A right to know
Having watched dozens of dentists at work with their patients I’d like to say something controversial.
Most dentists show their patients the cheapest treatment option but the majority of dentists do not show their patients the best that dentistry has to offer.
A common example is when a patient comes in with a broken tooth. If it were my tooth, I’d choose to have a ceramic onlay. But, what I see a lot of dentists do is place a filling with no discussion of options.
When I challenge them why they did this I get responses like:
“The patient can’t afford the onlay.” (If you haven’t asked them how would you know?)
“I offered them an onlay two years ago and they weren’t interested.” (People change. Maybe this time they’ll say yes.)
“They wouldn’t want that.” (Why? How do you know that?)
I never want to die wondering whether a patient would accept ideal treatment. As a friend of mine says: “It costs nothing to ask.”
I’ve often been amazed by patients who look like they can’t afford it, yet accept ideal treatment. I recall a retired school teacher arriving at my practice driving an old, beaten up car. It would have been worth only a few thousand dollars. Yet, she instantly said yes to a $23,000 case.
I contend that patients have a right to know about ideal treatment. You’re not doing them a favour by only showing them what you think they can afford. You’re doing them a disservice
If, for example, you don’t tell them about strengthening a root-filled tooth with a crown and the tooth subsequently breaks who’s at fault? I’d argue that you are. But, if you tell them and they choose to take their chances then it’s not your fault if the tooth breaks.
It all gets down to how you offer treatment to patients. If you offer in the correct way then patients will never be offended, in fact they will be grateful.
If you enjoyed this article here are some other topics you might like: why your best dentistry may never get done if you self-censor, how to present ideal treatment without pressure.
A practice that communicates well and runs efficiently is almost unstoppable. If either of those resonates, explore case acceptance or efficiency or both.
