We all too often assume that if insurance doesn’t cover a procedure, that a patient doesn’t want it done. We forget one thing: Patients will find a way to pay for something if they truly want it. So we should focus on helping them understand their needs and then help them to determine what it is they want. Here are three ways you can make this happen:

Put yourself in their shoes

Ask yourself these questions:

• Why should they want to have this done?
• Why would you do it?

Offer guidance

Patients are seeking knowledge to make the best decision. They value and want your opinion. So, to be more effective when talking with patients about what they need, don’t be afraid to tell them what you would do. I often say “if this was in my mouth, this is what I would do to fix it.”

Focus on the Direct Benefits:

Instead of explaining in great detail” how” a procedure is done, tell them the benefits of having it done. For example:

“When we place implants in your mouth, you will be able to chew without pain, just like natural teeth. There will be nothing to take out and clean, you will be able to brush and floss these teeth as you did before. By the way, have I told you that implants have porcelain crowns on them that look just like natural teeth?”

There is so much dentistry that can be done when we appeal to our patients’ self-interest. If we can avoid the urge to lecture and shame our patients, the results can be so much better. You will simply be amazed at what your patients accept when they have the motivation to do so.