How do I present treatment options to a DMO patient ethically?
Treat the DMO patient exactly like any other patient, with one honest twist. Start at the initial exam or at hygiene and give them a real choice. Frame your out of pocket fees before you ever get into a major presentation, so the number isn’t a shock at the end. Show before and after digital preview images. If you’re presenting two or three crowns, the patient has to see what the finished result looks like, or you’re shooting yourself in the foot. Then lay out the best option, the very good option, and the acceptable one, which for them is the covered DMO treatment. The moment you slip into selling something a patient doesn’t need, you’ve lost the leadership position and they’ll feel it. Do this from honesty and you’ve done your job. Some upgrade, the rest get good covered care.
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.
