Patient Demand: How to find the hidden interest for veneers

Don’t think any of your current patients are interested in veneers or other cosmetic dentistry? Dr. Harvey Silverman explains why that likely isn’t the case.

In last week’s edition of The 10 Minute Easy Smile Makeover, I discussed how to determine if your veneers will look natural before starting the case. This week, I want to address how to determine where the latent demand for cosmetic dentistry exists in your practice. 

Let’s face it … many general dentists believe the demand for cosmetic dentistry is largely tapped out in their own practice. Here’s a surprise-that is not the reality. 

In your practice I guarantee you have many patients who are interested in veneers.

I often train doctors who think they need to advertise to do more cosmetic dentistry. I then show that isn’t necessarily the case. 

Eighty percent of your patients still want to change the size, shape or appearance of at least one tooth. That’s a lot of untapped cosmetic cases!  Advertising is fine but let’s look at your patients before looking elsewhere.

Here’s one way you can immediately determine the latent demand existing in your practice: 

First, have you noticed how few patients ask if they are a candidate for cosmetic dentistry? Some do but most do not. Many have asked about tooth whitening but most do not bring up cosmetic dentistry with veneers.

Even patients with obvious smile issues often do not bring up veneers. These same patients wear nice clothing and pay attention to their hair and skin.  However when they smile or talk their teeth are a distraction. 

Why don’t they have some cosmetic dentistry done? The answer to that question and solution to that will be evident as you read this series.  Use the EasySmile^® approach and you will expand your cosmetic practice. You’ll definitely enjoy seeing how effective and easy it is to do.

Here’s how you can professionally determine which patients in your practice still want to have cosmetic dentistry. First, don’t assume that any patient interested in cosmetic dentistry already had it done. Some docs have said that to me. You need to learn how to tap into this latent demand. It’s really not hard. I will show you how.

Contact me at incrediblesmiles@aol.com and I'll send you a complimentary copy of our Smile Diagnostics Form (SD Form) that you can use in your practice. 

Once you receive it have every new and recall patient fill out the form.  Remember the essential role your Smile Care Advocate™ has in this process.

As your coach, I want you to highlight any answer where the patient said yes.  Review the responses and you will notice that if your practice is like most offices, 8 out of 10 patients will check yes to at least one question in our SD Form. This is the first step in professionally determining which patients in your practice still want to discuss cosmetic dentistry services with you. That’s where the latent demand is.