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How To Turn Fearful Dental Patients Into Loyal Patients

How To Turn Fearful Dental Patients Into Loyal Patients
by Sally McKenzie

When patients are scared of going to the dentist, their fear keeps them from getting the preventive care they need.
 
These patients constantly come up with excuses to stay as far away from the dental chair as possible, and are known for canceling at the last minute or just not showing up at all.

There’s no doubt that fearful patients cost you money and wreak havoc on your day. This can be pretty frustrating, but it doesn’t have to be that way. In fact, I want you to start thinking of them as practice builders rather than patients who hold you back. This might take a little work, but if you’re able to put these patients at ease during their appointments, they’ll eventually become the loyal patients your practice needs to thrive, and they’ll happily sing your praises to family and friends.

I know what you’re thinking. That’s great Sally, but how do I make fearful patients comfortable enough to keep their appointments as well as to go forward with recommended treatment?

Here’s my advice.

Prepare your team members—When anxious patients walk into your practice, they’re looking for any reason to leave and never come back. Don’t give it to them. Instead, train your team members to recognize these patients and give them the extra attention they need to feel at ease. Team members should greet them with a friendly smile and offer them water as they wait for their appointment. They should ask if they’d like help filling out their paperwork, and then reassure them that they’re in good hands. This will help lower their anxiety as they wait to be called back, while also helping them feel more connected to the practice.

How will team members know when they’re dealing with an especially nervous patient? Train the team to recognize common signs of anxiety, such as perspiration and rapid breathing rates. Patients who are unusually quiet or extra loud are probably on edge, while muscle tension and hand gripping are also tell-tale signs that someone would rather be just about anywhere else.

Read full article on Dentistry iQ.