I'd like to shed some light on an essential aspect of my practice - cosmetic consultations.
To begin, it's important to understand the unique circumstances of my practice. With just five operatories and two full-time hygienists, my schedule is carefully balanced. We have three operatories available for restorative work and staggered appointments, while the third operatory serves as an emergency and non-production space. Given these constraints, I must maximize the value of every appointment.
We've experimented with various consultation formats, including one-hour sessions. However, we found that losing an entire hour of production time simply wasn't feasible given our physical limitations. Therefore, we've refined our approach to offer a 20-minute consult, which might seem brief, but it's remarkably effective.
Here's how our process works:
Team Engagement: Our skilled team members take digital photos and engage patients in meaningful conversations. They identify emotional triggers and motivations for treatment. Importantly, they provide a general understanding of the potential treatment cost per unit but refrain from offering any specific treatment plan at this stage.
Building Rapport: When it's time for me to meet the patient, I focus on building rapport. Rather than dictating how their smile should look, I emphasize what's possible and assure them of my skill and expertise. Trust is paramount.
The Mock-Up: I propose creating a mock-up to help both the patient and me visualize the potential outcome. After completing the mock-up, I hand them a mirror to assess the results themselves.
What usually happens next is quite remarkable. The patient often loves the mock-up and expresses a desire to proceed to the next step. This is when I explain that I need additional information to fully understand their functional needs and ensure they have a strong dental foundation for the proposed treatments.
In essence, my consultations serve as an opportunity to get to know the patient and ensure that they genuinely want to embark on this journey with me. Once I establish that commitment, I can delve into the details of treatment planning. I believe this approach allows me to connect with my patients on a deeper level and build trust, which are the cornerstones of successful cosmetic dentistry.