In the unique world of pediatric dentistry, closing cases isn’t about convincing the patient – it’s about convincing the parent that the dental care you recommend is a good idea. You are walking a tightrope in these circumstances, no matter how many children you see every day. Parents have fears, concerns, and financial questions – and it’s your job to answer them all.
Explain the urgency required for the dental care your pediatric patient needs. Many people think that baby teeth don’t need fillings or crowns or any major dental restorations because the teeth are “just going to fall out anyway.” Disabuse them of this belief and remind parents that each tooth in a child’s mouth is a placeholder for adult teeth and, therefore, of great importance. It’s important to keep all teeth healthy all the time.
That first tooth-colored filling or first experience with sedation dentistry for a child can make any parent incredibly nervous. They worry about whether they’re doing the right thing by saying yes to a dental treatment, and they have concerns that their child will not do well through the procedure or afterward. Being able to offer explanations and reassurances in all ways is an incredibly powerful tool in a dental office.
Though you aren’t selling the dental service to the pediatric dental patient per se, the child is of course part of the process. Taking the time to focus on your young patient and talk to them about the dental care they need and the work you would like to do on their teeth will help reassure the parent that you recognize that the child’s comfort and best interests are your priority. Above all, listen to the child – hear their voice, whether small or loud, shy or confident.
In all circumstances, it’s important to read the room and recognize patient anxiety or fear. Successfully closing a case is often about making a child feel comfortable and secure during case presentation, and getting that language right for every individual is a more valuable skill than selling a particular procedure and all its facets.
Part of closing cases is having marketing materials at the ready. This includes descriptions about what you discussed face-to-face, additional information that may not have been covered, frequently asked questions, and a financial breakdown.
Remember, closing cases in pediatric dentistry only works when the treatment plan makes sense to the parent and child. Need support as you work to improve your numbers and increase conversions? Contact Independence Dental to learn more about training for your dental practice.