You’ve just invested in a new piece of technology. You’re psyched about the precise data it’s going to provide and you CAN’T WAIT to tell your patients about it. Here’s the problem: Your patients don’t care about PAP and OAT or what the AADSM says about it. What do they care about? How your new technology benefits them.
The idea of ANYTHING new can rattle even the most confident of patients. When most people hear about something new or a change they’ll have to endure, they go into panic mode. Leaving what is known and comfortable is certainly preferable to the unknown. This is exactly why it’s so important to comfort your patients with the benefits that will matter to them.
What Patients Need to Hear
Any time you offer patients a new treatment or introduce new technology, there are certain things they will need to know before sharing in your excitement:
- How will it save them time? For busy adults, time is a precious commodity; if you can offer any technology or treatment that could save them time, make sure your patients hear about it.
- How will it save them money? There are very few people who are financially comfortable enough to not care about saving, which is why you need to let your patients know about things that could reduce their spending. If a new treatment will reduce the number of office visits, then it potentially saves them from spending money on additional co-payments.
- How will it enhance their experience? Saving patients time and money is great, but they also want assurance that the new “thing” you’re introducing will IMPROVE their experience. If you add an audio meditation option to your treatment suites, if you offer sedation dentistry, or if you can provide radiography options that expose them to less radiation, SHOUT IT TO THE ROOFTOPS!
If you’re eager to share the features of a new treatment or technology, share it with the people who will match your enthusiasm: your colleagues. If you’re trying to appeal to your patients, however, focus on how something “new” will mean something “good.”