Clear aligners don’t need a hard sell

When patients understand the long-term health benefits of addressing malocclusion, it makes it much easier for them to commit to clear aligner therapy. Unfortunately, clear aligner therapy is often viewed by patients as purely aesthetic. Some providers market it that way as well. At CandidPro, we recommend a health-first approach to converting patients because, ultimately, excellent orthodontic care is all about setting up patients for a lifetime of smiles.

Dr. Tarun “T-Bone” Agarwal has what you need to help patients understand that CandidPro is all about long-term health.

T-Bone’s case acceptance model

For over 25 years, T-Bone has successfully employed this simple, four-part process to help drive conversions in his practice. Here’s how it works:

Step 1: Awareness

Give patients the opportunity to say yes to clear aligner therapy on their own by creating awareness. Your patients should know that you are a CandidPro provider and that clear aligner therapy is often a part of comprehensive treatment plans. Our in-office brochures, posters, and flyers are great vehicles for creating this kind of awareness in your practice.

Step 2: Communication

T-Bone believes that real conversations over time are key to driving conversions. If you have a patient with a malocclusion, make sure that you effectively communicate the long-term risks of a misaligned bite at each visit. Don’t use big clinical words. Show them a scan of their bite, explain their risks, and offer a solution that solves the underlying problem. You can also use our Bite Health Evaluation form to show patients malocclusions similar to theirs.

Step 3: Financials

Cost of treatment is one of the primary barriers to patients accepting clear aligner therapy. Make sure you have simple financing options available to help more patients pay off their clear aligner therapy in installments. Make sure to check out our financing webinar with Sunbit to learn more about their solution for in-office financing. 

Step 4: Schedule

Your time is valuable. Make sure you’re using it effectively. T-Bone suggests setting aside time specifically for clear aligner tasks like treatment planning, case delivery, and consultations. You may also consider streamlining how your team operates to maximize efficiency while minimizing waiting time for your patients. 

Put it all together and T-Bone’s four-part case acceptance model is a powerful tool that can help you keep clear aligner therapy top of mind with your patients without being salesy. At the end of the day, it’s all about making sure patients understand the long-term risks of living with a misaligned bite. By making them aware of these risks and sharing that you have the capacity to solve the root cause, you can help them make the decision for themselves that clear aligner therapy is in their best interest.

For more insights from T-Bone, click here to watch his full webinar.