How to Become Recognized as THE Cosmetic Dentist Part 4

How to Become Recognized as THE Cosmetic Dentist in Your Community Part 4Last week, I shared with you the third step of How to Become Recognized as THE Cosmetic Dentist in Your Community Part 3: Scrap the Tabloids, Share Some Smiles.

So now that you’ve completed your self-evaluation of the practice and cleaned up the clutter of magazines in the reception room and replaced them with a practice promoting photo album and know the value of power educating with collateral materials…

You might be wondering, “What’s next?”

Step 3: EFFECTIVE USE OF A SMILE ANALYSIS FORM

How do you utilize the information gained in your Smile Analysis Form? Do you even have a form or is it a single question on your health history form – asking patients if they want to change anything about their smile? If you do use a form, was it designed to create the comfort level that patients need to confide what enhancements they are looking to have?

Once the form is filled out what does your receptionist do to help create awareness among your other team members that this patient might have some issues they need to address? While the patient is waiting in the reception area what does the receptionist do after reviewing the form regarding addressing the possible services that might solve their esthetic concerns?

Your receptionist will never diagnose, however they should be actively involved in the process. Remember the Power Triad Rx: To inform, educate and remove hidden objections that result in a motivated patient.

THE 80% RULE

Your receptionist is one of the KEY team members who can make or break your cosmetic program. Whether welcoming patients to the practice, answering questions on the phone — or in the office –- your practice and your patients will benefit when your receptionist and other team members have updated their cosmetic skill set.

Sounds easy enough but it does require dedication and effort. The good news is that this new skill set will be seamless with your existing systems when your receptionist works with the Silverman Institute’s 80% Rule.

The concept is simple…80% of the time, while you are in an operatory treating a patient, another team member should be informing, educating and motivating other patients about various cosmetic services.

Dr Silverman teaching the receptionist the 80% Rule at Boot Camp

Dr Silverman teaching the receptionist the 80% Rule at Boot Camp. “The key is not just having your patient fill out a form, but using the 80 Percent Rule in conjunction with the information obtained in the form.”

For example, while you’re completing the final touches on a Non-Invasive Veneer case, a patient is in the reception area talking to your receptionist. In addition to exchanging pleasantries, your receptionist reviews your next patient’s Smile Enhancement Form.

Noticing that the patient would like to enhance some of her teeth your receptionist takes advantage of this time to use the Power Triad Rx described above.

The reception area is where interest is generated while the patient is waiting to be seen by the doctor or the hygienist.

Don’t waste this opportunity to inform, power educate and motivate these patients. The truly cosmetically focused team will want to know how to maximize this key player.

COMPLIMENTARY REVIEW AND FORMS

My suggestion: Consider your Smile Analysis Form as a tool to gather information.

Don’t let it collect dust while the patient is waiting to be seen. Highlight the form with a yellow marker indicating what changes your patient was hoping to have made.

Would you like a complimentary copy of the Silverman Institute’s Boot Camp Smile Enhancement Form?

Simply send me a request to incrediblesmiles@aol.com with a brief explanation of why you hope this form will be helpful to you – and I will be happy to forward a copy of our form to you that you can test and see how it works with your patient population. (If you can include a copy of your office logo letterhead with the email then we can customize the form for your office).

And don’t forget to send me up to 3 photos of your reception area in .jpeg format if you would like me to offer some complimentary advice on how you might be able to enhance your cosmetic dentistry message.

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

Step 4: MOTIVATING OFFICE DECOR

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.

How to Become Recognized as THE Cosmetic Dentist: Part 5

Dr Silverman: How to Become Recognized as THE Cosmetic Dentist in Your Community Last week, I shared with you the fourth step in this series: How to Become Recognized as THE Cosmetic Dentist in Your Community Part 4: Effective Use of a Smile Analysis Form.

Now that you understand how to utilize the information gained in your Smile Analysis Form, you might be wondering, “What’s next?”

You’ve likely heard the expression, “Image is everything.” Well, this is especially true in a cosmetic-focused dental practice. What your office looks like sends a message to your patients about the type of cosmetic dentist you are.

Realistically, we all know that the office atmosphere has nothing to do with the level of clinical skills, however it’s the patients’ perception that matters the most. That perception could inevitably influence their decision of accepting cosmetic treatment.

Step 4: MOTIVATING OFFICE DÉCOR

What type of artwork, posters or other silent motivational tools relating to cosmetic dentistry do you have in your office? Are they of smiling, happy folks who project self-confidence? Do you have a few before/after posters that demonstrate dramatic smile transformations?

Even upscale offices can place effective materials that help educate and distinguish the cosmetic component of your dental practice without impacting the overall appearance of your office.

My suggestion: If you are married to your artwork and do not want to make any changes, let’s look at augmenting what you have. When you send me a few photos of your reception area in jpeg format that I previously offered (in Step 1) make sure I can see the artwork and where you may have some barren wall space.

While we do not want to have clutter, we may want to look at creating a Smile Wall that silently motivates your patients.

Below is an example how you can create your own Smile Wall if space is a premium —

create your own Smile Wall

LifeLike Veneers™ performed by Dr Harvey Silverman, Beachwood, OH

 

Another example is from Dr Mireya Ortega, a very talented dentist from Lake Tahoe, CA. Dr Ortega had me visit her office and do a Cosmetic Dentistry Boot Camp Program for her practice because she wanted to take her cosmetic practice to the next level.

After our Boot Camp Program one of the many things she did was to slightly modify her office décor. She started with one poster photographed during the hands-on training component at Boot Camp (see below) and ultimately created her own Smile Wall —

 

Dr Mireya Ortega Smile Wall

Dr. Mireya Ortega Smile Wall

 

One word of caution: Creating a Smile Wall will be most beneficial when you use these tools as a spring board to power educate your patients about how recent advances in technology can benefit them. Please review the articles I have published in Dental Products Report or in Dentistry Today if you care to learn more about how you might accomplish that goal.

In the next edition of How To Become Recognized As THE Cosmetic Dentist In Your Community Part 6:

Step 5: WHO’S YOUR SMILE CONSULTANT?

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.

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

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