Maximise your whitening business with these quick, effective tips from Dr Kiran Shankla
1. Always ask patients if they’re happy with the colour of their teeth to initiate the conversation about whitening
It’s essential to ask patients directly if they’re satisfied with the colour of their teeth. This question is often overlooked during routine check-ups, but it’s crucial for guiding discussions about potential whitening treatments. By specifically addressing the colour aspect, patients are more inclined to express their concerns and desires accurately.
2. Educate patients on the whitening options available, emphasising the safety and effectiveness of professional treatments over store-bought products
It’s important to educate patients about the available whitening options. Providing information about safe and effective whitening methods and highlighting the quality and potency of professional treatments can allow patients to make informed decisions about enhancing their smiles.
3. Inquire about the toothpaste your patients use
Asking patients about their toothpaste usage, especially if they mention using whitening toothpaste, can indicate their interest in teeth whitening. This opens the door to educating them about the limitations of whitening toothpaste and offering professional whitening options as a safer and more effective alternative.
4. Show patients before-and-after cases to visually demonstrate the potential results of whitening treatments
Showing clinical cases of successful teeth whitening treatments during patient consultations can effectively demonstrate the potential outcomes and reassure patients about the natural-looking results. By presenting before-and-after photos of various shades of whitened teeth, patients can visualise the possibilities and feel more confident about pursuing the treatment.
5. Take clinical photos of patients’ teeth and compare them with shade tabs to help set realistic expectations
Taking clinical photos of patients’ teeth and using shade tabs for colour comparison provides a visual reference for both the current tooth colour and the desired outcome. This helps patients understand the potential results of whitening treatment and may also lead to discussions about other dental issues or treatments beyond whitening.
6. Offer whitening in conjunction with other treatments
Whether indirect dentistry, like crowns or direct restorations, offering whitening concurrently is beneficial when performing any dental procedure. Patients are informed that changes to their teeth, such as crowns or implants, provide an opportunity to adjust tooth colour, ensuring a match with natural teeth. Patients are encouraged to address tooth colour concerns alongside other dental procedures by presenting whitening as part of the overall treatment.
7. Provide different whitening options to cater to varying patient preferences and needs
Providing patients with a range of whitening options, such as SDI’s Pola night trays, day treatments, LED lights, or specific take-home products like Pola Luminate, allows for tailored solutions. Offering alternatives based on preferences, lifestyle, and desired level of whitening ensures patients can choose the option that best suits their needs and goals.
8. Set realistic expectations
Setting realistic expectations with patients regarding teeth whitening outcomes is crucial. Patients should understand that while whitening can improve the shade of their teeth, there’s a limit to how white they can become, determined by their natural tooth colour and saturation level. It’s important to communicate this to patients to manage their expectations effectively, whether they desire a subtle enhancement or a dramatic change.
9. Advise patients to take a pre-op photo with their phone to monitor whitening progress
Encourage patients to take a preoperative photo of their teeth with their own phone to monitor whitening progress at home and avoid unrealistic expectations. This practice helps prevent unnecessary concerns and misunderstandings, as patients may not notice subtle changes day-to-day but can perceive them over time or through comparisons with previous photos. Additionally, it’s essential to caution patients against becoming overly fixated on daily whitening progress and instead focus on long-term results and overall improvement.
10. Always offer whitening top-up kits during check-up appointments
Always offer top-ups during check-up appointments as it is an easy way to generate additional revenue. By inquiring about the duration since the last whitening session and suggesting additional syringes for patients who already have trays at home, you can capitalise on the opportunity to upsell and increase profits. This simple practice can significantly boost earnings during routine check-ups without much effort.
Book a Lunch & Learn or contact us now to learn more about the support you can get from a professional teeth whitening system that has a solution to suit all your patient’s needs.
Kiran Shankla is a restorative dentist based at Kendrick View Dental Practice. Follow her cases @shanklasmiles