Clear aligners are changing orthodontics, and as a dental professional, you may be eager to offer this innovative solution to your patients. This guide will help you communicate with your patients in a way that makes them interested in investing in clear aligner treatment.
I do assume you are already familiar with the basic prerequisites like orthodontic diagnostics, setting up realistic treatment objectives, comprehensive treatment planning including orthodontics and functional occlusion and that you have some experience with clear aligner treatments.
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Step #1: Be the patients advocate
Your primary role is to address your patient's dental concerns, not to push a product. Patients seek solutions to their dental issues and the confidence of a beautiful smile. They will sense if you have a different agenda (Make sure you do not push a treatment based on finances, new and exiting technology or techniques you have learned recently) Start by discussing their dental problems and ask questions about their desired future smile. Do not start explaining the necessary orthodontic movements until you have a complete understanding of the patient. This enables you to focus on the benefits in the eyes of the patient. Save the details about the aligners for later. Focus on listening to your patient’s needs and concerns first.
Step #2: Focus on the emotions
Emotions play a crucial role in decision-making. Set aside the first 15 minutes of the initial appointment asking about personal matters and dental issues. I know 15 minutes is a lot of time in any dental office. To spend this amount of time forces you to ask a lot of questions. Keep the questions related to the teeth, the smile and how the patients desired future smile will benefit the patient (from the patients perspective) This personalised approach shows patients they are more than just another case to you. Asking questions and actively listening can significantly enhance their trust in you.
Step #3: Demonstrate competence
Patients need to feel confident in your ability to treat their smile. Show before-and-after photos of patients you have treated previously to illustrate the results you can achieve. These don’t have to match the patient’s exact condition but should demonstrate your expertise and the successful outcomes of your treatments. This helps build motivation and trust.
Step #4: Explain why: Be rational
Spend a maximum of 5 minutes explaining the benefits of orthodontic treatment. Use words or visuals to illustrate the potential consequences not treating the dental conditions of your patient. Avoid addressing the patient directly. Instead tell the patient what you typically see in other patients with similar conditions, that are not being treated, such as worn, cracked, or fractured teeth and simply ask the patient if this is something that worries the patient or not. (If the patient is not worried you will need to tell the patient that you are worried. But do not expect the patient to invest in treatment right now. If you try to push a sale in this situation, the patient will most likely find another dentist).
Step #5: Show a Clear Aligner if the patient is interested
After conducting the clinical examination, photos, and scanning, introduce the clear aligner. Highlight its benefits—comfort, aesthetics, technology, and science. Address common objections:
“Are they really invisible?” Simply ask the patient if the patient has observed your own aligner (retainer). Typically they have not. By illustrating to the patient, that the aligner is in fact nearly invisible this way is very convincing.
“Does it really work?” Encourage the patient to talk to one of your team members who has undergone treatment. This is much more trustworthy than you praising your own treatment. The team member should have time to talk with the patient and know how to go through the financial plans and be able to book an appointment for the next step.
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Step #6: Promote a Fantastic Experience: Use Emotion
As any sale starts way before the patient enters the dental office. Enhancing the patient experience is crucial. Create a welcoming environment with the ability to examine a clear aligner while talking with a team member about clear aligner treatment. Maintain a charismatic and cheerful atmosphere. Ensure your team embodies this positivity to make each patient’s visit exceptional.
Step #7: Set Goals and Have Fun Along the Way
Even though you are setting goals you will not ever promote or sell treatment without a professional indication. However setting goals and tracking them will remind you, that you should look for patients that could benefit from treatment. Just like any other type of treatment, there will be periods where you dont see any potential patients and others where every patient seems to be an ideal candidate.
Set SMART goals (Specific, Measurable, Attainable, Relevant, Time-bound) for your practice, such as “Start 30 new clear aligner patients by the end of the quarter.” Discuss these goals in weekly meetings, track progress, and celebrate achievements. Fostering a fun, goal-oriented environment keeps your team motivated and engaged.
Embrace the Future of Clear Aligners
The clear aligner market is expected to grow approximately 25% annually, reaching USD 34.89 billion by 2034. From a business perspective and if you find it interesting to work with adult orthodontics. The sooner you embrace this trend, the better positioned you’ll be.
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Sincerely
Dentist, co-founder & business advisor
Jesper Hatt DDS
Phone: +41 78 268 0078
AlignerService
We are dentists helping dentists create realistic, safe and predictable treatment plans with clear aligners.
Currently more than1500 dental practices in 19 different countries use our service on a regular basis. We offer expert guidance in the following clear aligner systems: Invisalign, SureSmile, ClearCorrect, TrioClear, Angel Aligners and Spark.
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