Convert 80% of treatment plans without trying By Zac Fine. February 15, 2017.
Dentists don’t like selling. We know that. There’s too much information to give patients a meaningful idea of what you’re on about in too little time and, anyway, you don’t want to be seen as upselling all the time. But now there’s a way to educate people about the possibility of having a beautiful smile almost effortlessly.
It’s called Digital Smile Design (DSD) and it gives your patients highly accurate visual evidence of how their mooted treatment will look before they commit. It’s fantastically easy and patients love it because it takes away the financial risk. Needless to say, there’s a large market for this.
Digital Smile Design delivers a stunning 80% conversion on cosmetic dental treatments
When they can try before they buy with DSD, eight out of 10 patients do choose a treatment plan. Very often that’s direct veneers costing £1-2k or indirect veneers worth up to £6k. If they choose not to go ahead then at least you’ve shown them what they’re missing. But if they’ve never been shown, how will they ever know?
Because of the incredible conversion rate I suggest offering all patients who are interested in anything cosmetic the DSD service for free. All it costs you is £300 in lab fees and about an hour of your time (half an hour for initial measurements and half an hour for the mock up fitting).
A Spanish lab doing this work charges €350 and all you get is an STL file but at Ewan Bramley Dental Care we have the same software and a better printer, so you get unbelievably accurate models and the kit needed to transform them into real mock ups in under 30 minutes.
How it works
We receive photos and models from you and do a 2D Photoshop mock up and then a 3D printed mock up in resin to demonstrate what your patient’s ideal smile looks like. A mouthguard from that is filled by you to make a highly detailed reproduction to put in the patient’s mouth.
Dentists used to simply take photos of the patient with the mock up in situ but now the materials are of such high quality that you can let your patient see themselves in a mirror while it’s in. Then your patient gets before and after photos to take away. As they say, a picture paints a thousand words, and in cosmetic dentistry images are proving to be way more compelling than five boring pages of clinical jargon.
If you’d like to join us on March 31 to see what DSD can do for your business and have a chat personally I’d love to see you there. Here’s what we’ll be doing on the workshop. Email [email protected] or call +44 (0)1326 330 500 for your ticket.
“When they try before they buy, patients do usually buy — very often veneers worth up to £6k”
Ewan Bramley, Ewan Bramley Dental Care