That’s what I keep hearing dentists say. Yet often they’re also the same dentists who say that they haven’t got any challenging work to do and they’re bored. They are unwilling to charge appropriately for “check-ups” so they lose out on their hoped for hourly rate.
Start by changing what you call the routine examinations. Frequently the phrase check-up is prefaced by the words “just a”, well it may be “just” another check up for the dentist and their team but it’s a once (or twice) a year big deal for the patient. “What are they going to say this time?” “I had a twinge last week, should I tell them” “Oh heck they want X-rays, what’s that about”. It’s not just a check up.
Change the words, emphasise the Health element. What’s wrong with Dental Health Review?
How many other professionals have the opportunity to introduce their clients to the benefits of new ideas to educate and raise their awareness of what is available?
I had a conversation recently with a solicitor about the reason why, when his storage areas were bursting with client files, he had decided to join forces with another firm. It turns out that the files are one offs, that people don’t uses a solicitor regularly. It’s only when they made contact with him does he get (or make?) the opportunity to offer them more. In many cases he’s just waiting for them to die so he can get an income from probate.
Take the chances that are presented to you, have a regular ‘fact finding’ review as a conscientious IFA would so that both you & the patient have an idea where they are headed, what they might want in the future. With uncertainty around pensions & health there is no point in waiting for somone aged 55 to retire befor hitting them with the ‘ideal’ treatment plan, they could have afforded it at 55 but not when they are dependent upon a fixed income.
The Incisal Edge 