John Jeffreys, RVT, CVPM, < link> took the initiative to adjust how dental recommendations were being presented. By moving from low-pressure suggestions to a more needs-based dialogue, the practice grew dental revenue in a short time.
. . . it is our job to educate the client and make a firm recommendation for what their pet needs.
Source: DVM 360, January 10, 2019. Link.
We show them findings in the exam room whenever possible, rather than reporting exam results back to clients after they get home. . . We strengthened our recommendations in the exam room using a printed reference that illustrates our grading system for dental disease.
INSIGHTS: Soft, low-pressure dialogue often translates to a lack of confidence. Showing animal owners exam results in-person while referencing a dental grading system helps make the decisions more collaborative. Including home care options is also an important component of maintaining dental health.
Also see: Start yesterday to promote dental month, Animal Health Digest, January 8, 2019. Link.