Whether they place or restore implants, dentists tend to present implants just as they do need-based procedures. Unsurprisingly, these practices typically perform few implant procedures. Since need-based case presentations are often about avoiding pain, it's easy to justify the procedure, but elective procedures require far greater effort. To promote acceptance of implants, dentists and teams need effective presentations that educate and motivate patients to move forward.
Educate patients without overwhelming them. While the dentist and the dental team should educate patients as fully as possible regarding the benefits of implants, it's also important to keep discussions succinct. As with any other patient communication, conversations about implants should be scripted to deliver concise, clear, and consistent messages.
Don't sabotage your implant case presentation. Because the cost of implants is always a sticking point, you should offer a range of financial options. To help make implants more affordable, practices should offer these options:
- 5% discount for payment in full
- Half up front and the balance before treatment is completed
- Credit cards
- Outside patient financing
