By: Mike Crete DDS
This topic originally appeared on Pankey.org. Dr. Crete granted permission for it to be shared with igniteDDS readers.
Have you ever found yourself explaining a treatment plan to a patient, only to be met with a blank stare and silence for a minute? It’s a common scenario indicating that while the patient was listening to you, they may not have been quite ready to HEAR what you said.
Understand When Your Patient is Ready To Accept The Treatment
Every dentist who aims to practice dentistry with a spiritual and financial reward must be able to know and live the cross of dentistry, as taught by Dr. L.D. Pankey. This starts by knowing yourself and your work well so you can deliver the best dental care.
Knowing your patients, which means their circumstances, objectives, and temperament, can usually change their decision to accept the treatment and meet the patients where they are.
Sometimes they are not ready for the whole treatment, so you can proceed with a phased treatment that may be more acceptable to them, or no treatment at all if they are not ready at that moment.
Only by getting their trust and approval will you be able to apply your knowledge and help them for their best.
When you understand your patients, you can meet them where they are. You will then know when they might be ready to hear the recommendations you have to improve their dental health.
Asking the Right Questions & Actively Listening
It all begins with asking the right questions and actively listening as you get to know each patient.
- What are their values, fears, expectations, and perceived needs?
- How much do they understand the value of dental care and its importance — what is their dental IQ?
Sometimes they need more explanation to understand their current condition, other times they don’t have insurance that can support their dental care.
All these factors play a role when it comes to treatment acceptance and influence a patient’s decision, while many times we are too concerned to proceed with our recommendations and ignore them.
I oftentimes find myself initially putting out the “fire” for a patient (ie. repairing a broken cusp or chipped front tooth, getting the patient out of pain) and then easing the patient into care in our office in a way that makes them feel taken care of.
I may take several years to build trust with the patient, educate them about optimum oral health, and help them understand the root causes of their condition. Over time, the patient usually starts to ask more questions and dental health becomes a high value for them.
They eventually say something like, “Hey doc, I’m READY … when can we get started?”
Developing your clinical skills is very important to providing excellent dental care. But I find it’s equally important to develop your communication skills such that you can really get to know your patient and know when they are READY to own their condition and get started with the necessary treatment.
In Conclusion
Are you forging authentic connections with your patients? Invest time in comprehending their needs, concerns, and unique circumstances.
By fostering genuine relationships and acknowledging their readiness, you can gently steer them toward optimal oral health and informed treatment choices.
Delve deeper into The Pankey Philosophy of dentistry by enrolling in our advanced courses at The Pankey Institute, and reignite your passion for your profession.
Keep Reading: Dental Patient Communication
