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Perio
There are a lot of different ways to discuss periodontal
disease with the patient. You can read more about how and
what to say when discussing your treatment recommendations
by clicking here. (insert link). The main thing you should
realize now is that you are no longer in school and whereas
someone could have done 4 quads of SRP for $35-$100, now you
are in the real world and money is now an issue for our patients.
Currently, our office charges $86.00 for a 04342, which is
periodontal work involving three or less teeth. We charge
$172.00 for a full quadrant of 04341 coding. As you can see,
someone can easily spend $1000 for 4 quadrants of scaling
and root planing. Throw in irrigation, chlorhexidine, fluoride,
electric toothbrushes, a Waterpik, and the fee goes up even
higher. As a new hygienist, you are faced with several issues
that could arise. If it is a new patient, you have better
chances of getting the patient to understand your treatment
because they are new to the office and your office policies
on disease classification. On the downside, nearly 95% of
new patients expect their "two free cleanings a year".
Did you know that the dental profession started the "two
cleanings a year" based on an old Colgate toothpaste
commercial? There is no scientific basis behind that blanket
statement, however our society lives and dies by insurance,
it seems. Literally. We will always face those difficult patients
who only want what insurance will cover. I've encountered
several questions and statements that are hard to respond
to as a new hygienist, like myself. (As I am typing this,
I have been a hygienist for four years, but depending on when
you are reading this, I graduated in 2002. I don't claim to
be an expert, in fact I actually claim to NOT be an expert
because I still have so much to learn and experience. I do,
however, feel that what I have learned in the last four years
is far and beyond what dental hygiene school has provided
me. Yes, I value the education I received and know that I
was as prepared as anyone who would be graduating, but there
is only so much you can learn in school. School starts the
seed and the foundation of your education. It is up to you
to water that seed with continuous education by becoming a
life long learner.)
Here are some of the responses I have heard, that you should
be prepared to answer when the moment comes:
1) I just want what insurance will pay for; can't you just
do a regular free cleaning?
2) Maybe I can get that type of cleaning one day, but all
I can afford right now is what insurance pays for. Can't we
just do that in the future if I still need it then?
3) How can I have periodontal disease? I don't even feel any
pain.
4) I can't need that type of treatment. I floss all the time
and brush all two times a day.
5) I went to the dentist every six months my entire life and
my last dentist never said anything about it. Why are you
telling me I have periodontal disease now and they never mentioned
it?
6) My gums always bleed. No matter what I do, they still bleed.
I don't think they are in bad shape since they've always been
that way. I also take aspirin, so that's probably why they
are bleeding. Just do a regular free cleaning.
7. I don't floss, but I use Listerine. They said it helps
that gingivitis stuff right? Why do I still have gum disease
when I use Listerine?
8. I don't have money right now. Can't you just clean some
of the teeth a little bit? Maybe flick that stuff off down
under my tongue? I'll say its okay if anyone asks.
9. My dentist/hygienist has never said that to me before and
it's only been 6 months since my last visit. Why didn't they
say anything to me about this?
Are you prepared to answer these statements and questions?
When put on the spot, you have to respond with an educated
response and be able to handle objections professionally.
Click here
to learn how to overcome objections
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