Missing hygiene patients is an untapped goldmine in your practice.
The potential production increase by recovering these missing patients can be in the hundreds of thousands of dollars each year.
The reason I see a lot of missing hygiene patients is because we’re not properly communicating the value to them.
Hygiene needs to focus on building value.
Here are a few keys to help you build that value and increase your hygiene production.
Put yourself in their shoes
Ask yourself these questions:
Why should they want to have this done?
Why would you do it?
Patients are seeking knowledge to make the best decision and value 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 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?”
Check out the video above to see more ways to build massive value with hygeine.