What Doctors Should Know about Implant Case Presentation
By Roger P. Levin, DDS
Dr. Smith likes having implants as a part of his practice. He felt certain that his case presentations are exciting and motivating. He proudly states that his case acceptance is nearly 100%. Yet, his implant practice is drastically underperforming.
How is that possible?
Dr. Smith is presenting only to patients who are already highly motivated to accept implant treatment. To quote the old saying – this is like preaching to the choir. Like many involved with implants, Dr. Smith actively pre-screens his patients and decides against presenting to less likely prospects for various reasons. What Dr. Smith doesn’t realize is that his case presentations aren’t as motivating as he thinks they are. Then again, if he is only presenting to patients who are already motivated, it may not matter. If he tries to reach other patients with the same case presentation techniques he has been using, he will most likely fail. What does he need to do?
Implant case presentation is about educating every patient on the value of implants using a highly effective consultation. All successful implant practices know the following two things:
1. Patients Are Uninformed About Implants
A significant number of dentists do not restore a single implant case in any given year. That means many patients never hear about dental implants from their dentist. Patients certainly aren’t learning about implants on their own. There is no media blitz about implants to expose patients to the benefits, like there has been about whitening. Quite simply, if doctors and their teams don’t tell patients about implants, patients are not going to hear about implants.
Levin Group has found that patients who simply hear about implants (even before they need them) often develop an interest and are motivated to learn more. Clearly, the first step to implant case acceptance is to simply get the word out!
Patient education is not just handing patients a brochure or giving them a cursory clinical explanation. Patients’ knowledge of implants is so incomplete that they cannot easily determine how appropriate implants may be for them. Keep in mind that a person who has never had implants cannot easily comprehend or appreciate the magnitude of the benefits. Comprehensive education is a determining factor for whether a patient says “yes” to implants.
2. Everyone is a Candidate for Implants
Implants have an extremely high success rate – higher in fact than virtually any other surgical procedure. Remarkably, this astonishing success rate is seldom communicated to patients.
Granted, not every patient can afford implants or needs them at the moment. Nevertheless, every single patient should be made aware of them. Therefore, dentists have an obligation to educate all patients about this treatment option. Avoid screening patients based on your perception of their interest level or ability to pay.
Another way to gauge the importance of educating patients is to put yourself in their place. If you were missing a tooth, what treatment would you choose for yourself? You would undoubtedly pick an implant.
Assume that every patient who is missing a tooth would like an implant. Your belief in implants should come across in every case presentation. Your passion for implants serves to inspire patients. When you emphasize the patient benefits of implants in your presentations, treatment acceptance invariably increases. Many dentists feel that they should simply mention options, and the patient will consequently make the best choice. Successfully presenting implant cases depends on patient education and motivation. In truth, Dr. Smith wasn’t actually providing either. To be successful in implants, you have to provide both!
Conclusion
Educating all patients about implants – even before there is a need – is the foundation for future case acceptance. Practices must not present only to those who are already receptive to the idea of implants. They must present to every patient who would benefit from implants. Determine what motivates your patients and tailor your case presentations as needed. This is the secret of highly successful implant practices.