More than ever, dentistry is equipped with the skills and solutions to deliver better oral health outcomes. However, despite these advances, age-old problems persist. According to the most recent National Health and Nutrition Examination Survey (NHANES) data, nearly half (47.2%) of American adults age 30 years and older have some form of gum disease, and approximately one in four adults have untreated tooth decay. Concerningly, researchers also have found that only 61% of adults brush twice a day and just 32% floss daily. Perhaps most troubling, even among U.S. adults who experience tooth pain, more than 20% say they don’t make regular dental office visits, and another 9% to 15% avoid appointments altogether.
What’s Missing?
A few factors explain the disconnect between what modern dentistry can accomplish and the enduring prevalence of oral diseases in the United States. Undeniably, significant systemic barriers exist that make dental care unaffordable or otherwise inaccessible to many Americans. There’s also the fact that dentistry has historically emphasized reactive treatment over proactive care. Writing for Solventum’s Brain Floss blog, Daniel J. Poticny, DDS, said that the profession has been “much slower to adapt” in this regard compared to other healthcare fi elds, estimating that, today, “only 20% of practices nationwide are primarily focused on prevention.” The last and most widely applicable explanation is that many patients simply don’t understand the importance of dentistry. As Dr. Poticny shared, “Dentistry is the only medical fi eld in which patients consistently question the value of treatment and ‘put off’ visits for years.” Without a sense of urgency – a painful cavity or chipped tooth, for example – most patients don’t consider oral health’s impact on their overall wellbeing. In many cases, they also aren’t aware of the progressive or preventable nature of oral diseases, and, in turn, fail to see the necessity of regular dental visits and regimented at-home hygiene.
Empowerment Begins with Education
The good news is that every dental practice is positioned to shift this paradigm, one patient at a time, by leveraging one of their most valuable resources: the hygiene department. As both preventive care experts and the team members who spend the most time with patients, dental hygienists are uniquely qualified to serve as chairside coaches, instilling in patients the true value of oral health and empowering them to take control of their own. This not only includes teaching patients the rationale and techniques behind proper home care but also helping them view preventive services like fluoride application and sealants not as luxuries, but as essential investments. Donna Grzegorek, BS, RDH, PHDH, FADHA, told Dental Product Shopper that what has helped her garner results with her patients is a personalized, show and-tell approach to education. “I take intraoral images and show [patients] the crazing lines and remind them that they will be living with their natural teeth decades longer than generations before them,” she said. “Then, patients understand why their teeth need to be protected through fluoride varnish application over time, and I sit back and watch the ‘aha’ moments occur.” Grzegorek also drives positive patient outcomes by highlighting how the benefits of preventive care extend far beyond the mouth. “When interacting with patients, I emphasize the significance of prevention as it relates to oral health and full-body wellness,” she said, referring to the growing evidence that supports an oral-systemic link. By making these connections, patients previously apathetic about their oral health come to understand its importance and, ultimately, take a more active role in its maintenance.
Elevate Patient Retention and Treatment Acceptance with the Four “E’s”
Keeping patients coming through your doors is not only key to their health, but that of your business. Even small improvements in retention rate – like going from 40% to 50% – can significantly improve practice revenue and generate valuable referrals. To build long-term relationships and ensure patients follow through with recommended treatment, try focusing on these four key areas:
1. Experience
Every interaction with your practice shapes a patient’s perception, from their first visit to your website to the moment they leave your office. A warm, welcoming environment and attentive service can go a long way toward making patients feel comfortable and valued. Even small details – like offering online scheduling and sending personalized texts – enhance the patient experience and encourage them to return.
2. Efficiency
A well-organized, seamless visit in which treatment, scheduling, and billing details are all clearly communicated can reduce patient hesitation and increase satisfaction. To help with this, consider investing in modern practice management or patient engagement software and, if possible, a dedicated treatment coordinator. When given automated appointment reminders, convenient checkout processes, and rapid responses to their questions, it’s easier for patients to follow through with care.
3. Education
Patients need information presented in a way that resonates with them, so it helps to look at patient education as a conversation rather than a lecture. Showing them images of their teeth and gums, along with using concise explanations and everyday examples, can make it clear why certain treatments matter. You also can keep the conversation going after the appointment, engaging patients with digital content shared year-round via email and social media to ensure they stay informed and think of you whenever they need care.
4. Economics
Financial hurdles can be the toughest to overcome, but for best results, experts suggest leaving the cost conversation until after you’ve fully explained the benefits of treatment. It’s also a good idea to direct patients’ focus to available insurance and financing options instead of the total sum. Finally, reiterate how making a smart financial decision today means saving money – and time – they would otherwise spend on more costly treatments down the line.
Read the original OnTarget article here: https://www.qgdigitalpublishing.com/publication/?i=844152&p=4&view=issueViewer
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