Mrs. Vanderbilt shows up for her recall visit with 10 brand new porcelain veneers. When I asked her who did them she names a dentist about three blocks from me and says SHE HAD NO IDEA THAT I WAS A COSMETIC DENTIST and could have done them for her as well (or better)!
Most of Your Patients Have NO CLUE What You Could Do for them
Was there really a Mrs. Vanderbilt? Yup. Fortunately not my patient (and not her real name), Mrs. V. was a long-term (as in over 15 years) patient of one of my GG12 coaching members who related this story during a coaching call last week. He was beside himself (literally). The woman tells him that she had NO IDEA he could (would) have done the veneers for her!
Frequently I was on the other end of that conversation. I performed a number of complete smile makeovers over the years on patients who came from their long-time "family dentist" 'cause "He doesn't do cosmetic dentistry." Did he? Maybe. But the point is that most patients don't have the slightest idea what you can do for them other than those services you have already performed for them.
If you've done cleanings, fillings and a routine crown, then Mrs. Jones likely doesn't know that you could perform sedation, veneers, whitening, implants, Invisalign, or help her reduce her (TMJ) headaches!