What’s the litmus test for whether a piece of dental technology will help case acceptance?
Ask one question: does this technology reduce complexity for someone of average or less-than-average intelligence and improve their basic understanding of the problem or solution? If the answer is yes, the technology might earn a spot in your selling process. If the answer is no, ignore the pitch regardless of how compelling the demo looks. Cone-beam scanners produce beautiful images but most patients cannot interpret them and would not feel more decided after seeing one. ‘What if’ cosmetic simulations let the patient see themselves with new teeth, which directly reduces complexity and improves understanding. The difference is whether the technology serves the patient’s comprehension or just the practice’s clinical workflow. Most trade-show technology is the second.
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.