When you are discussing treatment with a patient, there are 3 types of communication that can take place.
Don't want to read the full article? You can watch the short video version below.
These 3 types of communication are;
This is where you see the patient and you TELL them “You need this, this this"
This is where a patient comes in saying “I want Invisalign” “I want implants”. Patients are now able to have so much more information at their disposal, with thanks to social media, youtube etc. Patients are self diagnosing and telling you what they want.
Pull communication is a useful first stage, but you want to reach collaborative communication, and here’s why:
This is the most effective way of coming to a case acceptance. This is where you are both listening to one another, and as a dentist you are taking into account the patient’s emotional needs as well as their clinical needs.
This is a two way method, where you working together to find the best solution. Your patient is more likely to accept the treatment plan because they have contributed so much to it.
By being able to involve the patient in their diagnosis and understanding the emotional factors, you will develop a better relationship with your patient.
You want the patient to be able to make an informed choice through effective co-diagnosis. This makes the patient feel empowered and ready to take that first step.
If you would like to find out more about how I personally run my consultations then click the link below to check-out a quick webinar i made going through my whole process and my advice for getting higher value cases with a higher acceptance rate.