March 2021
On Demand: The ‘new normal’ approach to patient acceptance
Speaker(s): Dr. Christian Coachman
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Webinar Details
The Speaker

The 'new normal' approach to patient acceptance

Many patients will exit isolation with financial worries, wary of proceeding with necessary treatment, having built a barrier between themselves and the dentist. Finding ways to break that barrier can help the patient connect more effectively and more likely to accept treatment recommendations.

Learning outcomes:

  • Life and business will not go back to normal. The new normal is a fact
  • Case acceptance strategies will become one of the key skills of a successful dental clinic
  • People will probably tolerate much less unclear communication. The message from the doctor needs to exhale honesty, transparency, real benefits for the patient
  • People will tolerate less, commercial push, aggressive marketing
  • Patients will be more skeptical and will read in between lines if the doctor is pushing too hard to make money
  • Doctors will fear being too commercial and will feel uncomfortable pushing
  • Questions like “what is essential and what is unessential/selective” among dental procedures will become more common
  • How to make doctors comfortable with the new speech and pitch?
  • Learning from psychology how to create communication strategies when talking to somebody that is defensive
  • Learning how to sell during recession times in an ethical and elegant way.

Speaker: Christian Coachman

His career path has taken him around the world and earned him multiple accolades such as the following: In 2004, he was selected by Drs. Goldstein, Garber, and Salama of Team Atlanta, to become Head Ceramist of their laboratory, a position he held for over 4 years. He then went on to work with many leading dentists around the world as Dr Van Dooren (Belgium), Gurel (Turkey), Fradeani (Italy), Bichacho (Israel), Ricci (Italy) and Calamita (Brazil). In 2015 he was voted in the top 10 of the Most Influential People in Dentistry by UK Dentistry Magazine In 2016 he was the most searched dentist on Google In 2017 he became an adjunct professor at the University of Pennsylvania School of Dental Medicine and, in 2018, became coordinator of the Digital Dentistry Post Grad Program at the University Avantis in Balneario Camboriú, Brazil. In 2018 he was in the top 19 of the Most Influential People in Dentistry by Incisal Edge Magazine He is a member of the Brazilian, European and American Academies of Esthetic Dentistry, becoming the only dentist to have been invited to membership of these three prestigious organisations.
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