DENTAL CASE PRESENTATION- a K.I.S.S. for your Patient

You can kill a good presentation by trying to explain too much. You know what the patient needs and he/she probably knows too.

Most of your patients will be big picture” processors. They will want to know the BASICS- how long, how much, and the result. They may even tell you that. You can determine that from their metaphors and body language. The few “detail oriented” patients will be the accountants, engineers,… and other dentists. If you give too many details in your presentation, you will open Pandora’s Box for even the “Big Picture” patients to start a litany of questions. Avoid such statements as, “…then the Hygienist will scale, root plane and irrigate….”, or “… after I prepare your teeth, I’ll take some impressions, and….”

[ The Hygienist “removes disease” and you are “creating a great new smile”. It’s that simple! ]

There’s a time and a place for those detail explanations, but it is not during the case presentation. For now just concentrate on the value and the benefits. KISS. “Keep It Simple, Stupid.”      http://en.wikipedia.org/wiki/KISS_principle

Make your presentations well planned-out and concise. Utilize visual aids and social confirmations.

Picture your desired OUTCOME, then trim away the excess like a Michelangelo:

A 15th Century admirer looked in awe at one of Michelangelo’s sculptures and asked the maestro how he could create such a magnificent sculpture from a block of marble. Michelangelo said, “I saw the angel in the marble and I carved away the excess until I set him free.”

Here’s a humorous example:

The young doctor had just completed his first Treatment Plan Presentation for a big cosmetic makeover. He followed all the rules given by his coach. He demonstrated with study models, radiographs and photographs, and clearly detailed to his patient every situation requiring treatment. His presentation was planned, orchestrated and smoothly presented.

He explained an ideal treatment to his patient which the doctor had estimated at $22,500. The young doctor did not yet have a financial coordinator and had to present the investment himself. It was his first case over a few thousand dollars. He went into great detail then froze and could not give the fee.
 
The patient seemed impressed with the understanding that the doctor showed of his dental condition, and the benefits from the proposed treatment and told him that. “Doc, I realize that I neglected my dental condition for a long time and that I need a lot of work………..but honestly, I have no insurance and I can’t go over $25,000.”
 
With that the doctor snapped back, “That’s exactly what it will cost!”

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