When it comes to a cosmetic issue you’ve noticed with a patient’s smile, sometimes it’s a hard conversation. These conversations can feel awkward at first. But when done with empathy and confidence, they can open the door to our patients. Here’s a simple 3-step framework to make it easier:
Ask for Permission
Before jumping in, always ask permission to show the patient something you’ve noticed. You could say something like: “Can I show you something I’m seeing with your teeth?”
Make sure you’re ready with intraoral photos or a mirror. The key here is that the patient has to see it for themselves.
Show Them
Use the photo or mirror to point out what you’re seeing. Keep it neutral and factual to avoid judgmental language. “Do you see how these front teeth look a little darker than the others?”
When patients see the issue firsthand, it becomes much more effective than simply telling them what you’re seeing.
When patients see the issue firsthand, it becomes much more effective than simply telling them what you’re seeing.
Explain a Solution
Now that they’re aware, offer a clear, confident solution. “If you want to correct the darkness on these teeth, we do have veneers that completely cover the discoloration and make them look amazing.”
The goal isn’t to “sell,” it’s to educate and empower. Give them the option, describe the benefit, then let them decide when they’re ready. They may say “no.” However when they do say yes, they will love you and be happy you let them decide.
End with an stress-lowering statement that makes you seem like you’re not selling anything. “If it doesn’t bother you, it’s totally ok, but that’s an option if you did want to address it.”
It breaks the tension. You’re not asking for a yes, you’re not asking them to schedule. You just presented a problem to them, and it’s up to them if it bothers them enough to fix it.
Keep leading with care and your patients will feel the difference.
Be well and do well,
Addison Killeen
P.S. If you’re looking for a place to talk cosmetics or need help with a case, join Dental Success Network! DSN is a community of practicing dentists and if you join now you get a 7-day free trial!
The goal isn’t to “sell,” it’s to educate and empower. Give them the option, describe the benefit, then let them decide when they’re ready. They may say “no.” However when they do say yes, they will love you and be happy you let them decide.
End with an stress-lowering statement that makes you seem like you’re not selling anything. “If it doesn’t bother you, it’s totally ok, but that’s an option if you did want to address it.”
It breaks the tension. You’re not asking for a yes, you’re not asking them to schedule. You just presented a problem to them, and it’s up to them if it bothers them enough to fix it.
Keep leading with care and your patients will feel the difference.
Be well and do well,
Addison Killeen
P.S. If you’re looking for a place to talk cosmetics or need help with a case, join Dental Success Network! DSN is a community of practicing dentists and if you join now you get a 7-day free trial!
