We often talk about phasing treatment for dental patients as a strategy for helping them afford care. Alternatively we look at it as following a model of care that is taught in dental school. I'd like to think about the gift of phasing care as a way to develop ownership over time. Each appointment is a chance to create new co-discovery experiences. This Read More
Mary Osborne
Creating Patient Appreciation For Your Care & Expertise
A recent experience with a home remodeling contractor had me thinking about what it takes for patients to understand and appreciate the care, skill and judgement being exercised by their dentist. Dentistry is one of the most complex and precise professions, making it a challenge for dentists to communicate it, and patients to understand all that goes into Read More
Dental Patient Engagement
Teachers describe engagement as when the student is working as hard as the teacher. Often in dentistry we are doing all or most of the work, and the patient is simply listening. In my experience this is not an affective way to help patients move forward. I'll discuss several ways to really "engage" your patients in the exam process and increase their Read More
5 Steps to Ask For Referrals
Over the years I have heard many strategies that dental practices use for asking for referrals. I strongly believe that we need to ask for referrals. Patients do not always know we are accepting new patients. In my experience when we ask, our referrals will increase. The challenge for me has always been the way people ask, and feeling uncomfortable about the Read More
Personalized Emails
It is very common this time of year to send our email reminders to patients that as the year approaches the end they might want to utilize their remaining dental insurance benefits. I recently talked to a friend that received one of these emails. The conversation had me thinking about the power of personalizing our communication with patients. This may mean Read More
Resisting X-Rays
It is very common when scheduling a new patient to discuss dental X-rays, specifically asking if they have X-rays from their prior office. This is often balanced by resistance or concern about taking x-rays when the patient is in the office and we are having a conversation. Changing our language about x-rays, and incorporating that new language on the new Read More
The Missing Element
Often when I am in practices I notice something missing in patient charts. Whether they are paper charts or electronic, we are always focused on very accurately documenting what we did, what materials we used, and even what we said. The missing element is what the patient said. Their thoughts and comments, what they shared with us are the key ingredients in Read More
Three Little Words
The three words "In This Practice" can be the most powerful marketing you can use. They can help you communicate your passion, philosophy, and caring. These three words tell patients the things that differentiate your office from all the other dental practices. Read More