Dentists need scripts for three reasons: to make the practice more efficient, increase case acceptance, and provide consistent dental patient education. The word \u201cscripts\u201d is used as a short-hand method to suggest what are also called \u201ctalking points.\u201d It is not a question of reading word-for-word prepared scripts when patients ask questions, but having key phrases available that each team member can weave into their own speech patterns.<\/p>\n
Make the Practice More Efficient<\/strong>. A common scenario is that patients are told they need a certain procedure, such as dental implants. The benefits of dental implants are numerous, which is all the more reason to have a script that concisely conveys the most important information. For example, \u201cdental implants are the most advanced tooth replacement system ever devised. They look and function just like natural teeth. They never decay or require root canals, and they can last for decades or even a lifetime with proper care.\u201d One can always expand on this explanation, but notice how much information is conveyed in a short message.<\/p>\n Increase Case Acceptance<\/strong>. When patients cannot decide whether to go forward with recommended treatment, you can use a very compelling script: \u201cThe proposed treatment will never be more conservative, more cost effective, or less invasive than it is today.\u201d Let\u2019s unpack that sentence. Everyone wants conservative rather than radical dentistry. \u201cCost effective\u201d is a very good term for conveying value. Finally, if patients delay treatment, they may need more extensive treatment in the future. The concept that the treatment will never be \u201cless invasive than it is today\u201d nicely captures that point.<\/p>\n