Every piece of technology is important. But if we don’t take the time to explain it to the patient, we are missing out on something very important. Telling the patient what I am doing and why I am doing it, in a way that benefits the patient is key to dramatically increasing case acceptance later on when presenting complex or comprehensive treatment.

No matter what type of technology or equipment or tools we get in my dental office, we will communicate the benefit of that thing to the patient. We will tell them in very simple terms, why I purchased this thing with respect to what’s in it for them. We do this with even simple or small items. I want the patient to know and feel that when I invest money in my practice, it is for their benefit. I want them to see how much we do and learn and constantly change in order to stay ahead and deliver above and beyond… for THEM.

That not only raises us as professionals, it also eliminates objections to treatment ahead of time. By saying to the patient:
By the way, we are going to be using this…
It helps me help you like this…
This benefits you like this…

Explaining the Why behind getting this thing, helps the patient trust you, raise respect for you, and understand what it is you are recommending, as well as why your fee is what it is. The most important focus for me, when communicating with a patient is that I do it in a way that relates to them. Always hone it to who they are. So if they are an engineer, or that type of personality, and they love data, percentages, and stats, I will give them lots of that. But if they are more kinesthetic, I will focus on the fact that this technology helps me understand and sense what is going on so I can help them feel more comfortable.

Communicate in their way and present the benefits to them will result in much greater case acceptance and elevate you as a true professional who cares and understands.