Get your team members to enhance the cosmetic dentistry experience

Looking to get more patients interested in cosmetic dentistry? Get your team involved.

As part of DPR's 10 Minute Easy Smile Makeover series, here's how to get your team members to enhance the cosmetic dentistry experience.

In last week’s edition of The 10-Minute Easy Smile Makeover, I addressed how receptionists can use the information obtained in the Smile Diagnostic Form (SD Form). If you have not requested our SD Form, contact me at incrediblesmiles@aol.com. Please include your name, professional degree and where you practice.

This week, I want to discuss how your team members can enhance the patient’s cosmetic dentistry experience using the EasySmile^® approach by making certain they share information gained about the patient’s experience with other team members.

Once the receptionist determines where the latent demand exists for cosmetic dentistry in your practice it is imperative that information is known, reinforced and augmented by the next team member. Your SCA is the key individual that needs to supervise and coordinate this activity. 

Here’s how your team can easily accomplish this: 

Before the next team member escorts the patient from the reception area to the treatment or hygiene room, that team member must first check-in with your receptionist. Quickly review yes responses on the smile enhancement form and ask the receptionist what concerns and degree of interest the patient had about the cosmetic services discussed.

If the receptionist is busy with another patient that is not a problem. In the back of the SD Form there is a section where the receptionist can summarize important information so the next team member can be quickly brought up to speed. It only takes 1 minute for the receptionist to fill out the back of the SD Form.

When a patient shows strong interest in cosmetic dentistry the receptionist will place a silent indicator on the SD Form. For instance, place a mark with a green highlighter on the back of the form to establish this message. 

If the patient indicates he or she is not interested in cosmetic dentistry, the receptionist will place a mark with a red highlighter. This will facilitate good communication and informs the next team member how to proceed with the educational phase.

Finally, share the doctor’s expertise in cosmetic dentistry with the patient.  Show lots of before and after photos describing and reinforcing the dentist’s cosmetic skills. Think of principles or actions that inform, educate, differentiate and distinguish your cosmetic practice based upon true feelings when communicating this to your patient.

As your coach, I want you to work at this every day for the next 30 days. If you do, this will become part of your daily routine. 

I coach offices to implement this and I know the system works with great predictability once your team believes you are committed to achieving results.  Your actions and words must convey your desire to succeed. 

Monitor your team. Share feedback. And watch your cosmetic practice grow!