Dentists, you are medical professionals. You care for the patient in more ways than one. You want your patients to be healthy first and foremost, but you know that certain procedures are expensive, and you hesitate to recommend procedures that will put a dent in their wallets. You need to remember that it’s not up to you to decide where your patient prioritizes their spending. Don’t be cheap with your patients’ money.
Patients trust you with their dental health. Oftentimes, patients don’t really know what’s going on in their mouths or how it may be affecting their overall health. They are counting on you to keep them informed. When you take your car in for an oil change and the mechanic tells you that next time you come in you need to get your brakes done you are grateful for that knowledge; would you have known otherwise? Your patients are paying you to be their trusted expert, and tell them what’s going on and explain why it causes you concern. Educate them on what course of action they have now; is it urgent or is it something that you just want them to be aware of and that you and your team will be watching for any further changes. When this is a regular process and way of communicating with your patients, when things change and additional work needs to done to preserve their health, they will know it truly is time because they trust you. You’re not just “upselling” them. The benefit for you is you never have to feel like you’re selling anything because you have just helped them manage their health and well being.
If you recommend a procedure you know they need, and they say no, find out why. Is it about money? Many of you have payment assistance with Care Credit and other providers. If they don’t know about these providers, then it’s just another opportunity to share your knowledge, and to show that you have their best interest in mind.