After completing basic dental treatment, how should the practice offer a next step to the patient?
By proactively presenting it as an opportunity, then letting the patient decide. The next step might be a comprehensive lifetime view of the patient’s oral health, an assessment of long-term risks, a focused look at another specific problem, or a recommendation for an elective enhancement. The offer is made cleanly, without pressure, immediately after the current treatment has gone well and the patient is in a positive frame about the practice. If they respond with interest, they move back to the top of the selling process for the new scope, tailored to the new situation. If they decline, the practice accepts the decision with the same respect it showed in the original consultation. A patient who treats one tooth and declines a comprehensive assessment deserves the same courtesy as one who accepts the full review. Both decisions belong to the patient. The practice’s job is to make the offer visible and the choice easy.
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.