In this day and age it is important for a dentist to have “Dental IQ.” This has to do with knowing the patient, particularly their financial abilities. It has been determined that most patients will complete a treatment plan for $3500 or less. However, once the tab goes over the $3500 mark patients start to have second thoughts. This knowledge is important for improving dental case acceptance.
Dentists have their own unique way of presenting their diagnosis to each patient. They can do the analysis and then suggest or recommend the best treatment plan to preserve the oral health as well as present a healthy set of teeth.
One assumption some dentists makes it that the patient will listen to the diagnosis and then follow the treatment plan the dentist suggests. It is assumed that a patient will base the decision to have the work completed based on what may happen in the future if the treatment plan is not followed. The issue here is the fact that the dentist may assume the work will be done simply on his/her recommendation. This assumption leaves out key components of the patients’ life such as the patient not having the money, no dental insurance, fear, or other factors that contribute to the patients’ decision.
Most patients can one way or another come up with the $3500 if it is imperative – if they understand the consequences if they do not. This is because this amount of money will not cause so many problems or inconveniences. However, as previously mentioned, once the price tag exceeds that amount then the patient may choose not to go with the treatment plan. Others may postpone treatment or present a stall.
Some dentists have learned that it is first wiser to learn about and understand the patient’s situation. Find out, upfront, the concerns the patient has. Then, after knowing and understanding these conditions, the dentist can try to work with all of these given factors. Dentists claim that this not only saves times for everyone concerned but will also make them more comfortable with the dentist and his or her practice.
Other factors the dentist needs to know and understand include evaluating how dentist treatment fits into the life of the patient. Will expensive treatments be an inconvenience or cause problems. What are the financial abilities of the patient as well as the health problems? More information, more personal, such as a newly divorced or a newly married patient, a newborn in the family, a new job each of these plays a role in what a patient might be able to afford.
These situations are often referred to by dentists as the “fit factors.” This involves getting in touch with your patient and understanding their overall situation. Once this information has been obtained it allows the dentist to help fit dentistry into the patient’s situation.
Now we have “Dental IQ.” We have a dentist who has learned enough information about his or her patient through dental practice consulting so that there is an understanding of how dentistry will fit into her or his life. It allows the dentist to know, beforehand, what kind of procedures s/he should follow in the future. The dental consulting is important to the success of your business.
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