You’ve just finished a thorough cleaning and exam on your patient. Now comes the time to make a few product recommendations for at-home care. Wouldn’t it be great if you had those recommended products available for purchase right in the office?
You’ve worked hard to gain your patients’ trust and they consider you the authority when it comes to their oral care needs, so using that relationship to increase your bottom line is the next step that should come naturally. Don’t send your patients to the drug store down the street to buy ordinary dental supplies when you can carry specialty products in your office that will boost revenue and provide better care.
Here are some ways to make it happen:
Gaining Trust with Every Patient
First things first: make sure you and your staff are just as comfortable addressing concerns as you are having casual conversations with every patient. This puts patients at ease and lessens any anxiety they may be feeling. It also results in patients who fully understand the importance of following up with at-home care as well as scheduling regular visits to maintain oral health care. Open conversations assure patients they are always involved in the decision-making process and will have the final say when it comes to their care. This helps to further their trust in you and makes them more receptive to the recommendations you make.
Carry Unique Oral Care for Unique Care
Maybe you have a patient who suffers from dry mouth who would benefit greatly from a product that helps produce saliva. One solution for that would be GC MI Paste Plus. It’s also effective in reversing tooth sensitivity and restoring enamel gloss after the tooth whitening procedures you offer at your practice! Or perhaps a patient needs a little extra care at home to help reduce gum bleeding. 3M ESPE’s OMNI PerioMed 0.63% Stannous Fluoride is a great solution for that and also helps reduce gum inflammation. Patients on the go will love the convenience of Chewable Toothpaste Tablets. No messy toothpaste is needed to achieve a fresh smile when they’re out and about. Items such as these can’t be found in your typical drug store. Explaining to patients that they can only get them in your office reaffirms the notion that it’s an “exclusive” item and makes them feel as though they have an “inside source” for the best products.
Make a Big Impression with a Little Something Extra
Patients expect to walk out of their dentists office after a visit with something, whether it’s a personalized toothbrush or a sugar-free lollipop. Why not take it to the next level and send them on their way with an entire Take-home Kit that includes a toothbrush, a spool of waxed floss and a travel-size tube of toothpaste? These kits come pre-packaged in a clear, resealable bag perfect for an upcoming trip they might have planned. Often times, patients will be more than happy to purchase specialty dental supplies from you when they get freebies every now and again. It’s a great way to build patient loyalty!
Now that you’ve established trust and are comfortable with making recommendations, stock up on those dental supplies that you can turn around and sell to your patients. You might choose to carry familiar brands that patients will easily recognize such as Oral-B + Crest,
Sensodyne Toothpaste, Biotene Dry Mouth Oral Rinse or CloSYS Toothpaste & Oral Rinse. You can also carry specialty products such as EMT Toothsaver, Oris CHX Oral Rinse or Clinpro 5000 Toothpaste. Either way, you’ll see an increase in profits when your patients run to you first to purchase oral health essentials.
Does your practice offer oral care products for sale? What are your best sellers? Share with us and follow our blog to stay up-to-date on the latest tips and trends.