Blog Category: Dental Practice Tips

How Dental Technology Pays for Itself With Marketing

How Dental Technology Pays for Itself With Marketing Efforts

It is a matter of necessity for dental practices to regularly upgrade their technology so that they can serve the needs of patients better, faster, and more cost-effective. However, it is also a fact that some dental technology can be pricey, so careful thought has to be put into marketing that newly acquired technology so that more patients can benefit from it, and the equipment can pay for itself. Here are some suggestions that you can put into consideration so that your new dental technology pays for itself with marketing.

Think Marketing from the Get-Go

At Digital Doc, we recommend that you think about the consumer side of the technology before invest in it. Before investing in technology, consider the following:

Is there a consumer demand?
Will this technology help you stand out as a dental practice?
Will the technology have a positive impact on your bottom line?
What’s the ROI rate?

Is The Dental Technology Unique?

In our experience, most patients who visit dental offices live within a 7-mile radius from that office. Research some of the dental practices within your general area so that you find out if any of them are using modern dental technology.

If you are lucky enough to be the first to own the technology, you will have an edge over your competition because you can market this unique part of your practice.

How Can Your Patients Benefit?

There is little justification to acquire dental technology that doesn’t offer any real value to patients. Therefore, you need to ask yourself how patients stand to benefit from that new technology before you make the decision to invest in it.

For example, when you acquire a handheld dental x-ray device, your patients will be grateful because of the amount of radiation that they will be exposed to will drastically reduce. Additionally, high-quality x-ray images are available right away, and this means that an accurate diagnosis and prompt treatment can be offered sooner.

It is easier for you to market dental technology if you can show your patients the benefits. In no time, your initial investment will pay for itself!

If you really want to know what your current patients think about dental technology, post an online survey. That way, you can gauge how important it is for their dentist to use high-quality dental technology. Additionally, you can also keep records of how many patients are unhappy about the way a certain procedure is done. Consider using this data when investing in new technology.

You can also ask your followers on social media what they think. Ask them if they would rather go to a modern dental office or a traditional office if they’d rather have the best dental equipment at their dentist or mediocre equipment. Doing market research will give you concrete information upon which you can make an investment decision.

How Will You Promote the Technology?

At this point, if investing in new technology is best for your dental practice, then contact Digital Doc for a virtual demonstration. Our team will help you get started!

Whether you’ve decided on IRIS dental cameras, handheld x-ray, or dental x-ray sensor, it’s important to start creating buzz around your new tools.

Create Value Statements

One way to promote the newly acquired portable dental x-ray is by coming up with as many value statements as possible so that your staff uses those statements while interacting with patients. Role-play by your staff can be a great way to get familiar with promoting technology to patients.

Advertise Modern Technology on Your Website

You can also update your website so that every site visitor learns about the technology you’ve just acquired. Most dental marketing experts will recommend using modern dental practice keywords as well as adding a technology page to your website.

Go to Social Media

Use Facebook Live to share with your friends and followers the process of unboxing the new technology. Go a step further and even upload videos of your staff members using the portable dental x-ray system on one another so that your patients can see how it works. Our friend, Dr. O’Grady, a dentist in Denver, CO, does a great job of marketing his dental practice.

Online Reviews for Your Practice

Request for online reviews on your Facebook or Google My Business page. Those reviews will serve as social proof that your technology offers a better experience for patients. Ultimately, attracting more patients to experience the best dental services possible.

Who’s in Your Dental Chair: Patient or Consumer?

Who's in Your Dental Chair: Patient or Consumer?

A Conversation with Brett Wilson, President Of Digital Doc

Brett Wilson, President of Digital Doc, was hosted on a webinar with Amy Logan Parrish, the Chief Development Officer at Jameson Management. We bring you the highlights of the topics discussed during the webinar. So, who’s in your dental chair, patient, or consumer?

How should dentists look at their patients?

Look at dental patients as consumers rather than simply patients. Dental offices need to pivot a little and stop looking at how many new patients they have attracted. Instead, they should put more attention into offering more services to their existing patients in order to grow the dental practice.

Be more intentional about paying attention to the fundamentals, such as focusing on the needs of each patient and what the office can do for that individual. By so doing, the office will grow as you do more to satisfy the needs of the patients who walk through your doors.

How can you personalize dental care?

Give patients a chance to know you as a person, not just professionally. For example, your hobbies, your family life and so on. This creates connections with patients, and such patients will be loyal buyers of the services that you offer at the practice.

A recent study shows that now more than ever, people now want customized service in every industry that they interact with, including dentistry. They want a relationship, not just being regarded as “Patient Number 2 for today.”

Logic vs. Emotion

How doctors present treatment options is very logical, but that’s not how consumers buy. Consumers (patients) buy based on emotions. As a dentist, ask yourself how you buy. Photos are a huge factor in connecting with consumers because photos appeal to their emotions. $12 billion is sitting in pre-approved dental procedures that patients don’t go ahead and get. That’s a serious case acceptance issue! Photos taken using the best dental camera can help you increase case acceptance.

Meeting the patients where they are

We’re living in an HD world. When you show patients an image that isn’t in HD, that image may not be good enough for the consumer, even if it may be good enough for you. Meeting patients where they are is interacting with them in the HD world they have been used to.

How teams can buy into the importance of investing in tech

Ensure team members can easily access a new piece of technology in order to get their buy-in. If they need to get out of a chair to look for something in the next operatory, then it will not be worth it for that staff member. Training is also important in getting buy-in from teams. Positive feedback (wow, you take such great photos), or you can use the carrot and stick method (I’ll be back once images are on the screen). Explaining how technology supports the vision of the practice also helps.

How to use photos to increase the bottom line

For example, a full smile image shown to every patient will make those individuals see things that they never see while standing in front of their mirrors at home. Many elective procedures can be accepted on the strength of those pictures alone. You can also review the first full smile image of each patient after they have been with you for a while. This can be huge as patients will see how far they’ve come, so they will be more loyal to you (and accept more procedures). Digital photos were taken using dental cameras also increase efficiency. For example, a handheld x-ray changes a lot in terms of the time needed to get the image compared to getting that same image using traditional x-ray equipment.

Teledentistry during the pandemic

Teledentistry can be handy at this time. With patients also losing jobs, suffering income cuts, and other economic effects of the pandemic, interacting with them online would make getting services more affordable, and it can keep the practice operational through the hard times.

Getting used to taking lots of great dental images

You can get really good at capturing lots of images in a short time (12 different images in 2 minutes, for example). Get some time, such as during lunch, and practice on each other in order to become proficient at it. This activity is also a good team-building technique!

Today, ask yourself what kind of experience you are bringing to your dental consumer. Is it SD (standard definition) or HD (high definition)? Is it that tiny screen in your operatory or a large screen that can display life-sized images? Think about the things in your practice that are overdue for an upgrade or transformation so that your patients can get the best consumer experience while at your office. So, who’s in your dental chair, patient, or consumer?

Why Your Office Needs LuM Transillumination

The Benefits of Adding LuM Transillumination to Your Office

Every dentist should strive to accurately diagnose their patients’ conditions. Luckily, there is a nearly endless list of dental technologies that can help with that. The LuM Transillumination is one device that will take your diagnostic powers into superpower territory. The LuM sub-enamel illumination device brings the powers of the IRIS dental camera to the front, and detecting and documenting caries becomes a breeze. Here are some reasons why your office needs LuM Transillumination.

Exposing What Digital X-Rays Don’t Show

Oftentimes, patients will come to your dental office with digital x-ray images that, frankly, are so poor-quality that you are unable to use them for diagnostic purposes.

Get a better look at the patient’s teeth with the help of the LuM device. You’ll likely be able to see caries that hadn’t been captured by the x-ray images, and this will give you a chance to diagnose and recommend early treatment before tooth decay progresses. This sub-enamel illumination device is particularly useful if the x-rays are recent, and you don’t want to expose the patient to any additional radiation if such can be avoided.

By so doing, you’ll be able to help the patient get treatment sooner. Without this device, you wouldn’t be able to thoroughly diagnose and treat your patient.

Positioning Your Practice as Progressive

The LuM sub-enamel illumination device is one piece of technology that gets the job done and helps you stand out as a dental office.

Many patients are impressed by this advanced technology. In fact, patients prefer modern dentists over traditional dentists. So, if you upgrade your dental technology in your practice, make sure you properly introduce these new dental products before using them on the patient. Your patients will appreciate your dental care even more.

Patient Education

Many dentists long to have patients who will not doubt any treatment recommendation that they make, and the LuM transillumination device is just the tool they need. Armed with high-quality images captured with the help of this device, you will no longer have to TELL patients what you see. Instead, you will SHOW them exactly what the problem is, and there will be no doubt in their mind that they need treatment immediately.

Dr. Leeson, a cosmetic dentist in St. Pete, FL, agrees that educating patients in this way is better done when you have large screens in your practice where the images can be beamed. So, consider investing in large HD screens for your office.

The LuM sub-enamel transillumination device pays for itself. The increase in case acceptance is undeniable. This device is something that confers immense clinical benefits, so put it at the top of your priority list as you upgrade the technology at your dental office. At Digital Doc, we are always happy to help during this process. If you want to learn more about Digi-Doc’s best dental cameras, the best handheld dental x-ray device, and of course, the LuM transillumination device. Get in touch today! We can schedule your virtual demonstration today.

COVID-19 Recovery Guide for Dentists

COVID Recover Guide for Dentists - Digital Doc

COVID-19 Recovery Guide for Dentists

Digital Doc's Covid-19 Recovery Guides for Dentists

Before the COVID-19 pandemic held the world hostage, it was normal to set a five-year plan for your dental practice. As a dental care professional, you are faced with a real existential question of where your practice will be five months from now. With the pandemic in full force, it is now crucially important that you adjust how you approach strategic planning only to focus on the four critical components that will determine the survival of your dental practice. Here’s a quick COVID-19 recovery guide for dentists from Digital Doc.

The 1-Page Recovery Plan

Dental offices that think ahead and plan how they will recover once this crisis is over will be miles ahead of those that scramble to come up with a solid plan in place.

This one-page COVID-19 recovery guide for dentists may look simple, but it will require lots of hard work and careful thought to generate. To ease this process, our team at Digital Doc suggests the following steps.

Step #1: Create 4 Quadrants on a Piece of Paper

Get a piece of paper and divide it into four quadrants. Each of those four will represent a strategic area that you need to pay attention to at your dental practice. Those four aspects are patients, staff, practice, and financials.

Step #2: Add Value-Based Strategies

Think carefully about each of the four quadrants on your piece of paper and select 3-4 value-based strategies which you can include under each category. Make sure that everything you include as a strategy has to aid the recovery effort after the COVID-19 pandemic.

Anything that doesn’t assist the recovery process is a low priority. You want to have laser-focus on recovery so that your practice can bounce back as quickly as possible.

When we say you choose value-based strategies, we mean that you need to list only those activities that will add value to your plan to recover post-COVID-19. For instance, you are unlikely to add any value to your recovery plan if you spend time calling patients who have gone three or more years without coming for their scheduled appointments. Instead, focusing on those with more recent missed appointments is likely to yield better results. Dr. David Moghadam, the best dentist in Easton, PA, recommends using dental software for scheduling patients. That way, patients can easily schedule their appointments.

Step #3: Write Goals for Each Quadrant

Select 1-2 goals for each of the four categories outlined in your one-page recovery plan. The goal should be SMART (specific, measurable, attainable, realistic, and time-bound). Remember, you are focusing on recovery, so the goals should drive your practice on that path.

For example, in the quadrant of financials, you could indicate that you want to grow the monthly revenue to $30,000 between July and December 2020. Such a goal may help you recover some of the income you lost while the office was closed due to the pandemic.

For the quadrant of staff, you can set a goal to cross-train each team member so that they can take on additional roles in case you have to reduce staff or give some members days off work.

In the practice quadrant, you can set a goal to increase efficiency in every process. For example, you can upgrade to the best handheld dental x-ray device or the best dental cameras from Digital Doc so that patients’ photos can be uploaded directly to digital files. Once these goals are properly outlined, proceed to the final step of the process.

Step #4: Work the Plan

Get to work and implement your recovery plan. You need to measure how you are doing on each quadrant. Course-correct as soon as you see that you’re off track. Make sure that you and your team look at the one-page recovery plan daily so that everyone is reminded of what needs to happen.

Strategic planning now takes on added importance as the pandemic continues. Sadly, many dental practices will not survive the crisis and its aftermath, but yours doesn’t have to be one of them. We hope you utilize this COVID-19 recovery guide for dentists. If there is anything else we can do, please let our Digital Doc team know. We are always happy to help. Let us know what we can do to better serve your practice. For information about our dental technology or customer support, contact Digital Doc today.

Tips to Increase Case Acceptance

Tips to Increase Case Acceptance with Dr. Mark Hyman and Dr. Sully Sullivan

Digital Doc recently had the pleasure of hosting a webinar with leading dentists, Dr. Mark Hyman and Dr. Sully Sullivan. During the webinar, we hear from two perspectives, baby boomers and millennials. Here we highlight some of the tips to increase case acceptance at your dental practice.

Sight and Sound Are Key

About 94% of how we buy is determined by what we see and what we hear. When you put a picture in front of baby boomers, they have ownership and will be more likely to accept the treatment you are recommending.

Many patients, especially younger ones, come to the dental office when they’ve already “educated” themselves about their condition on Google. Having an image to show the patient prevents an argument about what’s going on.

Put Patients in Charge

Give patients the driver’s seat. Allow them to tell you what they do and don’t like about their smile. Images captured with the best dental cameras from IRIS make this possible.

You can create a sense of urgency with every patient. As a result, case acceptance will shoot through the roof. Dr. Boals, the best dentist in Colorado Springs, recommends that you capture a picture for every patient before, during, and after treatment.

Use Positive Communication

Rather than scaring patients into accepting treatment, how about being positive about their dental health? For example, during a hygiene visit, you can tell the patient that you see wonderful enamel on 26 of their teeth, but there are some issues on two teeth. You then ask for their permission if they wouldn’t mind hearing about the issues in those two teeth. The resultant discussion will be a joyful one, rather than a reprimand.

It is important to take photos of every stage of the treatment process so that when a patient returns with an additional complaint. For example, if your patient comes to you with tooth sensitivity, you can point to the crack in their tooth as the reason for that sensitivity. Also, if insurance tries to deny a claim, those photos will provide solid proof of the necessity of the treatment given, and the claim will be approved. This gives patients more leeway to accept treatment recommendations.

Does the size of the TV monitor in your dental office matter?

The bigger the screen, the better. This is because older patients don’t have very good eyesight, so bigger screens work best for showing them images of their oral structures. Younger patients have big screens in their homes, and they use large screens at work. So, it is only natural that bigger screens would be ideal at the dental office to suit the expectations of these patients.

The Monitor Quality Matters

Note that it isn’t just about the size of the monitor. The quality also matters, especially for younger patients who have grown up in the age of HD. They are used to high-quality images, and they expect high-quality images at the dentist.

Get sleek equipment, such as Digi-Doc dental cameras. They are easy to sanitize and carry around, especially in this COVID-19 era, when people are worried about becoming infected.

Reduce Visual Clutter

Get the artwork out of the operatory so that you can keep patients focused on what you are showing them on the monitor.

For reps selling dental equipment and supplies, your focus should be on asking dentists what goals you can help them with. For example, baby boomer dentists may have offices that look like they are stuck in the 1950s. Transitioning to newer technology will attract younger patients to walk through the door.

In addition, reps can sell dental technology by breaking down the cost of how it will improve the bottom line of dental offices. For example, a dental camera will be used to take an image of every patient who comes in, and those images can result in one extra crown being fitted every week. As a result, revenue will increase every month.

Treatment Calibration Puts Teams on the Same Page

Treatment calibration is also important so that all team members look at images in the same way as you do. This calibration can be done by blocking out some time each week and sitting together to discuss image by image. Each person will share their views, and by the end of the session, members will have got insights that will help them to see things better and educate patients better.

Avoid Technical Language

Write out your treatment plan in language that the patient understands. Using technical language alienates the patient since it will be removed from what they are used to. The easier it is to understand, the better.

If your goal is higher revenue, implement these tips to increase case acceptance. To watch the full webinar, visit Digital Doc’s YouTube channel or click below.

At Digital Doc, we are committed to providing you the best technology, such as the best intraoral dental cameras, handheld dental x-ray devices, and LuM Transillumination devices. Make use of these technologies so that you can SEE More, DO More! Schedule your free virtual demonstration today.

Generating Revenue

Generating Revenue in Your Dental Practice

Offices are opening back up, and it is time to start generating REVENUE. A good way to start is by setting a number of image expectations for Hygiene. We call it 12 images in 2 minutes. Showing patients the treatment they need vs. telling them will make an immediate difference. Would you agree that we as consumers buy emotionally? Is it also true that we live in an HD world where everything we watch and connect with is shown in HD?

If both statements are true, then why save money on the most important piece of technology connected to the patients’ ability to say yes to treatment? Cathy Jameson has tracked revenue increase for 30 years with the right number of intraoral cameras in the practice. 30% increase every time. What is the minimum number of dental cameras to see that 30% increase? A camera per chair or at a minimum a camera per provider (2 doctors and 2 hygienists) then 4 cameras.

Ask Your Dental Patients

For the fun of it, have Mary at the front ask the next 100 patients that come into your practice, 2 questions:

What kind of cell phone do you have?
How big of a TV do you watch at home, 55″, 65″?

Track it, then ask yourself if it is time to upgrade the size of the TV in your Operatory and show them HD images like they get from their cell phone. If you look at your patients through a different lens, as a CONSUMER, then the mindset changes on how we connect with them.

Does HD really matter?

Click the video to hear what a fellow dentist has to say on this:

Schedule a live demo, and we can walk you through the 12 images in 2 minutes.

Here is to increasing revenue now,

Brett Wilson

One Question to Improve Case Acceptance

One Question To Improve Case Acceptance

Ask This One Question To Improve Case Acceptance

Are you telling the patients what they need? When is the last time you enjoyed being “told” what to do? If you focus on what your patients want and how they make purchasing decisions you both get what you want.

You enter the room for the exam with the patient. Your Hygienist or Assistant does an amazing hand-off finishing with asking “John, did I leave anything out?” She has already notified you that the patient is a D on the DISC scale (highly recommend taking your tea through this training. Tony Robbins has a free DISC assessment online. You will be able to speak to a patient in the language they speak, in the way they speak it. Talk about changing the patient dynamic. Not to mention your team dynamic and your personal life. More on this in another blog.

You proceed with what you have found, but instead of offering solutions to everything you have found you simply stop and ask ” John, based on what we have covered, what solutions are you interested in hearing based on the concerns I have converted.” Stop, pause, and stay quiet until they speak. It may be uncomfortable but if you have a D in the chair, they will tell you immediately. An S will take a while longer so get comfortable with the silence. This is about what “they” want. Remember, throwing all the solutions to the patient before they have given you permission is a finger in the ear moment waiting to happen. You lose them.

If patients can’t see images of what you are talking about you have lost them. Watch this video below and hear the line “it is hard for me to put a picture in your brain.” All of these doctors have a dental camera in every operator and are in the 1% of dental office collections in North America.

http://https://www.youtube.com/watch?v=SFv4Ev2f6VQ

Purchasing Decisions

Purchasing Decisions With Sully Sullivan

Do you focus on how much you can “save” when purchasing a product for your dental practice or how much it costs you by not having it?

When we are faced with purchasing decisions of any kind, it comes down to the value. Do we value the product enough to pay for it? If someone told you to buy Bitcoin now and it would provide a guaranteed 30% increase in your investment, would you do it? Does $10,000 sound high for one Bitcoin? It does, but if my return is 30%, that amount is a no brainer.

Opportunity Cost

A dentist friend of mine calls it “opportunity cost.” How much am I going to miss by not having it or not using it? This was the first I had heard of this from a dentist. He collected 7M last year with two doctors. If you got a screaming deal on your digital x-ray system, but you couldn’t see to diagnose treatment, then you lose more money in the first week than you did by saving 5k on the sensor. You can save on certain products, but be careful going cheap on what actually produces income in the practice.

If you saved $15,000 on buying equipment for your dental office, but that costs you $15,000 in treatment acceptance in the first 30 days, does $15,000 sound like a lot of money? I am guilty. I save some money on a dune buggy for the kids. It was manufactured overseas and it broke within the first week of having it. I called a few repair centers, and they would not repair it since I did not purchase through them. Guilty. Lesson learned. Should have paid triple the price, and the kids would still have one that worked and someone local who would fix it when it breaks. It will break, just a matter of time.

Click here to see what Sully Sullivan DDS has to say on this subject:

Digital Doc Dental Technology

Explore Our Dental Technology at Digital Doc

Now is a great time to upgrade your practice’s dental technology. So, where should you start? In this article, our Digital Doc team explores the different dental technologies at Digital Doc. We hope this quick overview helps you choose the best dental technology for your dental practice.

XTG Handheld X-Ray

Gone are the days when you had to shuffle patients from one operatory to the next. Our XTG Handheld X-Ray machine allows you to easily and quickly take dental x-rays at the chairside.

Additionally, the XTG handheld x-ray will reduce the amount of radiation exposure. This handheld x-ray machine not only allows you to save time but also space since it can be anywhere.

IRIS X80 Liquid Lens Auto-Focus Intraoral Dental Camera

Keep things sharp and clear by taking all dental images using the IRIS X80 intraoral camera. This is the latest addition to our growing list of best dental cameras. The X80 automatically adjusts the focus of the camera so that you get crystal-clear images without doing a lot of work. Each component was built to the highest quality standards. This plug-n-play camera allows you to immediately start enjoying the HD images relayed over a 2.0 standard USB protocol. Dr. Kacos a dentist in Shreveport, LA, adds that any doctor who uses the IRIS x80 intraoral camera has a major advantage over those who don’t.

IRIS USB 2.0 Dental Camera for Windows

This precision optical device allows you to illuminate, focus and connect with your patients through high-resolution images. The dental camera is easy to use and has a 5-point focus wheel enabling a user to select the type of image (smile, full-face, etc.) that they would like to capture. The 8-point LED lighting ensures that images will be crisp and clear, which makes diagnosis a breeze!

IRIS USB 2.0 Chair Dental Camera

Discovery is crucial in dental care, and the IRIS USB 2.0 Chair Dental Camera brings a powerful dental discovery tool right where it is needed, at the dental chair. This dental camera comes with USB to CAT6 converters that remove the necessity of USB handcuffs so that users can simply plug the camera in and start taking images. With this turnkey innovation in your dental practice, you will be able to take ergonomics a notch higher!

IRIS LTE USB 2.0 Dental Camera

The IRIS LTE Intraoral Camera is easy to use because of its fixed focus system. Dual capture buttons make it easy for right-handed and left-handed users to intuitively operate the device. You are assured of the finest picture quality because the IRIS LTE dental camera has an eight-point LED lighting array that combines wonderfully with the SONY Hi-Resolution CCD to give you crisp and clear images. The USB connector allows this camera to be fitted into a standard delivery unit.

LUM Transillumination

Enhance your detection powers by acquiring the LUM Transillumination device from Digital Doc. This compact and easy-to-use diagnostic tool takes the capabilities of the IRIS intraoral camera to a whole new level.

The specialized LED technology in the LUM shines high-intensity light on a tooth. The way the lighting system is positioned ensures that the rays of light are perpendicular to the surface of the tooth. If there are irregularities or impurities on the tooth, such as cracks, fractures or leaking amalgam fillings, then the light rays will be dispersed and the dentist will see this anomaly. With LUM, you will be able to detect caries and other dental defects long before they progress.

We also have a variety of accessories that are designed to help you get the best from our products. These accessories include Digi Wipes, IRIS Chair Installation kits, Camera Sheaths, IRIS Custom USB cables, and so many others.

If you are interested in learning more about how our different products can transform the way you treat patients at your dental practice, we are more than glad to discuss your needs and arrange a virtual or in-office demo. Contact us today!

The Importance of Explaining New Technology to Patients

explaining new dental technology to patients - Digital Doc

The Importance of Explaning New Technology to Patients

Why You Should Explain New Technology to Patients

It is a known fact that not everyone is thrilled about visiting their dentist. Dental visits can be more intimidating if the patient is unaware of what’s going to happen. You and your team should always take the time to communicate treatment plans, new technology, and practices with your patients. Dental hygienists interact with patients quite frequently, so it should come naturally that your hygienists take the lead on explaining new technologies and practices to patients. Your patients will greatly appreciate being included.

Explaining new technology to patients can be easier said than done. It’s important to read into each patient and tailor the message accordingly. In this article, we discuss the importance of explaining new technology to patients and how you can do so.

Explaining New Technology to Patients: Tech-Savvy Patients

Living in the world today, it is no surprise that there are tech-savvy patients. These patients readily welcome new technology in their own lives, and they can quickly grasp the workings of a new device. Within this group, many sub-categories exist, and dental hygienists can adapt various approaches to explain the new technology to these patients. The following are some suggestions on how to do this.

Explain the new technology.

The tech-savvy patient will immediately want to know how a given technology works and how his or her health can benefit from the device. You can start by giving a brief explanation to the patient and even demonstrate how the technology works. For instance, you could briefly use the LUM Transillumination device to show the patient the areas of his or her teeth. Tech-savvy patients will likely appreciate your efforts in keeping up with the latest dental technology.

Be enthusiastic.

When a patient shows excitement towards your office’s new dental technology, share the same excitement, and highlight how the device can elevate their dental care. You’ll instantly build rapport with the patient. You may even receive a referral or two.

Neutrality.

Some patients won’t show any reaction towards your new devices. Patients who are heavily tech-savvy are likely to expect nothing less. We still recommend briefly explaining the new technology, but keep it short and sweet.

Continuing engagement.

Sometimes, patients may exhibit a high degree of interest in the way a particular Digital Doc device works. Such patients are a gem because they have just revealed how they can be kept engaged. Dental hygienists can come up with several ways, such as emailing them photos of the technology at work, so that this deep interest is nurtured to raise the profile of the dental office in the minds of such patients.

Explaining New Technology to Patients: Patients Who Are Averse to Technology

At the other extreme of the technology, spectrum is patients who are averse to technology. This type of patient needs to be handled delicately when new dental technology is introduced to the dental office. The following suggestions can help to address the concerns of tech-averse patients.

Explain the technology to them.

You don’t need to be as detailed when explaining as you would if you were explaining to a tech-savvy patient. In fact, offering too many details to technology-averse patients can be counterproductive since they may become confused. Instead, be as brief as possible. For example, when explaining how the IRIS X80 Liquid Lens intraoral camera works, you can just point out its crystal-clear images as a better way to detect cavities early. Such an explanation will portray the necessity of the technology and hopefully make the patient more willing to accept its use during their treatment.

Patients with reservations.

Some tech-averse patients may express reservations about the new technology that the dental hygienist is using or points out as technology that will be used to treat an existing or emerging dental health problem. It is important to be very patient and understanding when addressing such reservations. Focus on revealing how technology enables the dental office to provide better dental care to patients and refrain from drawing comparisons between dental technology and other technological devices in everyday life. Any comparison can bring up deep-rooted issues the patient has, and their resistance to the technology will be increased instead of dissipating.

Answer their questions.

Tech-averse patients often pose several questions or the same question in different ways when faced with a new piece of dental technology. As a dental hygienist to whom those questions are posed exercise a lot of patience and care when responding. The questions give you a window into the objections that the patient has, and how well you answer can either soften their stance or make them take a more averse position. Avoid using technical language in your responses. Instead, use simple language to highlight how the patient stands to benefit from the new technology.

Keep traditional methods as an option.

In some situations, tech-averse patients may vehemently insist that they want nothing to do with the new technology that a dental hygienist wishes to use. In such a case, it is futile and counterproductive to try to compel the patient to accept the new technology. It is far better to fall back to the old technology that the patient is used so that the needed dental care can be provided. For example, if the patient doesn’t want a digital scanner anywhere near their mouth, whip out the old way to take dental impressions and use that. Patients have a say in the dental care they receive, and acting upon their wishes is your duty as a dental hygienist.

Each patient that will come to you is different, and it is imperative that you practice how to quickly identify into which category each patient belongs on the subject of new technology. Communicate with those patients appropriately on matters of that new technology and your work as a dental hygienist, and a representative of the dental office will be easier. At Digital Doc, we offer extensive training to the staff at dental offices where our equipment is in use, so you can count on having all the relevant knowledge about our technology, such as intraoral cameras, hand-held dental x-ray devices, and LUM Transillumination devices long before you have to use this technology on patients.