How to Become Recognized as THE Cosmetic Dentist: Part 6

How to Become Recognized as THE Cosmetic DentistIn the past several weeks, I have had the opportunity to share with you the 5 dental marketing steps to help you achieve the goal of becoming recognized as the cosmetic dentist in your community.

By now you understand that one of the essential components to accomplishing this starts with fine-tuning your cosmetic dentistry patient education skills in your office.

Why is this one of the critical elements in becoming recognized as the cosmetic dentist in your community? You have undoubtedly heard that a house has to be built on a firm foundation. Your cosmetic house has to be built upon a firm foundation as well. You can do this by staying current with CE courses on cosmetic dentistry and developing outstanding technical sills to build that foundation.

However, avoid a common mistake what some of our colleagues make. Don’t assume patients know that you have the ability to solve their cosmetic dental issues with affordable, non-invasive (when appropriate) procedures.

Most patients simply do not know.

Therefore, compliment your technical skill set with a no-selling patient education program that clearly defines to your patients how they, too, can benefit from these same day non-invasive procedures. Here’s how that can be accomplished. The final step in this process that I would like to share with you has to do with role definition.

Step 5: WHO’S YOUR SMILE CONSULTANT?

Do you have a team member that you have designated as your Smile Consultant? Who is your patient advocate that you consider to be your best patient educator/motivator in your office?

This is the individual who will share with your patients the advantages/liabilities of some of the cosmetic services your patient might be interested in. While your designated Smile Consultant will never diagnose, he/she can inform, educate and motivate patients about the possibilities that may solve their smile problem.

After your patient has filled out a Smile Enhancement Form your Smile Consultant will review what changes your patient hopes to have done. However during the conversation with your patient your Smile Consultant should provide a disclaimer by saying something similar to the following, “I hope that the doctor determines you are a candidate for this procedure. If you are I know you will be thrilled with the results.”

Needless to say this statement must be based upon sincere feelings.

If you do not have a Smile Consultant right now, don’t worry. Most dental practices do not. However, if you want to create a cosmetically focused dental practice or take your existing cosmetic practice to the next level, training a team member as your Smile Consultant is essential in differentiating your practice as one of the premier cosmetic practices in your community.  As part of our Boot Camp program we can also do that for you.

My suggestion: Which team member has a passion about cosmetic dentistry in your practice?

They are your spark plug – the individual who can become a truly effective Smile Consultant. In all of the Boot Camp programs I have always promised the dentist and the entire team that there will never be any selling when you talk to your patients about cosmetic dentistry.

The good news is that there never is any selling. Your Smile Consultant will therefore NOT be a sales person. The Silverman Institute’s Smile Consultant™ program teaches your designated spark plug (and all Team members as well) how to effectively use the Power Triad that was described at the introduction of this series – and in essence, all team members can become Smile Consultants.

We even have a Smile Consultant Certification Program developed for that purpose. So rest assured, no one will ever sell anything – and best yet, using professional, no-selling strategies, your results will be spectacular!

Think of all of the cosmetic dental marketing opportunities that exist in your office from the articles written in this series about the impact you can have using the 80% Rule. And we have not even left the reception area! By now you can hopefully sense how much interest/demand can be generated for your cosmetic services if you truly want to learn how to take your cosmetic practice to the next level.

Cosmetic dentistry is one of the few services that we offer patients that they truly want to have done. It also leads to other tangible benefits. Patients typically take better care of themselves including enhanced oral health. The New Year is just around the corner.

Set aside a plan on how you can offer your patients the optimum in aesthetic dentistry that can truly benefit them.

Remember that without a plan you may be disappointed with a lack of results. Worse yet, your patients will not benefit from your services that can have a positive impact on their self-confidence and their lives.

I hope that the suggestions that I have offered during the past six articles will help you take your cosmetic practice and dental marketing to the next level in the coming year. If I can be of any further assistance to you please do not hesitate to contact me at incrediblesmiles@aol.com.

I look forward to helping you accomplish that goal!

About the author:

Dr  Harvey Silverman Dr. Harvey Silverman has successfully coached dentists on how to take their cosmetic dentistry practice to the next level since 1984. If you want information on how the Silverman Institute’s Cosmetic Dentistry Boot Camp Program can take your cosmetic practice to the next level, contact Dr Silverman at (216) 256-4599 or e-mail him at incrediblesmiles@aol.com.

Dr Silverman is the author of Best Cosmetic Dentistry Practices in Dental Products Report as well as Silverman On Smiles in Dentistry Today and is the inventor of the LifeLike Veneer System™ and the EasySmile Tooth Whitening System™ that will be available to dentists in 2012.

Cosmetic Dentistry Is Dentists’ Favorite Treatment Option

Dental Implants & Sedation Dentistry Are Also Popular

Dental Survey ResultsIn our most recent survey, we asked dentists about their favorite treatment options. Cosmetic dentistry was the clear winner, pulling in over one-third of the total vote (and one-half of he general dentist vote). Dental implants were the runner-up.

There were distinct differences between general dentists and specialists. While nearly half of general dentists favored cosmetic dentistry, only 16% of specialists did. Among specialists, dental implants were the favorite treatment option.

There were also notable differences between urban and rural dentists. Rural dentists were significantly more likely to vote for cosmetic dentistry as their favorite option. While Invisalign was preferred by one-quarter of urban dentists, no rural dentists reported feeling the same way.

Here are some other treatment options dentists like:

  • “Lasers.” (Maryland dentist)
  • “Periodontal plastic surgery.” (Arizona periodontist)
  • “Amalgam.” (North Carolina dentist)
  • “Conventional orthodontics.” (Michigan dentist)
  • “Third molars.” (New York dentist)
  • “Crowns and bridges.” (Canada dentist)
  • “Reconstructive dentistry.” (Kentucky dentist)
  • “Endodontics.” (Canada dentist)
  • “TMD.” (Michigan dentist)
  • “Smile makeovers.” (Cosmetic dentist)

Post your comments or read the complete dental treatment options survey results…

Cosmetic Dentistry: Many Dentists Provide Gummy Smile Reduction

cosmetic dentistry - gummy smilesWhile the type of cosmetic dentistry treatment for a ‘gummy smile’ may vary per dentist, 54% of the dentists surveyed do provide this service for their dental patients.

“We discuss lip repositioning which is surgical correction, or Botox,which is a short-term fix. If appropriate, we recommend esthetic crown lengthening or gingivectomy,” said one dentist.

In this survey where The Wealthy Dentist asked if dentists are offering treatment specifically for gummy smile reduction, only 35% don’t offer gummy smile reduction.  Another 11% offer other alternatives.

Of the 54% of dentists who answered yes to offering gummy smile reduction, we also asked their preferred treatment.  Here are some of their comments on treatments:

  • “We offer gingivoplasty as treatment.” (Illinois dentist)
  • “We give our patients the option of a modified widman flap.” (Misouri dentist)
  • “Our preferred treatment utilizes computer imaging and a “gum lift” which is often is followed by longer crowns or veneers.” (New York periodontist)
  • “We recommend Botox to drop upper lip.” (General dentist)
  • “The treatment involves a gingivectomy and contouring.” (Oklahoma dentist)
  • “We offer a soft tissue laser for only soft tissue cases.  If they need bone reduction we send them to a periodontist. ” (Kentucky dentist)
  • “We perform laser tissue re-contouring.” (General dentist)
  • “Treatment depends on whether it is ‘delayed’ passive or active eruption and the osseous crest level: CEJ. It’s either a gingivectomy or flap with osseous.” (Arizona periodontist)

To read more on this survey see: Dentists provide ‘gummy smile’ treatments for their dental patients

Cosmetic Dentist Survey: Cost of Tooth Veneers (video)

vineers survey video The cost of dental veneers is much more than what you will pay for tooth whitening, but the results can be far more dramatic.

Cosmetic dentistry can revolutionize a smile, especially if the choice is tooth veneers.

“I think veneers are as technique sensitive as traditional crowns, therefore I charge the same amount.” said a California dentist.

The Wealthy Dentist conducted a survey that asked dentists what their fee is for dental veneers or lumineers.

Click on play to watch the survey video and hear the survey results –

105-Cost_of_Tooth_Veneers.mp4

One of the great things about veneers from a dental management point-of-view is that you are normally placing 4, 6, or 8 (or more) at a time.

If you would like to participate in future dentist surveys, please sign up for The Wealthy Dentist newsletter to cast your own vote.

How to Become Recognized as THE Cosmetic Dentist Part 2

Dr  Harvey Silverman How many times have you heard a patient say, “Let me go home and think about it” or perhaps, “Let me talk to my husband (or wife) about it” after a cosmetic consultation? There are many excuses, or even hidden objections, causing patients to “hold-off” on proposed cosmetic dentistry.

The bottom line though is that this does not have to be the case. I know that from teaching dentists how to step up the cosmetic component of their practice for over 25 years.

So what is the best approach and how long does it take to expand the cosmetic component in your practice? At the Silverman Institute of Cosmetic Dentistry we found that no matter where you practice the good news is that it does not take months to take your cosmetic dentistry practice to the next level.

It can happen in one day if you are willing to make a commitment to distinguishing the cosmetic component in your practice.

Even in today’s economy patients want to have a self-confident smile and to look/feel their best. In order to achieve this cosmetic expert status, you need to cultivate outstanding clinical skills. The good news is that it is easier to do that today than ever before with non-invasive/minimally invasive veneers.

See Figure 1 and 2 below. Simultaneously we must look at our work environment. You might as well do that today since your patients are doing that when they enter your dental practice every day.

Figure 1: This patient is undergoing the final phase of Invisalign treatment

Figure 1:

This patient is undergoing the final phase of Invisalign treatment by another dentist.  He is interested in knowing what can be done to enhance the final esthetics of his case.

Figure 2: After doing a custom-designed 60 Second Smile Trial directly on tooth #7

Figure 2:

After doing a custom-designed 60 Second Smile Trial directly on tooth #7, the patient can see exactly what the final outcome of the case will look like.  The patient is also considering tooth whitening prior to doing the in-office LifeLike Veneer™.

Step 1: Creating Self-awareness Through a Self-evaluation of Your Practice

Here’s a simple suggestion on how you can accomplish that. Walk out of the office for a moment. Okay now come back in and look around. What do you notice? Does anything you see in your reception area jump out at you?

Write down some notes on a piece of paper.

After doing that let’s step out of the office again – and come back in. Now this time I want you to look around the office with a different perspective, as if you are a patient. What does your office say about you as a cosmetic dentist? Is there anything in the reception area that informs, educates and motivates patients to learn how recent advances in cosmetic dentistry can enhance their smile? What silently provides your patients with increased confidence in your cosmetic dentistry skills?

Is there anything that you see that helps distinguish you as a skilled, talented cosmetic dentist?

I can go on and on but I think you get where I am going.

This exercise is something I have dentists do during our cosmetic dentistry Boot Camp program. The result is that the dentist and the entire team learn to think about the unspoken message your office is sending to your patients. This may seem obvious enough but when was the last time you sat down in your reception area and looked around – seeing the office from the eyes of a patient? When you do this you and your team will learn what needs to be done to build cosmetic awareness.

So what should your practice look like?

If you snap a few photos of your reception area (no more than 5) and send them in jpg format to my email address at incrediblesmiles@aol.com, I will be happy to review them and provide you with a few complimentary suggestions on simple changes you might want to make.

This is a very important first step for you if you want to take your cosmetic practice to the next level and I’d like to help you accomplish that goal.

In the next edition of How To Become Recognized As THE Cosmetic Dentist In Your Community:

Step 2. SCRAP THE TABLOIDS, SHARE SOME SMILES

About the author:

Dr  Harvey Silverman Dr. Harvey Silverman has successfully coached dentists on how to take their cosmetic dentistry practice to the next level since 1984. If you want information on how the Silverman Institute’s Cosmetic Dentistry Boot Camp Program can take your cosmetic practice to the next level, contact Dr Silverman at (216) 256-4599 or e-mail him at incrediblesmiles@aol.com.

Dr Silverman is the author of Best Cosmetic Dentistry Practices in Dental Products Report as well as Silverman On Smiles in Dentistry Today and is the inventor of the LifeLike Veneer System™ and the EasySmile Tooth Whitening System™ that will be available to dentists in 2012.

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