Hello, I’m Paul Homoly, and welcome to my video lessons on $25,000 and UP! – Emotional momentum and treatment acceptance. This is the first in a series of 8 video lessons on treatment acceptance for complex care dentistry.
Dental technology has leveled the playing field on dentists’ capacity to deliver quality care. What used to be the exclusive domain of seasoned senior dentists and specialists, now thanks to digital and restorative materials technology, implant dentistry, “all on four” restorations, cosmetics, orthodontics, and multiunit restorative are within the skill sets of many general dentists.
When I ask dentists to describe their new patient experience, they describe their procedures. They say, “First we’ll take x-rays, photos, and scans. Then patients will see the hygienist. She’ll examine them and clean their teeth. Then, I’ll do an exam and my treatment coordinator will present treatment.”
Here’s the word that describes this new patient experience; ordinary. Ordinary is not a differentiator. Ordinary doesn’t get the job done for high-fee patients to feel they’ll be well-cared for.
So, instead of thinking about the new patient experience in terms of procedures, what if you thought about it for what it really is? It’s the experience of the new patient. It’s the emotional experiences patients have during the new patient appointment. The success of the new patient appointment, its influence, is determined by the patient’s experience, not by delivery of procedures. Dentists can flawlessly deliver procedures, yet have it result in ordinary patient experiences.
Ordinary doesn’t get the job done for high-fee patients to feel they’ll be well-cared for. So, instead of thinking about the new patient experience in terms of procedures, what if you thought about it for what it really is?
It’s the experience of the new patient. It’s the emotional experiences patients have during the new patient appointment.
The success of the new patient appointment, its influence, is determined by the patient’s experience, not by delivery of procedures. Dentists can flawlessly deliver procedures, yet have it result in ordinary patient experiences.
At fee levels of $25,000 and up, patients expect and deserve more than ordinary.
For you to differentiate your practice and thrive in the high-fee domain of complex dentistry, patients need emotional outcomes from your new patient appointment that signal they’ll be well-cared for.
This is so different from routine dentistry. Yes, patients for routine dentistry want to be well-cared for, but the stakes for complex care patients are much higher. Complex care has greater risks. It has lifestyle-altering outcomes along with hefty price tags. Patients need to feel your dental practice is the right place for them. This video series will help you do it.
The focus of this video series is on patients’ emotional outcomes from each procedure during the new patient and treatment presentation process.
If you want to continue this conversation and evaluate your practice, visit my program below or schedule a free consultation with me.
