Encouraging patients to improve their smiles can be a sensitive topic. The common responses – "I'm too old for that," "I'm already married, why bother?" or a simple denial of vanity – highlight the need for a more thoughtful approach. Successful conversations about smile enhancement stem from understanding the patient's frame of reference and creating a dialogue that resonates with their everyday experiences.

Understanding the Patient's Frame of Reference

One key insight in promoting smile upgrades is recognizing that patients are real people with specific interests and priorities. Like anyone else, they invest time and money in things that align with their frame of reference. Rather than initiating a conversation about smile improvement out of the blue, start by talking about things that are already in the patient's mindset.

Building Bridges with Compliments

Genuine compliments are an easy way to get your patient talking. A casual remark about their well-styled hair, manicured nails, fashionable clothes, or even their new car can create a connection. By acknowledging and appreciating these aspects, dentists can effortlessly transition into discussions about overall appearance, including the smile.

Developing Conversations Over Time

It's important to note that these conversations may not happen in a single visit. Much like the gradual development of relationships, some patients require multiple encounters before feeling comfortable discussing personal preferences or considering smile enhancements. Understanding that most sales are made on the 5th, 6th, 7th, or even 8th encounter emphasizes the significance of persistence.

Encouraging patients to move forward with fixing their smile requires a patient-centric approach. By acknowledging and building upon their existing frame of reference, dentists can create meaningful conversations that resonate with the individual. Developing these discussions over time, with persistence and genuine interest, ensures that patients feel understood and supported in their journey for a more confident and radiant smile.