Ergonomics play an important role in decision making. Lying down in a dental chair can create anxiety. The added rush of blood to the head is definitely not a relaxing factor. The best body position for a decision maker is sitting down in a comfortable seat. Also facing the patient is a confrontational position depending how close the dentist is to the patient. The dentist should sit to the side of the patient to promote the feeling that the dentist is literally on the patient’s side in the discussion of the treatment plan. The best is to have a computer screen facing the patient with all the activity about the plan on the screen. Especially when discussing the cost. In this way it is the patient and the dentist against the big bad price.
Use Patient Education software like Consult-Pro to Educate patients
Most Patients are visual learners. Showing them 3d animations that are clear and informative will get the patient to understand the suggested treatment. It is important to show the patient consequences of non treatment as well and the different options so that the consultation follows proper informed consent standards. Having them sign a form is not enough. They need to understand the treatment the options as well as the consequences. This is time well spent and has many benefits. The patient will more likely accept treatment ,you will be providing the standard of care with informed consent and you will provide better dental care for your patients.
Make sure you show their patient specific situation
Adding intra oral camera pictures and also external pictures of the patients own situation will make them much more engaged in the consultation. Showing them on a big screen instead of poking in their mouth with a mirror is much more professional, sterile and effective. Use the x – rays to involve the patient to see their particular case and edit the radiographs or pictures to make thing clearer. Not everyone knows how to read an x- ray.
Print the pictures comments and pricing for them to take home
Once the patient leaves the office they will not remember everything that was discussed . Having a physical printout of the consultation will not only help them remember but keep reminding them that they should do something that was discussed. I have had patients return sometimes years after the consultation with the printout that they were holding on to and showing all the decision makers.
Follow up with reminder videos electronically
If the patient did not agree to go ahead with the treatment at the time of the consultation sending the same videos for them to watch at home will make them remember and possibly go ahead with the treatment. In a busy life stile they may just be too busy and need a reminded to go ahead with treatment.
Have Patient education in the waiting room TV
The patient may not go ahead with the large bridge you suggested and is getting fillings done on multiple appointments Have the same patient education videos in the waiting room so that they are reminded of the benefits and consequences at other appointments.
