Welcome to another episode of the “Full-Arch Secrets” Podcast! In Episode 14, we dive into the intricacies of patient conversion with Robin Dackman, the Director of Patient Education Training at Dental Implant Machine. Robin, the architect behind the Full-Arch Closing Certification Program, shares her expertise on transforming leads into consultations and ensuring they move forward with treatment. Let’s explore the key takeaways from this insightful discussion on the dental implant practice system and the team.

The Importance of a Structured System in A Dental Implant Practice

The foundation of any successful dental practice lies in having a robust system in place. As highlighted by Spencer Walker, CEO of Dental Implant Machine, 80% of a practice’s success hinges on this system, the team, and their training. This structured approach is what Robin refers to as the “Full-Arch Flywheel” framework, particularly emphasizing the Closing Architecture.

The Journey of Dental Implant Patient Conversion

1. Dental Implant Patient Arrival and First Impressions
   Creating a welcoming atmosphere is crucial. The initial interaction with the patient sets the tone for their entire experience. Ensuring that the patient feels comfortable and reducing anxiety from the outset is vital. This can be achieved by focusing on the patient’s arrival experience and maximizing that first impression.
2. Dental Implant Patient Discovery
   Engaging with the patient emotionally and understanding their pain points is the next step. This deep dialogue helps identify why the patient is seeking treatment, which is essential for motivating them to proceed. Robin emphasizes the significance of connecting with patients on a personal level to uncover their true motivations and concerns.
3. Dental Implant Patient Education
   Educating the patient about their options is where the treatment journey begins. This step involves presenting dental implants or other solutions as the ideal response to their problems. Detailed explanations about how the treatments work and the various options available help bridge the gap between the patient’s current state and their desired outcome.

The Dental Implant Practice Tour: Building Trust and Reducing Anxiety For Dental Implant Patients

One of the standout strategies discussed by Robin is the practice tour. This seemingly simple step plays a pivotal role in patient conversion:

• Creating a Unique Value Proposition (UVP) For Your Dental Implant Practice
  A practice tour showcases the unique aspects of the dental practice. Whether it’s impressive artwork, state-of-the-art technology, or the credentials of the dental team, highlighting these elements adds value and builds trust.
• Future Pacing and Visualization Higher Dental Implant Case Acceptance
  During the tour, it’s essential to use future-pacing language. Phrases like “When you come in for your treatment…” help patients visualize themselves going through the process. This technique is powerful in making patients feel comfortable and committed to the journey ahead.
• Building Rapport with Dental Implant Patients and Addressing Unknowns
  The tour also serves as an opportunity to build rapport through casual conversation. Discussing personal interests, family, or upcoming events can naturally reduce anxiety and make patients feel more at ease. Additionally, by familiarizing them with the practice environment and team, many unknowns are addressed, which significantly reduces fear and builds trust.

The Role of the Dental Implant Practice Team

A well-coordinated team is essential for this process. Everyone from the receptionist to the dental assistant should be aware of their role in making the patient feel welcome. Simple gestures like greeting the patient warmly and ensuring a smooth handover between team members can make a significant difference.

Final Steps: The Scan
Robin suggests saving the scan for the end of the consultation process. By this point, the patient is more relaxed and comfortable. The scan, a critical part of the treatment planning, is conducted in a manner that keeps anxiety levels low. Robin explains that setting the patient up and explaining the process once again ensures they feel cared for and understood.

Elevate Your Dental Implant Consultation Success Rate

The “System and The Team” approach to patient conversion is about more than just following a set of steps. It’s about creating an environment where patients feel valued, understood, and confident in their decision to proceed with treatment. Robin Dackman’s insights into the Full-Arch Flywheel framework provide a comprehensive guide to achieving this. By focusing on patient arrival, discovery, education, and utilizing the practice tour effectively, dental practices can enhance their conversion rates and build lasting relationships with their patients.