Why do my patients get confused when I present complex implant options?
Because you are talking to a consumer like you would talk to another dentist, and the more complex the options get, the worse that habit hurts you. This is something unique to our kind of selling. We are not pitching colleagues who speak the language. We are explaining life-changing choices to anxious people who do not know a fixture from a flapper. As your options grow more sophisticated, your explanation has to get simpler, not fancier. When patients get confused, they do not make a bold choice, they make a bad one or no choice at all, and that is on you, not on them. Strip the jargon. Use plain words and a clear picture of where they end up. The skill is not sounding smart. It is making a complicated decision feel safe and obvious so they can say yes with confidence.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.