In this throwback episode Kevin and Zach discuss the importance of communication and managing patient expectations throughout the Invisalign process, from initial consultation to final results.
Key Takeaways:
- Verbal skills are crucial: Effectively communicating with patients about the Invisalign process, including attachments, IPR ("slenderizing"), and potential refinements, is key to ensuring satisfaction.
- Manage expectations early: Clearly explain the process, including potential discomfort, dietary changes, and the need for retainers, to avoid surprises and disappointment later.
- Address objections proactively: Have answers prepared for common concerns like the appearance of attachments, the need for IPR, and the duration of treatment.
- Use visual aids: Models, photos, or videos can help patients understand the process and visualize the expected outcomes.
- Don't fight the "mostly satisfied": If an adult patient is happy with their results, even if not perfect, respect their decision and avoid pushing for further refinements.
- Be prepared for the "never satisfied": Some patients may have unrealistic expectations or hyper-focus on minor imperfections. Patience, clear communication, and gentle guidance are essential.
- Address noncompliance: Reiterate the importance of wearing aligners as prescribed and address non-compliance directly, but ultimately, patients are responsible for their own choices.
- Invest in a good Invisalign manager: A dedicated team member can handle patient communication, manage expectations, and provide support throughout the process.
- Remember the positive: While negative experiences tend to be more memorable, the majority of Invisalign patients are satisfied with their results.
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The Very Clinical Corner segment features Kate Reinert, LDA, an experienced dental professional passionate about helping practices achieve clinical excellence.
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