The benefits of fluoride are incredibly powerful, dental providers know this. So, why don’t more patients take advantage of this easy preventative treatment?

The simple answer is… They don’t understand the value of fluoride.

Here are 4 steps to better communicate the value of fluoride and dramatically increase the acceptance rate in your patient community.

Step #1: Identify Their Interest

Patients want a fast, inexpensive way to prevent decay. Fluoride is a great way to do that. So, the first step is to scan for cues that indicate frustration with their oral health.

Listen for verbal signals like:

• “How many cavities do I have?”
• “Bad teeth run in my family.”
• “No matter what I do, I always seem to have a problem.”

When a patient makes a comment like this, simply respond with, “You’d probably be a good candidate for fluoride. Remind me to talk with you about that.”

Then, when you’re finished with the rest of the things you’re doing, say, “The next phase of our treatment today will be a fluoride treatment.”

Step #2: “New research shows…”

Next, introduce fluoride to the patient, and be sure to begin with the phrase, “New research shows…”

This phrase is particularly useful because a large number of patients may not have had a fluoride treatment during their last few appointments. Maybe they weren’t even given an opportunity to choose fluoride. By beginning with “new research shows,” you avoid getting bogged down trying to explain why it wasn’t offered before.

Here are some examples:

• “We’ve got new research that shows it’s important for patients to have fluoride treatment. From this point on, we are recommending fluoride to every single patient.”
• “New research shows that if you have fluoride consistently, you can reduce new cavities by as much as 75%.”
• “New research shows that topical fluoride benefits everyone from age 3 to 103.“

Step #3: Personalize the Benefits

The next step is to explain the benefits of fluoride to the patient in a way that appeals to what they most want and need.

Begin by saying, “Here’s why you need a fluoride treatment today…” Then, follow this up with reasons fluoride will benefit their unique situation.

Here are questions to consider:

• What do you see in the patient’s mouth?
• What makes them a good candidate for fluoride?
• Are they on a prescription medication?
• Have they invested in crowns and other restorations?
• Do they have a problem with continual cavities?
• What does the oral environment in their mouth look like?
• Do they suffer from sensitivity?

As much as possible, address the specific reasons this patient would personally benefit from fluoride.

Remember, if this vital step is skipped, chances are the patient won’t accept the treatment. Patients need to know what’s in it for them. Why should they take this $35 out of their pocket and give it to you (especially when they weren’t planning on it)?

This is your opportunity to make the case for why fluoride is worth it.

Step #4: “Good News / Bad News”

After the new fluoride research is introduced and the benefits are explained, the patient will almost always be wondering about cost and insurance coverage. Since fluoride for adults is typically an out-of-pocket expense, it’s important to address this even before they ask.

Here’s the recommended script:

“There’s good news and bad news about fluoride. The bad news is your insurance doesn’t usually help cover it. The good news is it’s only $35.”

For a patient that did not expect to pay anything, that might seem like a significant amount of money. So, help them put the cost into perspective.

$35 is less than:

• A lunch out with the kids
• An afternoon on the golf course
• A one-day fishing license
• A tank of gas

What is your patient interested in? Try to put the cost into perspective based on something they can relate to. Help them realize $35 isn’t very significant in the long run, especially for something that can help prevent as much as 75% of future cavities. $35 today can save them a lot of money and treatment down the road.

What This Means to Your Bottom Line

It’s amazing how easy fluoride acceptance becomes when these 4 steps are followed. And, an extra $35 service for almost every patient, every day can mean a lot for practice performance.

Let’s assume the following numbers:

• Eight patients come in the office every day, on average
• The fee for fluoride is $35
• 80% of patient accept (this is a conservative %)

This results in an average increase of $4,480 per hygienist, every month. Over the next 12 months, that adds up quickly ($53,760 per hygienist).

Contrary to popular opinion, 80% acceptance is easily within reach for every hygienist. The better the verbal skills become (answering questions and overcoming objections), the higher that number will climb.

Most practices with The Team Training Institute see fluoride acceptance between 95% and 98% consistently.

Fluoride is not only huge for patient health, it’s great for the practice, and an easy way hygienists can better utilize the tools available to them.

Try these 4 steps and let us know how it goes.

Interested in hygiene training for your team? Click here to see our approach and learn more.