|14:00 - 15:00
|15:00 - 16:15
||Workshop “Introductory appointment”:
|16:15 - 16:30
|16:30 - 17:45
||Workshop “Emotional Presentation”:
It might sound familiar: You write an aesthetic treatment plan, take X-rays and possibly construct a wax-up or mock-up, after which you take out plenty of time to explain the treatment plan to the patient – only to end up with their feedback: “Thank you, I will consider it.” Why is he or she not immediately agreeing to the treatment plan? Does he or she lack trust? Is something unclear?
Various reasons might ultimately lead to case denial. Contrary to what you might think, these do not include education, intellect or the price tag. Rather, the choice of undergoing dental treatment is purely an emotional one. In fact, the majority of purchase decisions are rooted in emotion.
Just go back to the last time you bought a car. The one, you are probably still driving. Did you buy it based on emotion, or purely based on a build-up of facts and details appealing to your intellect? Most of you will eventually find that this decision was an emotional one. When walking into the car dealership, we looked around and envisioned ourselves driving a particular car. We liked the thought of driving it to work, each and every day, and pictured the looks on our colleagues’ faces. The color was what we preferred, or the crisp smell of fresh, high-quality leather.
For the same reason, women spend $2,000 on a gorgeous pair of high heels. Or men opt for slick-looking $10,000 watches. Let’s not kid ourselves; these decisions are not made by our rational mind, influenced by education, intellect or an actual need for those items. We simply buy these things because of ‘want’. We want them, as they make us feel good.
Therefore, when you are spending time and effort on explaining the benefits of dentistry to your patients, it does not necessarily work when appealing to their rational minds. Instead, try to access and fuel their emotions, invoking that ‘want’-feeling.
Amongst dentists, a case acceptance of more than 30% is already considered to be quite high. Roughly translated, this means that if you pitch your treatment plan to 10 patients, only 3 of them actually go through with it. Staggering, right? What’s even more staggering, is what will happen if your practice decides to focus on serving the emotional part of patient’s minds instead.
Case acceptance numbers might soar to over 70%, leading to a much larger number of patients that are willing to go through with your proposed treatment plan! Not only will this be more satisfactory to you, as you do not have to throw out nearly as many carefully composed plans; it will also be a major financial boost to your practice. After all, you will more than double your revenue – with the same number of patients.
So, let’s dive into this. How do we get past our instincts to play to the ‘logical’ mind, and access the ‘emotional’ mind instead? How can we cleverly engage the feelings of our patients when presenting a treatment plan?
What we must do, is to take the patient on a dental journey. A dental dream – shared between your patient, your team and yourself, which you are about to turn into a reality. A first requisite for this is a well-thought-out emotional visual concept. Most of us will be familiar with the DSD (Digital Smile Design), which is a really good concept. However, it is mostly a treatment plan talking to us, the dental professionals. It is much too complicated to implement in a general practice, let alone that it will mean anything at all to the patient. Obviously, we could opt for designing a traditional mock-up or a digital visual mock-up. Yet it is not hard to see why sticky and often incorrectly colored mock-ups or cold and emotionless animations are not exactly healthy ingredients of the dental dream. Both techniques stimulate the rational, thinking part of the brain, therefore having an opposite effect. In short, up until now, a well-thought-out emotional visual concept has been sorely lacking.
Twinsmile is a proven concept in which several unique presentation tools are used. It starts by carrying out a qualitative, yet simple digital Smile-analysis. Then, the CADCAM produced Tenteneers are created and fixed to the patient’s teeth, and finally, the patient will experience his or her most attractive smile during the before and after video presentation.
Course “More Patients & Better Aesthetics” – Hands-On (210 minutes)
In this hands-on course, we will perform a live demonstration with an actual patient. This will introduce you to the complete Twinsmile-concept, step-by-step. You will experience first-hand how satisfied your patients, your team and you might be, ultimately improving dental happiness!
The following points will be touched upon during the session, illustrated by a demonstration with an actual patient:
- What is the ideal workflow in order to achieve a case acceptance rate of over 70% and who play a role in getting there?
- Why is the introductory appointment (smile-analysis) with the patient the most important, how do we approach the discussion? What are do’s and don’ts?
- How can we let the patient dream about his or her most beautiful smile, while staying honest and sincere about the dental possibilities and impossibilities?