Dr. Stan Michalski III, DDS, says, “Far too often we present a fabulous treatment plan with intricate details of each procedure . . . we can’t wait to get started doing wonderful things for our patients. We salivate at the thought of using the new equipment that cost us thousands of dollars, dream about the gorgeous results we will surely deliver, and solve a problem as complicated as our last tax return, only to hear from our front desk person that the patient didn’t schedule treatment. We go home thinking the auxiliary somehow failed or the financial coordinator put the hex on the treatment plan when, in most cases, it is the dentist who is the problem. . . . We tell people what they need—not ask them what they want.” Here, he offers three tips that will make a big difference in our case presentations.

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