Thankfully, Dr. Haddad told me that he didn’t know we could design a logo, print brochures, and do almost anything else that dental offices need. He didn’t know that, with our Pro Membership, we can quarterback any marketing initiative that they want to launch, and it was only because of our close relationship that it came to light. Again, ouch. But we’re now working even closer to build toward his goals beyond a website.
If you don’t have a similar conversation, your patient will probably stay ignorant and continue suffering, thinking that they can get what you offer at Walgreens or C.V.S. They probably tried that, and it didn’t work. Or, Heaven forbid, they tried it, and it seemed to help because their snoring lessened or their teeth stopped chipping. All the while, their headaches and jaw pain continue to build, and their bodies continue to suffer nightly oxygen deprivation.
You have to communicate that:
- You and your team have expert training in treating (and in the case of TMJ, craniofacial pain disorders, diagnosing) their issue.
- You’ve helped dozens/hundreds/thousands of people solve the same problem that the patient has.
- Your technology, materials, and procedures create a device that solves problems rather than masking symptoms.
You could even go as far as buying a basket and filling it with over-the-counter appliances.
During consults, dump them on the table. Ask the patient if they know what all of these have in common.
They’ll say, ‘no.’
You then reveal, “They’re sold a couple of aisles down from the make-up and toys. Unfortunately, they won’t solve your problem and could even make it worse.”
The neuromuscular orthotic, oral appliance, or occlusal splint (I don’t love that last one, but can live with it) is different because it’s made to address the problems with their physiology in mind. It’s custom-made by TMJ and sleep experts!