Printer Friendly Email Article

What they want
With this age group, whitening is the most popular choice, Dr. LeSage said. It’s relatively inexpensive and patients see results right away. Alignment and veneer restorations are also on the list, but remind these patients to think about fresh breath before answering that first interview question.

Bad breath can be offensive, Dr. LeSage said, and is probably the first dental-related concern to consider when interviewing.

“Some people don’t realize their breath is not so great,” Limoli said. “Dental offices can do tests on whether breath is fresh. If somebody has bad breath, an employer usually doesn’t think I’m not going to hire that person because of it, but it doesn’t count as brownie points. Fresh breath can help build confidence.”

Understand their needs
Whether it’s a porcelain veneer restoration or composite bonding the new grad wants, Dr. John Calamia (enamelique.com), Director of Esthetics at New York University College of Dentistry, said talking honestly with your patients and really addressing their needs is the best way to get them excited about cosmetic procedures.

“I listen very carefully to any patients who come in asking for those types of treatments and try to discern what it is they’re trying to accomplish,” Dr. Calamia said. “I give them the treatment that’s going to take care of their needs and be the least invasive. I’m truthful and honest with the individuals, and they know I’d be doing the same thing if it was my daughter or wife sitting in the chair. I have respect for what they’re trying to accomplish and I make sure we’re on the same wavelength.”

And that includes letting your patients know when their expectations aren’t realistic, Dr. Calamia said. Sometimes these patients want something that just can’t be done, and when that’s the case, it’s your job to let them know.

Reap the benefits
Dental offices are busy places, so it’s easy to forget your patients’ accomplishments whether it’s a college graduation, wedding or milestone anniversary, Limoli said. When these occasions come up, take the opportunity to send the patient a card and offer a free cleaning or whitening.

If you’re acknowledging a college graduation, you may have given that patient a reason to stay with your practice after he or she does find a job and leaves mom and dad’s house. And it may remind the parents that it’s time to focus on their smile and go forward with those cosmetic services they’ve been thinking about.

“Giving a personal acknowledgement to the family can have many rewards,” Limoli said. “It’s a great opportunity to appeal to a once child patient as an adult. And when those patients do get jobs they’ll have co workers, which can begin a whole new crop of patients and referrals.”

And the confidence boost you’ve given that patient will extend well beyond their next job interview, Dr. Calamia said.

“It’s a tremendous difference. It’s fascinating to me how many patients almost seem to change in personality when they have that self confidence,” Dr. Calamia said. “I have individuals who are shrinking violets and don’t want to say anything and don’t want to smile without a hand in front of their mouth. Once they go through a procedure and see the results, they have a lot more confidence in their personal appeal.”

related articles

• How to sell “bright” in a dark economy
• Modern Hygienist: Pitching a perfect smile
• Whitening addiction

2 of 2