Dentaltown January 2022 - 72
" Instead of 'selling
[dentistry],' think of it as
infl uencing people to
make the advantageous
decisions you know they
should make to look and
feel their healthiest. "
Building and earning trust
An effective case presentation that results in compliance
starts long before you begin presenting it. From
the moment a patient calls or walks into the offi ce,
everything they see, hear and feel communicates a
message that will begin to shape their opinion of you,
your team and the quality of care they can expect.
Be intentional about building trust from the earliest
interaction through the case presentation and with
every detail in between, including all the little things
that add up to a big impact on a patient.
* From the very fi rst call, the phones are
handled with intention, effi ciency and care.
* The building's exterior and signage make
a great fi rst impression.
* The lobby and treatment rooms wow
new patients.
* Everyone on your team looks, dresses and
behaves impeccably; paperwork and check-in/
check-out processes are handled fl awlessly,
and the doctors and other providers are set up
as approachable and knowledgeable authority
fi gures.
72 JANUARY 2022 // dentaltown.com
* New patients are greeted by name immediately
upon arrival, are given an offi ce tour and
welcome gift, and are formally introduced to
you. You want them to feel comfortable in your
place of business and to like you before they
even meet you.
* Benefi cial services or products are presented
to every patient at every visit.
* Patients are regularly asked for referrals.
* The doctor spends the fi rst few minutes
building a relationship with each patient before
even asking about their dental issue. Get to
know them so that you can make appropriate
treatment recommendations and learn about
opportunities to attract new patients, such as
family members or colleagues.
This trust-building process also drives the second
growth strategy, to increase visit frequency, because
patients are more likely to schedule timely hygiene
appointments, come in at the fi rst sign of discomfort
or return for whitening treatments.
http://www.dentaltown.com
Dentaltown January 2022
Table of Contents for the Digital Edition of Dentaltown January 2022
Howard Speaks: Coach Your Team To Success
Professional Courtesy: Losing It Is Just The Beginning
Continuing Education Update
Industry News
Poll: Sleep Dentistry
Message Board: Crown Lengthening or Not
Message Board: Fixing a Natural Open Contact
Message Board: Golden Handcuffs/How to Retain an Associate Long Term
Message Board: Upper All-on-4 - Fast Track Workflow
Office Visit: Dr. Eric Steinbach
Autogenous Soft Tissue Grafting — Dr. David Paulson
Taking It In-House — Dr. Joe Westbury
Ad Index
Turning On the Dental Overhead Light — Dr. Claudia Le
Earn Trust, Then Compliance — Jay Geier
A Team Wins Playing 1-On-1 — Dr. Tim Goodheart
Dentally Incorrect
Dentaltown January 2022 - 1
Dentaltown January 2022 - Cover1
Dentaltown January 2022 - Cover2
Dentaltown January 2022 - 1
Dentaltown January 2022 - 2
Dentaltown January 2022 - 3
Dentaltown January 2022 - 4
Dentaltown January 2022 - 5
Dentaltown January 2022 - 6
Dentaltown January 2022 - 7
Dentaltown January 2022 - 8
Dentaltown January 2022 - 9
Dentaltown January 2022 - 10
Dentaltown January 2022 - 11
Dentaltown January 2022 - Howard Speaks: Coach Your Team To Success
Dentaltown January 2022 - 13
Dentaltown January 2022 - Professional Courtesy: Losing It Is Just The Beginning
Dentaltown January 2022 - 15
Dentaltown January 2022 - Continuing Education Update
Dentaltown January 2022 - 17
Dentaltown January 2022 - Industry News
Dentaltown January 2022 - 19
Dentaltown January 2022 - Poll: Sleep Dentistry
Dentaltown January 2022 - 21
Dentaltown January 2022 - Message Board: Crown Lengthening or Not
Dentaltown January 2022 - 23
Dentaltown January 2022 - 24
Dentaltown January 2022 - 25
Dentaltown January 2022 - Message Board: Fixing a Natural Open Contact
Dentaltown January 2022 - 27
Dentaltown January 2022 - Message Board: Golden Handcuffs/How to Retain an Associate Long Term
Dentaltown January 2022 - 29
Dentaltown January 2022 - 30
Dentaltown January 2022 - 31
Dentaltown January 2022 - Message Board: Upper All-on-4 - Fast Track Workflow
Dentaltown January 2022 - 33
Dentaltown January 2022 - 34
Dentaltown January 2022 - 35
Dentaltown January 2022 - 36
Dentaltown January 2022 - 37
Dentaltown January 2022 - 38
Dentaltown January 2022 - 39
Dentaltown January 2022 - Office Visit: Dr. Eric Steinbach
Dentaltown January 2022 - 41
Dentaltown January 2022 - 42
Dentaltown January 2022 - 43
Dentaltown January 2022 - 44
Dentaltown January 2022 - 45
Dentaltown January 2022 - 46
Dentaltown January 2022 - 47
Dentaltown January 2022 - 48
Dentaltown January 2022 - 49
Dentaltown January 2022 - Autogenous Soft Tissue Grafting — Dr. David Paulson
Dentaltown January 2022 - 51
Dentaltown January 2022 - 52
Dentaltown January 2022 - 53
Dentaltown January 2022 - 54
Dentaltown January 2022 - 55
Dentaltown January 2022 - Taking It In-House — Dr. Joe Westbury
Dentaltown January 2022 - 57
Dentaltown January 2022 - 58
Dentaltown January 2022 - 59
Dentaltown January 2022 - 60
Dentaltown January 2022 - 61
Dentaltown January 2022 - 62
Dentaltown January 2022 - 63
Dentaltown January 2022 - 64
Dentaltown January 2022 - Ad Index
Dentaltown January 2022 - Turning On the Dental Overhead Light — Dr. Claudia Le
Dentaltown January 2022 - 67
Dentaltown January 2022 - 68
Dentaltown January 2022 - 69
Dentaltown January 2022 - Earn Trust, Then Compliance — Jay Geier
Dentaltown January 2022 - 71
Dentaltown January 2022 - 72
Dentaltown January 2022 - 73
Dentaltown January 2022 - A Team Wins Playing 1-On-1 — Dr. Tim Goodheart
Dentaltown January 2022 - 75
Dentaltown January 2022 - 76
Dentaltown January 2022 - 77
Dentaltown January 2022 - 78
Dentaltown January 2022 - 79
Dentaltown January 2022 - Dentally Incorrect
Dentaltown January 2022 - Cover3
Dentaltown January 2022 - Cover4
Dentaltown January 2022 - 86
Dentaltown January 2022 - 87
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