It’s a common scenario, patients who come to the dental office focused solely on what their insurance will cover, often with little interest in treatments beyond the basics. As dental hygienists, we can play a key role in educating patients about the true value of their oral health and helping them see the bigger picture.
When patients are only concerned with what insurance covers, it’s important to gently shift the conversation towards the long-term benefits of proper oral care. Start by listening to their concerns and acknowledging their financial limitations. From there, you can educate them about the impact of their oral health on their overall well-being. Explain how things like regular cleanings, preventive care, and early treatments can save them money and time in the future by preventing costly procedures down the line.
One effective approach is to highlight the connection between oral health and systemic health conditions like heart disease, diabetes, and even pregnancy complications can be influenced by poor oral hygiene. By framing dental care as an investment in their health, rather than an expense, you can help them see the value in prioritizing more than just the basics.
Encourage open communication and ask if they have any questions or concerns about the treatment plan. Provide options for both in-office and at-home care to help them maintain optimal oral health without feeling overwhelmed. Ultimately, showing empathy and providing the right information can help patients make informed decisions that benefit both their oral and overall health in the long run.
How do you approach patients who are primarily concerned with what their insurance covers?