537: Getting Patients to A.S.K. for Treatment - a podcast by ACT Dental

Getting Patients to A.S.K. for Treatment

Episode #537 with Katrina M. Sanders, RDH, BSDH, M.Ed, RF

Today, patients consult Dr. Google before coming into your office. They are skeptical, untrusting, and won't easily accept treatment. You can't tell them they need treatment — you need to get them to ask for it! You can do this using the A.S.K technique, and Kirk Behrendt brings back Katrina Sanders, The Dental WINEgenist, to talk about her course on this method to get patients eager for treatment. While she’s here, she also talks about her line of wines and her exciting journey into this space. To hear more about Katrina, wine, and her love for dentistry, listen to Episode 537 of The Best Practices Show!

Episode Resources:

• Katrina’s website: https://katrinasanders.com
• Katrina’s email: katrina@katrinasanders.com 
• Katrina’s Facebook: https://www.facebook.com/katrina.sanders.948
• Katrina’s social media: @thedentalwinegenist
• Tooth or Dare social media: @toothordare.podcast
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Links Mentioned in This Episode:

Aridus wine: https://www.ariduswineco.com

The Wine Op: https://www.thewineop.com

Main Takeaways:

Build your verbal skills to convey the problem, consequence, and solution.

Use co-discovery to encourage and engage patients in the process.

Help patients understand their problem so they ask for a solution.

Don't do the bare minimum. Your patients deserve the best.

Be disruptors and innovators in perio.

Quotes:

“Perio has gotten a bad reputation over the years for doing the same age-old procedures over and over again. Patients hate coming in and getting tissue grafting done because they’ve seen, ‘Forty years ago, my neighbor had that done. And they hate what it looks like,’ or, ‘It created a lot of pain.’ In addition, perio is also one of those professions where we’re seeing patients in an asymptomatic disease process. The patients aren't typically in pain. So, for example, your endodontists, a patient is in pain. They want that tooth endodontically treated yesterday because they're in pain. Or, what about your pediatrics? Pediatrics, you're golden. Every parent wants to take care of their kids, right? But in perio, we have to be true innovators because we are the ones who are fighting that oral systemic link on the front line. And we do see patients that have multimodal comorbidities. So, they have to be early adapters to a lot of the pieces. They have to be the ones to...

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