues, airway abnormalities, and TMD enhances a patient’s quality of life and confidence.

The dental hygiene department and team are advancing dentistry through a patient-centered care with a holistic approach, providing comprehensive care beyond JUST cleaning teeth.

References.

Motivational interviewing. https://bit.ly/MotivationalInterviewRDH Accessed October 30. 2023.
Comprehensive Periodontal Evaluation (CPE). https://bit.ly/CPECkList Accessed October 30. 2023.
Adite Intra Oral Scanner. https://bit.ly/DigitalScannerAdite Accessed October 30. 2023.
PrestoSmile. Dental AI app. https://www.prestosmile.com/sneekpeak Accessed October 30. 2023.

Please note the author of this blog and founder of Dental Practice Solutions, Debbie Seidel Bittke, RDH, BS, is NOT financially affiliated with any of the above links or companies mentioned.

Do you feel like you are drowning in a sea of patients? Do you see too many holes in your schedule? Do you see mostly Prophy patients and/or, do you wish your hygiene department could “Set up” their patients to accept more cosmetic dentistry?

If you said “Yes,” to one or all of the above questions, we have answers to help you optimize your hygiene department without working harder or increasing your overhead.

Consider a No-Cost Discovery Call. BOOK HERE

It’s 30 minutes of time and you will walk away knowing what your true potential is with a roadmap to quickly arrive where your true potential awaits you.

The Keys to a Successful Hygiene Patient Appointment: A Team Approach

By: Debbie Seidel-Bittke, RDH, BS

October 9, 2023

A successful dental hygiene appointment is more than just a routine check-up; it’s the result of a well-coordinated effort that includes the patient, the dental hygienist, the dentist, and the entire team.

Each clinician plays a unique role, in ensuring that oral health concerns, such as gingivitis and periodontitis, etc, are effectively addressed.

This blog delves into the distinct contributions of each dental professional in your dental office, emphasizing the importance of their collaboration in fostering patient acceptance of care and maintaining optimal oral health.

Let’s make dental hygiene appointments patient-centered, enjoyable for the patients and the entire team.

Read on!

The Role of the Dental Hygienist:

The dental hygienist, often the first point of contact for patients, holds a crucial role in setting the tone for the hygiene appointment. We must begin by creating a comfortable environment, easing patient anxieties, and taking various oral and systemic health assessments. Initial rapport, at the beginning of dental appointments helps build trust between the patient and the dental team.

During the hygiene appointment, dental hygienists’ complete various assessments to identify the patient’s total health, identify areas of concern and any abnormalities.

Dental hygienists are preventive care specialists and not just a tooth cleaner! The main goal during dental hygiene appointments is to assess oral conditions and educate patients about the risks for oral inflammation. Our goal is to halt oral inflammation.

Our overarching message to patients should be, “Optimal oral health is key to helping you live a longer, healthier life.”

Dental hygienists must strive to provide a partnership with their patients. When we collaborate with patients rather than tell them what we find, we are more likely to have patients who “Take ownership of their disease” and “want what they need.”

Collaboration is key to case acceptance.

The Dentist’s Role:

Dentists play a pivotal role in the success of the hygiene patient appointment. During the hygiene patient exam, dental hygienists have a perfect opportunity to bring the doctor into the loop on exactly what has been discussed and what they have identified with the patient up to this point.

It’s helpful to provide positive feedback to the dentist during the hygiene exam; not always talking about “what’s wrong with the patient’s oral condition.” Remember to compliment patients when they have improved their oral health, positive outcomes, great oral health, etc.

When hygienists become a partner with the dentist during the hygiene patient exam, it’s much easier for the patient to accept all necessary dental care. The partnership between hygienist and dentist combined with patient collaboration, will create a higher level of case acceptance.

Since the hygienist has been looking around the patient’s mouth for the past thirty plus minutes, they have a great opportunity to support the patient in making the best decisions after dentist has made a diagnosis.

When the dentist arrives to complete the hygiene patient exam it is beneficial to have x-rays and intra-oral images available for the doctor to quickly review and confirm any diagnosis.

During the treatment planning phase of the hygiene appointment (See above image), hygienists must take time to review with their patient what they see happening in the patient’s oral cavity. This is where the patient and hygienist collaboration begin. This makes case acceptance much easier for the patient.

“Seeing is believing!”

This treatment planning phase is vital for creating a positive response for patients to accept proper care. Refer to the above diagram for timing of the various phases during the hygiene preventive care appointment.

Dental Assistants Role:

Dental Assistants play an important role in supporting the hygiene appointment. Imagine the dental assistants as the air-traffic controllers in a dental office.

There is no need for a dentist to wait until the end of a hygiene appointment to complete the hygiene patient exam. About half-way through a dental hygiene appointment, the hygienist should have completed the assessments and taken time to discuss treatment with the patient.

The dental assistants must be aware of which hygiene patients need an exam. While the dental assistants are with the dentist, and when they know the dentist can take a break from working on their patient, the dental assistant will request the dentist goes to the hygiene room and complete the hygiene patient exam.

*See the above Time Management image to support this process during hygiene preventive care appointments.

Examples of opportunities for doctor to complete a hygiene patient exam:

Waiting for local anesthesia
Waiting for an impression
Dental Assistants can scan the patient while doctor completes the hygiene patient exam
What else can you add to this list?

Since the hygienist has taken time to review any abnormal oral conditions (gingivitis, periodontitis, cracked or worn out fillings, crowns, abfractions, occlusal wear, etc, etc) and/or discussed unscheduled restorative care, the hygiene patient exam should not take longer than seven minutes.

Waiting until the end of a hygiene appointment can mean waiting for the dentist to take time away from their patient to complete the hygiene patient exam. Waiting for the doctor leaves the hygiene patient waiting and hygienists will run behind for their next patient.

Collaboration is key during the hygiene patient exam and therefore, hygienists play a valuable role in sharing with their doctor what has been discussed with the patient during the hygiene appointment.

Effective Communication:

During the hygiene patient exam, the hygienist will report on the following:

Personal updates, rapport
Medical history update
Oral abnormality (Soft and hard tissue screening)
Comprehensive Periodontal Evaluation (Annual). 1
TMD: Occlusal wear, abractions, etc.
Sleep Apena (report on tonsils, tongue, lack of sleep, snoring, etc)
Restorative Unscheduled and any new cracks, leaky fillings, crowns and/or open margins
Gingival health, BOP, gingivitis, periodontitis, localized inflammation, etc.
What you have completed today: preventive care, polish, gingivitis, gross debridement, LBR (soft-tissue laser), fluoride treatment, etc.
When will the patient return? Example: 4-6 weeks re-evaluation for gingivitis or starting gum treatment ASAP, etc.

Every clinician must use the same words and phrases when speaking with the patient. Break down the words and phrases into words the patient can easily understand.

Use words that are descriptive such as: bleeding, infection, inflammation, hole in the tooth or discoloration, etc. Stop telling patients they will have their teeth cleaned. Dental hygiene appointments are about the prevention of disease not about cleaning teeth. 2

Collaboration Between Clinicians:

The synergy between the dental hygienist, the assistants, and the dentist, are vital in providing the patient with a well-rounded and effective treatment plan. Their collaboration allows for a thorough assessment and diagnosis, ensuring that no oral health issues are overlooked.

This teamwork fosters trust and confidence in the patient, knowing that their dental care is in capable hands. When the dental assistants guide the dentist through their day, it makes the day run more smoothly.

Consider a ten-minute team huddle before your day begins so all the clinicians know where they must be and when they must be there. The front office team should also know this information to prevent bottlenecks at the front office as well as who will need to make payment and other valuable information for a successful day.

The front office is also part of this collaboration.

Once the patient has completed their hygiene appointment it’s imperative for the patient to be personally walked up to the front desk.

If there is a hygiene assistant they can schedule the patients next hygiene appointment and walk them to the front desk where the hygiene assistant will share the important information about what occured during the patients appointment, if they have a next hygiene appointment and what they must be scheduled for if there is restorative treatment needed.

When there is a financial arrangement to be made the front office must have a private area to discuss flexible financial options, personal information.

Case Acceptance:

Clinicians must present a united front when discussing treatment and future appointments. Enthusiasm and expressing urgency when there is necessary care are very important pieces to case acceptance. When patients understand how well the team works together for their well-being, and how much their healthcare providers care about their total health, patients are more likely to comply with recommended treatment and maintain consistent preventive care.

Hygienists should know what type of care the dentist will most likely recommend for the patient and be able to discuss the various types of treatment; risks and benefits. If hygienists are not able to properly speak with patients about the type of treatment doctor completes such as implants, veneers, etc., it’s time to schedule an in-service with doctor and the hygienist(s) so everyone is on the same page.

You may want to consider bringing in an expert to help train the hygienists and the doctor so everyone can speak about optimal oral care options with patients. It is imperative that the entire team understands how to effectively communicate the types of dental services available.

There are experts who can guide doctors, hygienists, and the entire team so your dental practice achieves 75% or higher case acceptance each month.

Conclusion:

During a successful hygiene patient appointment, each clinician’s role is distinct and equally crucial. The dental hygienist’s skill treating disease, utilizing preventive care modalities and technology, communicating restorative and cosmetic care options, educating patients about optimal oral health benefits, coupled with the dentist’s expertise in diagnosis and treatment planning, creates a harmonious hygiene team.

This collaboration promotes higher case acceptance and contributes to maintaining the patient’s oral health. Optimal oral health will lead to a longer, healthier life.

By understanding the unique contributions of each clinician and working together as a cohesive unit, dental professionals can ensure that patients receive the highest level of care and support. This approach not only addresses immediate oral health concerns but also promotes a lifelong commitment to prevention of disease and overall well-being.

Do you want to learn about the un-tapped potential in your dental hygiene department?

I have a few open spots for a quick overview of your hygiene department.

Book your complimentary hygiene productivity call here.

References.

Comprehensive Periodontal Evaluation. https://tinyurl.com/23atrxm2 Accessed October 1, 2023.
Motivational Interviewing. https://tinyurl.com/yappeexh Accessed October 9, 2023.

Enhancing Case Acceptance for Improved Cosmetic Dentistry: A Proven Approach

By: Debbie Seidel-Bittke, RDH, BS

August 28, 2023

Cosmetic dentistry has witnessed remarkable advancements in recent years, empowering dentists to offer patients a dazzling smile transformation. However, even with these advancements, the challenge of case acceptance remains. Effectively conveying the value of cosmetic treatments and addressing patients’ desires requires a strategic approach.

In this blog post, we will delve into two crucial steps that can significantly elevate case acceptance rates: understanding patients’ smile aspirations and providing comprehensive information. Additionally, we’ll explore how offering an eBook on Creating a Celebrity Smile can be a powerful tool for engaging patients.

Step 1: Understand Your Patients’ Smile Aspirations

A cornerstone of successful case acceptance in cosmetic dentistry is understanding the unique desires of each patient. Dental professionals must go beyond the technicalities and tap into patients’ emotional connections to their smiles. Here’s how to effectively achieve this:

Active Listening: During consultations, allocate ample time for patients to express their thoughts and expectations. Dental hygienists and dentists must actively listen and ask open-ended questions to gain insights into what aspects of their smiles bother them and what they envision as their ideal smiles. Ask each patient how they want their smile to look like.
Visual Aids: Utilize visual aids such as smile portfolios, before-and-after photos, and digital smile simulations. These tools help patients visualize the potential outcomes of various treatments and enable them to articulate their preferences more clearly.
Empathy: Show genuine empathy towards patients’ concerns. Recognize the emotional impact their smile issues might be having on their self-esteem and overall confidence. This empathetic approach fosters trust and establishes a stronger dentist-patient rapport.

Step 2: Provide Comprehensive Information

Transparent communication is paramount in fostering patient trust and driving case acceptance. Dentists should ensure that patients are well-informed about the treatment process, benefits, and expected outcomes. Here’s how to achieve this:

Clear Explanation: Break down complex dental terminology into simple language that patients can understand. Clearly explain the recommended procedures, detailing the steps involved, potential discomfort, and recovery periods. Say phrases like, “Gum disease” vs. Periodontal disease, “Bleeding” vs. nothing at all. Say, “Preventive Care Appointment” or “Hygiene Appointment” vs. Cleaning, etc.
Visual Aids (Again): Visual aids aren’t just valuable in understanding patients’ desires; they are equally important in explaining treatment procedures. Presenting treatment plans visually can demystify the process and make patients more comfortable with their decisions.
Case Studies: Share real-life case studies of patients who have undergone similar cosmetic treatments. Highlight the transformations and positive experiences of these patients to demonstrate the tangible benefits of the proposed treatments.
Financial Transparency: Discuss the cost of treatments upfront, including any potential payment plans or financing options. Patients are more likely to commit to a treatment plan when they have a clear understanding of the financial aspects.

Step 3: Understand Your Patient Desires

The 1st step is to understand what your patients smile desires. Ask them open ended questions.

Use a smile evaluation and/or smile simulation which will greatly enhance patient engagement and case acceptance.

I created an eBook titled “Increase Cosmetic Cases and Grow Your Dental Practice” and this can serve as a powerful tool to increase case acceptance. Many dentists come to me asking to increase the number of cosmetic cases. If this sounds like you, I created this eBook and it speaks to this ONE THING which has proven over many years to increase cosmetic cases, grows new patient numbers and keeps patients returning to your dental office.

What you can expect to learn reading this eBook (link to Ebook below):

Informed Decision-Making: This eBook can dives into the world of cosmetic dentistry, explaining different treatment options, potential challenges, and how to more easily get patients to want cosmetic dental services. You will learn how to simplify this process. No need to overthink cosmetic case acceptance. This ONE THING will make it much easier for patients to want a smile upgrade.
Expert Authority: Discover how to build credibility in your community for patient searching for a brighter smile. Get more patients to call your office and when they do meet you, instill confidence in the patients seeking cosmetic treatments.
The Strategy: This ONE THING that will keep patients returning to your dental office. This One Thing will grow New Patient Numbers. This ONE THING will create raving fans and keep patients returning to your office.

Conclusion

Achieving higher case acceptance rates in cosmetic dentistry requires a dual approach: understanding patients’ smile aspirations and providing comprehensive, transparent information. By actively listening to patients’ desires, utilizing visual aids, and empathizing with their concerns, dentists can foster trust and rapport.

Clear, motivational communication, visual aids, smile simulations, showing case studies, and offering financial transparency, all contribute to well-informed decision-making on the patients’ end.

By combining these steps, dentists can navigate the intricate landscape of cosmetic dentistry case acceptance successfully, ultimately helping patients achieve the smiles they’ve always dreamed of.

Grab this eBook and learn this ONE THING that will have more cosmetic cases scheduled. Once you start to read the eBook, over the next 30 days I will be sharing various tools to support your case acceptance and schedule more value per patient appointment. LINK TO EBOOK

eBook LINK

Resource about Communication and Motivational Interviewing.

Check the YOUTUBE Videos about Motivational Interviewing.

One example of motivational interviewing (Communication to motivate your patient) is this video.

Mastering Hygiene Patient-Doctor Exams: 5 Steps to Boost Case Acceptance

By: Debbie Seidel-Bittke, RDH, BS

August 14, 2023

One dental practice goal is to provide comprehensive care to every patient. The dental hygiene patient-doctor exam is a crucial opportunity to assess your patient’s oral health, discuss treatment options, and foster a strong patient-dentist relationship.

Dental hygienists, you can boost case acceptance by building a strong foundation during the first part of each dental hygiene appointment.

In this blog, you will learn five steps to effectively complete the hygiene patient-doctor exam, ensuring your patients receive the utmost care and attention they deserve.

The bottom line is a boost in your case acceptance and keeping patients returning to your dental office.

Step 1: Review the patient’s clinical record.

Before seating patients, at the beginning of the day, it’s imperative to gather your team for a quick team huddle.

Before the team huddle begins, hygienists must thoroughly review notes in each patient’s clinical record and during the team huddle, they must communicate important patient information about patients being seen that day.

This does not mean flipping through patient charts or scanning the online schedule! *Preparation before the team huddle is imperative to make this an efficient huddle.

Every team member comes to the morning huddle prepared to communicate important information. Coming prepared means your huddle will take approximately ten minutes.

If you are not currently holding morning team huddles this will take practice. You must have a huddle strategy and you will create a quick huddle and the result is an amazing day! Think less stress and more productivity!

** Time Management Example

Example of huddle hygienist communication:

Any health issues the team should be aware of? Ex: pre-med? Etc.
Does the patient need X-rays today?
1. What type of x-rays do they need?
What type of exam is the patient scheduled for?
1. Comprehensive exam (more than a quick 5 mins exam)
2. Periodic exam
Does the patient have unscheduled restorative needs?
Etc.

Step 2: Seat and greet the patient:

This is a time for rapport and discovering what the patient wants their smile to look like.

Does the patient have any areas of concern?
If the patient has unscheduled treatment, this is a great time to use motivational interviewing to discover how you can get the patient to schedule for necessary care.

This is your time to review the medical history, ask about surgeries, new medications, etc. See the above image. During the first 15-20 minutes of the hygiene appointment, this is your time to collect all the important data.

Always explain to the patient what they can expect during their time in your chair.

Make your patient a part of the data collection and treatment process. This also alleviates any confusion around what they are seating in your chair for.

True story! Once I started teaching this one thing, patients were stating they thought they were coming to the office for “A” when they were scheduled for “Z”!

Examples of data collection: RMH, blood pressure screening, “cavity detecting x-rays”, “gum exam using a ruler to look for any abnormalities of the gums”, etc., etc.

Step 3: Treatment planning.

Show the patient any abnormalities you discover during the exam process. Use an intra-oral camera or an iTero scan to show patients what is happening in their mouth and with their total health. Collaborate with your patient. Make them part of the process.

Now is the time to communicate the risks and benefits for accepting your care. Explain if, and when your patient does have oral inflammation, that inflammation (“gingivitis and gum inflammation”) can cause other systemic diseases such as stroke, heart attack, high blood pressure, diabetes, and even Alzheimer’s disease.

Use words that are descriptive and easy for the patient to understand what is happening in their mouth.

Examples of words to use: inflammation, infection, bleeding, pus, hole, bacteria, prevention, gum disease, etc.

Step 4: Timing of the hygiene patient-doctor exam

At about 30 minutes into a sixty-minute hygiene appointment, the hygienist should have completed all the patient assessments and reviewed a plan of care with the patient.

This is the perfect time for the hygiene patient-doctor exam. There is no need to wait until the end of a dental hygiene appointment to complete the patient exam.

Refer to step 1. The morning huddle is the best time to orchestrate which hygiene patients need an exam and the doctors assistant knows ahead of time when they will direct/lead the doctor in to the hygiene room for an exam.

The doctor’s assistants are responsible for guiding the doctor to be where they need to be, when they need to be there. Think about hygienists as the air traffic controllers.

Example: The doctor is prepping a crown and waits for an impression. The assistant will direct doctor to complete the hygiene patient exam while the assistant is finishing up the impressions.

Step 5: Doctor-hygiene patient exam process

Collaboration is one key to building trust and accomplishing patient engagement. When the doctor walks into the hygiene treatment room to complete the patient exam, it’s possible the hygienist is polishing or scaling the patient’s teeth.

At this point, the hygienist will move to the side of the patient and bring the doctor into the loop of what has been discussed, etc.

Example: What did the hygienist discover during the seat and greet with their patient? Maybe Mrs. Jones is going to Europe for vacation next week. This is all part of rapport. Personal connection builds trust and patient loyalty.

The hygienist will report to the doctor all that has been completed up to this point and what the patient will return for in the future.

Example when doctor enters to do the hygiene patient exam: “Hi Doctor Good Tooth, I just found out that Mrs. Jones is going to Europe for six weeks this summer!

Doctor can respond as they are washing their hands, putting on their gloves, etc.

We reviewed her medical history and there are no changes, no significant findings. I asked her about one thing she would like to improve about her smile and she said she wants to whiten her teeth!

Doctor can respond as they are looking around the patients mouth.

I told her about our new Smile Club and she would like to get started whitening today! We checked her blood pressure and it’s great! It was 120/70. I completed an oral abnormality screening and her hard and soft tissues look healthy. Next, we checked the health of her gums and we did talk about a few areas of inflammation and bleeding. I am going to review her floss technique and next time she returns I think these areas will be much healthier.

Doctor can respond as appropriate.

Next time she returns in six months for her preventive care with me, she will need a full series of the x-rays and I will have her see you for a comprehensive exam in six months. I think that everything else looks great!”

Doctor can now look at the patient and respond accordingly.

Do you see how this communication can be completed while the doctor is visually looking around the patient’s mouth?
The hygienist made this super simple for the doctor to sit down, look in the patient’s mouth, have a quick, run conversation about Mrs. Jones’ trip to Europe and then the doctor is gone!

No one is waiting for the hygiene patient exam to be completed. The doctor left in five minutes to return and complete that prep patient in their other room and the hygienist finished up the patient on time.

**See above image which shows an example of how the hygienist can facilitate ease of the doctor- hygiene patient exam to increase case acceptance.

Conclusion:

Effectively completing the hygiene patient-doctor exam requires a seamless transition from the dental hygienist’s initial assessment to the treatment discussion.

By following these five steps—pre-planning patient care at the beginning of each day (the team huddle), simple discovery sessions between the hygienist and patient, treatment planning using visual aids prior to the hygiene patient–doctor exam, breaking down the words into what the patient understands and then using those same words during the doctor-patient exam, means you will more efficiently and effectively engage your patients to ensure they receive the highest level of care.

Remember, this approach enhances patient satisfaction and contributes to a thriving dental practice built on trust. This will allow patients to be in charge of their care.

This is one important method to get patients to “want what they need.”

Breaking down the words you use when communicating with patients and having everyone on the team use the same words will build trust, and help patients understand the value for completing necessary care- even preventive care.

The bottom line is happy patients, a boost in case acceptance and patient retention in your dental practice.

If you would like to learn more about integrating this process or other systems to optimize your hygiene department schedule a complimentary discovery call here.

The Dynamic Partnership: Dentist and Dental Hygienist in a Dental Office

By: Debbie Seidel-Bittke, RDH, BS

May 30, 2023

In our world of dentistry, the harmonious collaboration between a dentist and dental hygienist is crucial for providing exceptional oral healthcare services. Together dental hygienists and dentists form a dynamic partnership that ensures comprehensive patient care, effective case acceptance, optimal oral health which can lead to improved health, and a positive experience for the dental patient.

This blog post explores the roles and responsibilities of dentists and dental hygienists, highlighting the importance of their working relationship in a dental office.

The Role of a Dentist

Dentists are highly skilled professionals who play a central role in dental offices. They are responsible for diagnosing and treating various oral health issues, developing treatment plans, and performing complex dental procedures. Dentists are trained extensively in areas such as oral pathology, restorative dentistry, and oral surgery.

They must be a leader for the dental team, oversee patient care, make crucial decisions, and ensure high standards for their dental practice. Dentists also support the patient’s proper oral hygiene practices and preventive measures to maintain optimal oral health.

The Role of a Dental Hygienist

Dental hygienists are valuable members of the dental team, working closely with dentists to provide preventive dental care. They perform tasks such as dental cleanings, scaling and root planing, soft-tissue diode laser therapy and various oral health assessments. Dental hygienists are experts in educating patients about oral hygiene practices, including brushing techniques, the importance of flossing and the role of inflammation in prevention of systemic diseases.

They also play a pivotal role in detecting early signs of gum disease and dental decay, thus aiding in the prevention and early intervention of oral health issues. Dental hygienists in today’s world do more than clean teeth. They are a patient advocate to prevent oral disease which will help their patients live a longer, healthier life!

The dental hygienist should be like a mini associate to the dentist. Think of them as like a Physician’s Assistant or Nurse Practitioner.

Collaboration and Communication

Effective collaboration and communication between dentists and dental hygienists are key to ensuring the smooth operation of a dental office. Regular communication allows them to discuss patient cases, exchange information, and coordinate treatment plans.

Dentists rely on dental hygienists to provide thorough patient assessments, report any concerns, and communicate patient needs accurately. In turn, dental hygienists depend on dentists to provide guidance, clinical expertise, and oversight. This symbiotic relationship fosters a cohesive work environment, promotes better patient outcomes, and enhances the overall quality of care.

The hygiene patient, doctor exam is a critical system that must be effective for patients to receive the highest level of care. This collaboration produces optimal patient care and in return a higher ROI for your dental practice.

Teamwork and Patient Care

The dental office functions as a team, and the collaborative efforts between dentists and dental hygienists are essential for comprehensive patient care. Dentists and dental hygienists must work together effectively to assess patients’ oral health, develop personalized treatment plans, and ensure optimal oral hygiene practices.

Dental hygienists often spend more time with patients during routine preventive care appointments and they can easily build trust and rapport. Their close interaction allows them to identify potential problems, educate patients on preventive measures, and address any concerns.

Dentists rely on the valuable insights and observations of dental hygienists to make informed treatment decisions and provide the best care possible. When you have streamlined your hygiene patient-doctor exams, your case acceptance will be much higher, patients will want and pay for what they need more easily.

Conclusion

In a dental office, the partnership between a dentist and a dental hygienist forms the foundation of excellent oral healthcare. Their collaboration, effective communication, and shared responsibility for patient care are vital in promoting dental health and the patient’s overall well-being.

This working partnership exemplifies the synergy that leads to a successful, profitable dental practice with raving patients and happy employees.

Is your doctor, hygiene patient exam system supporting case acceptance where at least 70% of your patients accept diagnosed treatment?
Is your hygiene department optimized with systems that support productivity and a high level of profitability?
Do you enjoy your career as a dental professional?

Check out our 21 Day Hygiene Department Challenge to update and/or optimize your hygiene department. Click for More Info & Registration

Many of our clients start with this training to update their systems or optimize their hygiene department with a team approach.

Tips to Improve Case Acceptance

By: Debbie Seidel-Bittke, RDH, BS

May 3, 2023

What is your current percentage of patients who have accepted your care this year?

Case acceptance in the dental practice is at an all-time low. If you notice 50% of your patients are leaving with the “I need to think about it syndrome,” continue reading and discover a few tips to optimize your treatment acceptance.

It’s essential that dental professionals are able to communicate the diagnosis and recommend a treatment plan in a way that patients can more easy to understand their oral conditions, how inflammation and infection will affect their overall health.

We must take the time to truly understand our patients, their concerns and what they value for their life and overall health.

Truly understanding our patients requires a certain level of skill, which includes the ability to actively listen, understand the patient’s needs and concerns, and articulate the benefits of the recommended treatment according to their needs and values.

By asking open-ended questions about what the patient hopes to accomplish with their smile, and what their main concerns are, dental professionals can gain valuable insights into the patient’s goals and expectations. This information can then be used to tailor the treatment plan to better meet the patient’s needs and preferences.

It’s also important for dental professionals to understand the emotional factors that may be influencing the patient’s decision-making process. Patients may have fears or anxieties about dental procedures, or they may be seeking a cosmetic improvement to boost their self-confidence. By understanding these underlying emotions, dental professionals can frame their services in a way that resonates with the patient and addresses their concerns.

We must use words our patient understands and not speak in dental lingo which patients most likely do not understand. Use words that paint pictures of what is happening in their mouth.

Break it down into a conversation centered around what your patient values and use words to describe their dental condition. Use words they can easily understand.

These are tips that build trust and trust is a #1 reason your patients will accept your care.

Examples of descriptive words:

Bleeding
Inflammation
Infection
Hole
Crack
Etc, etc.

Take intra oral images. Show the patient these images while you are seated with your patient knee-to-knee and eye-to-eye. Make your patient part of the decision-making process. Help your patient “Own their disease.”

This is called Proxemics which is part of rapport and building trust.

When dental professionals improve case acceptance they provide better care to their patients. Ultimately, the goal is to build trust and establish a long-term relationship with patients by providing the best possible care and a patient-centered experience.

Engaging in non-interruptive conversation is a great way for dental professionals to better understand their patients and their needs.

When you seek to understand what your patients desires and attach the benefits of your services around a benefit for them, case acceptance improves.

What are the primary values of dental patients?

Money
Aesthetics
Health
Time
Pain

Ultimately, it’s important for dental professionals to recognize that patients make decisions for their own reasons, and that it’s the dental professional’s role to provide patients with the information and guidance they need to make informed choices. By adopting a patient-centered approach and focusing on building relationships, dental professionals can help their patients achieve their oral health goals in a way that feels comfortable and supportive.

Patients often feel more comfortable and engaged when they are given the opportunity to express their thoughts and feelings about a proposed treatment plan. Encourage a dialogue to help patients take ownership of the decision-making process. Patient’s will feel more confident about scheduling and paying for treatment when you make treatment planning a partnership with patients not a one-way path.

In addition to promoting a more comfortable atmosphere, a conversational approach to case presentation can also help to build trust and establish a stronger relationship between the patient and you, the expert.

By demonstrating a genuine interest in the patient’s concerns and needs, and by providing clear and honest information about the proposed treatment plan, dental professionals can help patients feel more confident about the care they are receiving.

Ultimately, the key to improving case acceptance rates is to focus on building strong relationships with patients, and this can be accomplished through open dialogue, active listening, and a patient-centered approach to care. By putting the patient’s needs and concerns first, dental professionals can help their patients achieve better oral health outcomes while also building a loyal and satisfied patient base.

The motivational interview (MI) philosophy is a great way to create a partnership with your patient, understand their needs, get them to own their disease and accept your best care.

Below I have attached a resource to learn more about motivational interviewing. I believe you will discover this philosophy is very helpful to overcome challenging case acceptance.

How do you get patients to “Own their disease?”
When was the last time you looked at your percentage of patients who have outstanding treatment?
What’s is your plan to get these patients to schedule their necessary treatment?

Please know that I am here to support you and your team to have your best year ever.

Schedule a coffee chat and let’s determine your best path to achieve your goals this year.

References.

Motivational Interviewing. https://bit.ly/VideoMI411
https://bit.ly/ProxemicsRapport

Clackamas Dental Consulting | SEO and Its Real ROI

By: admin

March 1, 2018

SEO has developed a bit of a bad reputation as of late. It’s true that some companies or individuals might try to cheat the system in unethical ways, putting you at risk of being blacklisted by Google. These spamming techniques include keyword stuffing, buying links, article stuffing, and more. While they might have worked to give you good results in the past, Google’s ever-learning algorithms have become much more adept at catching these tactics and punishing websites for them. However, a properly implemented SEO strategy is an invaluable part of a strong internet marketing plan. In order to understand the true value that SEO provides, you must first understand what it is and how it works.

What is SEO, Really?

While many individuals might be familiar with the term “SEO,” fewer know what it stands for, or how it really works. Search Engine Optimization, or SEO, is an umbrella term for a variety of strategies one might use to try and increase the ranking of a website on Google and other search engines. These techniques can include strategic keyword integration, off-site link-building, social media integration, and more. As search engines recognize an increased proliferation of your site across the web, your site will move up in rankings.

The Benefits of a Comprehensive Strategy

SEO is most effective as a part of a larger internet marketing strategy. In order to see a real improvement in your ranking results, it’s important to have an online presence that will get your site noticed and foster an increase in online engagement. By making sure that this engagement is all tied back to your site, you can organically boost the results. Having a site that’s SEO-optimized and kept up-to-date with the latest changes in Google’s algorithms will ensure that you’re making the most of the traffic and links to your site.

Why does this matter for me?

90% of individuals never venture past page one of web search results. If you’re trying to attract more people to your business, it’s important to ensure that your website ranks well for a variety of keyword combinations. Maintaining a consistent SEO strategy of keyword integration and diversified backlinks is your best bet for seeing a stable increase in your rankings on Google and other search engines. Don’t let poor rankings cause you to miss potential new business!

Grace is the proud owner of Identity Dental Marketing where she has made it her personal mission to improve the business of each dental practice she works with by a measurable amount. In her first position as a Marketing Director for a multiple location dental practice, she tripled the number of new patients seen on a monthly basis (in 3 short months, on the same marketing budget). From there, she created a variety of sales-focused training workshops, attended many marketing seminars and became obsessed with dental marketing and branding as whole.

Dental Consultant Clackamas | How Expanding Your Services Can Expand Your Dental Business

By: admin

February 23, 2018

Written by: Debbie Seidel-Bittke, RDH, BS

AS YOU KNOW, patients don’t just visit their dentist for bi-annual hygiene appointments, aka: Preventive Care. There are a host of services available to promote great oral health and create beautiful smiles.

Is It Time to Expand Your Services?

Expanding the services, you offer can be a great way to improve value for your current patients and pique the interest of prospective patients as well. Have you considered expanding the services in your practice?

Here’s a few simple value-add services to consider:

April is oral cancer awareness month so offer your patients a no-cost screening using the latest technology such as the Oral ID. Does your hygienist understand how valuable sleep apnea screenings are for all patients (even children)? Another simple service your dental hygienist can offer is a TMJ exam. This is easily administered during the oral cancer screening.

Other simple, same-day, adjunctive services are: fluoride varnish and whitening services, just to name a few.

I just had my teeth whitening using a 4 minute system called Uphoria. It was created for hygienists to use after the hygiene appointment. It was a simple ultrasonic device that added a hydrogen peroxide to my teeth. It was simple, no sensitivity or awful taste in my mouth. My teeth lighted by 3 shades in those 4 minutes.

We’re Here for You at Every Stage of Your Business

It’s never wise to bite off more than you can chew, but strategically expanding your services can yield huge dividends—for your patients and your business. If you have any questions about expanding the services your practice offers, let us know! We can guide you through all of your options and help you select the best solutions for your unique needs.

We’re grateful for our clients!

AUTHOR Debbie Seidel-Bittke, RDH, BS

Debbie Seidel-Bittke, RDH, BS

Founder and CEO of Dental Practice Solutions

Debbie can’t remember life without dentistry. She has worked in the dental field as a dental assistant, hygienist, former assistant clinical professor, hygiene department program director and for eighteen years as a coach, consultant, author and speaker.

In 2000, Debbie founded Dental Practice Solutions and she has helped thousands of dental offices world-wide share the important message that oral health will help people live a longer, healthier life.

When a dental office is able to share this message with their patients they will discover patients are most likely to continue returning to their office. These are patients for life when they understand how much you care about them.

Email us or call to schedule a Profit Boosting No-Cost Training with Doctor your Hygiene Department. Email: admin@dentalpracticesolutions.com or Call to schedule a training: 949-351-8741.