Esthetics is one of the fastest growing areas of dental practice. Most dentists I have spoken with in recent years find esthetic cases not only profitable, but very enjoyable as well. When I transform someone’s smile from ravaged to resplendent, the satisfaction I get in doing so is one of the most fulfilling aspects of my career.
This patient came to me looking for a way to improve her smile from the ravages of neglect and lack of care.
Guiding her into the treatment necessary for a complete restoration of her smile was relatively easy.
I often get asked, "How do I get there more consistently?" Allowing patients to co-diagnose any esthetic discrepancies in their smiles and making them aware of the treatment options available to correct these conditions is the first step in that process. Frequently, when patients become conscious of a flaw in their smiles, they will be interested in how it can be rectified.
Asking the right questions is paramount. In my practice, new patients fill out separate medical and dental histories. Two key questions on the latter read, "Is there anything you wish to change about your oral condition?" and "Are you satisfied with the appearance of your smile?" Answers to each or both of these questions often open the door to a discussion of how the patient's dental esthetics can be improved.
Co-diagnosis involves exploration and here it is worth remembering the old saying, "A picture is worth a thousand words." Even if the answer to these two questions is "no," identifying an esthetic deficiency to your patient through use of an intraoral camera can turn the light bulb on over his or her head.
If you are not using an intraoral camera in your practice now, get one immediately. It is absolutely essential in a dental practice seeking to do more esthetic dentistry as it is a cornerstone of patient education and without one, both you and your patients will lose out.
This patient was unaware of the gingival imperfections at the abutments of his bridgework until revealed to him via intraoral camera.
Replacing this bridgework made the patient much happier about his smile, having realized the improvements that were needed.
Once patients take ownership of an esthetic deficit, it is up to you as the dentist to lead them to the most effective solution to that problem. Any conversation about pertinent procedures and/or materials will be greatly enhanced with before-and-after photographs of your own work that remedied a comparable issue under similar circumstances. This demonstrates that you have the prerequisite knowledge and skills to solve your patient’s esthetic dilemma. And if you don’t, this will be obvious in your photography as well.
Using stock photography will not have the same effect in these situations. In my experience, discerning patients want to know whether what they are looking at is merely a hypothetical possibility or a real likelihood with you. It is my belief that any dentist who wants to actively pursue a significant esthetic treatment caseload needs to have an extraoral digital camera system and know how to use it efficiently.
Once an esthetic drawback is recognized by your patient and you both have agreed on the appropriate solution, make it easy for him or her to accept treatment. Many times, proposed treatment will not be or only partially be covered by a third party payer, leaving a considerable out-of-pocket expense for your patient to bear. In these situations, having dental patient financing options readily accessible will help make it easy for your patient to say "yes".
And in the end, isn’t that what it’s all about? Having all these elements (recognition, agreement and assistance) in place is how you finally get to where you and your patient want to go. This is how you get to "yes!"