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Exponential - The Teledentistry Growth Guide-Compressed PDF
Exponential - The Teledentistry Growth Guide-Compressed PDF
Exponential - The Teledentistry Growth Guide-Compressed PDF
The Teledentistry
Growth Guide
How to integrate Teledentistry to transform into a unique digital practice.
Deliver state of the art patient care, raise the oral health of your community
and drive the growth of your practice.
We live in a 24/7 fully digital connected world. Everyone is connected through their
mobiles and focused on digital solutions and time is increasingly under pressure,
no one wants to wait and in addition to this recent public health situations have
meant that people have to maintain limited physical contact.
- Digital Referrals
OUTSIDE
OUTSIDE
OUTSIDE
OUTSIDE
OUTSIDE
INSIDE
INSIDE
YOUR PRACTICE
Physical Active
Patients
Digital Referral
Digital Enhancers:
Greater treatment
Healthier patients plan acceptance More production per
More patients and
through enhanced through enhanced appointment through
revenue per practice
prevention understanding in a efficient scheduling
fee based practice
HOW IT WORKS
Digital Assessment
Patient can do a digital assessment
anytime, anywhere 24/7
Comprehensive Report
Evaluating Risk and health across 22
Dimensions OR Advice on specific
problem / emergency / situation
Finance Approve
Credit application link can
be provided
Schedule Treatment
Have more productive appointments
with more procedures in less time
EXPONENTIAL PRACTICE SCORECARD
Identify your practice growth potential
NUMBER OF NEW
PATIENTS
NUMBER OF ACTIVE
PATIENTS
NUMBER OF INACTIVE
PATIENTS
(No visit for >12months)
NUMBER OF PATIENT
REFERRALS
NUMBER OF ALIGNER
CASES STARTED
NUMBER OF IMPLANTS
PLACED
NUMBER OF
UNCONVERTED
TREATMENT PLANS
Practice Multipliers
Practice Accelerators
1 2 3
Strengthen your Help them understand Offer more affordable
relationships with all the best options for options that minimise
your patients their health chairtime
The majority of these people that didn’t re-attend due to some life circumstance or
convenience, for example they may have moved slightly further away and so would
potentially come back to you if there was a sufficient reason and incentive. For
your practice as well, you already invested time, energy and potentially marketing
money to have brought them to your practice so extending your relationship with
them is beneficial for you and increases the efficiency of your practice.
Your goal is to have the highest number of active patients that complete these 5
dimensions:
Email & SMS campaign, focused on the inactive patients offering them a
comprehensive digital dental assessment which they can do from the comfort of
their home, with an offer that treatment scheduled by a specific date comes with
a saving of £50 or so off their treatment.
The objective here is to schedule more and more quadrant dentistry sessions
Schedule appointment
This can help you reactivate and strengthen relationships with your patients.
Opportunity
£50,000 10%
At an average value of £500 that’s 10% of patients
100 x £500 = £50,000 in revenue. engaging = 100
patients.
DATA DRIVEN DIGITAL DENTAL ASSESSMENTS
Most people will keep 1-2 hygiene appointments per year and only book 1 checkup
if that.
Patients tend to value outcomes where they see something physically change. In
addition to this most patients that attend routine hygiene feel they are ok and they
have no problems, so if a dentist starts explaining complex procedures or items
and they had not even been aware of any issues then they will immediately lose
trust. This is what often happens when a new dentist takes over a practice and all
the patients are just not used to a more comprehensive method of assessment. In
dentistry as all the patient actually sees is a treatment plan which is a list of
procedures with a large price, that’s all they actually see and hear. So the new
patient now thinks you are trying to sell to him and they wish they had their old
dentist back they saw 6 months ago. There is a better way by using data and
digital assessments so that the patient actually understands their oral health
status in a quantified way.
VS
An even better way for this to be done is the digital assessment be done by an
independent digital dentist which saves you time and also provides the patient
with the advice first, making you the second person to confirm to them their oral
health status. This maintains your position as a professional.
The very action of visual communication and data driven assessments will mean that
patients themselves will look at the scores and the pictures and ask how they can
improve their scores. This transforms from “You don’t need any fillings” to “Why is my
enamel score low, I thought it was strong, how can I protect it and what do these
cracks on my teeth mean?” This yields much more productive conversations and
potential ways for you to help your patient achieve optimal oral health.
Action: Digital dental assessment campaign
Email & SMS campaign, focused on the inactive patients offering them a
comprehensive digital dental assessment which they can do from the comfort of
their home, with an offer that treatment scheduled by a specific date comes with
a saving of £50 or so off their treatment.
The objective here is to schedule more and more quadrant dentistry sessions
in clinic
Schedule appointment
This can help your patients have fresh conversations about their oral health in a
completely new way and help patients choose new cosmetic and health solutions
for themselves
Opportunity
The average practice has 1500 patients. If we think about it:
50% 50% of adults would like to improve their smile - that’s 750 potential
whitening / mini-smile makeover bonding cases
The barriers to someone accepting treatment is them
For your practice, you cannot deliver what you didn’t diagnose and present.
Solution
and everyone gets to discuss their report, and if helpful see a digital / cosmetic
simulation.
This increases understanding and emotional engagement.
This means you can schedule quadrant type appointments and deliver many
procedures with less physical reviews by leveraging digital monitoring so that you
minimise chairtime so that you can offer more affordable prices pr procedure (as
more procedures done per hour) whilst increasing your practice production.
In addition to this you can avoid days where you waste lots of time on checkups
You are then able to ensure the maximum number of people can accept different
proposed solutions.
DIGITAL PRE-HYGIENE ASSESSMENTS
Everyone likes and trusts their hygienist. They are perfectly positioned to help
patients understand their mouth and care for it. They also recommend the right
times a dentist should look at an item or discuss an area further e.g crooked teeth
and potential solutions and when someone is in the hygiene chair they are more
likely to schedule next procedures at the front desk. However hygienists are busy,
patients often arrive late and this disrupts the schedule, they are also trying to
educate patients that have gum disease that they need more than a “scale and
polish” but need several sessions of soft tissue therapy. Patients have limited
attention span and time and so a pre-diagnostic tool that the patient completed
before the appointment could be of huge benefit.
This means the patient knows all this before the appointment and so the hygienist
and dentist can use the report as a communication tool to evaluate the patient’s
understanding and more importantly motivation to improve various aspects.
Opportunity
Let’s say hygienist does 3 days a week with 30minutes per patient.
That’s 16 patients per day x 3 = 48 patients per week x 48 weeks = 2300 sessions.
2300 48
weeks
sessions
That’s 2300 visits to the hygienist. 2300 times they are seeing pre-educated
patients who understand their health status and how it may have changed over
the last 6 months, as one key benefit of this type of digital assessment is the
patient themselves can also see their teeth over time to track changes visually.
treatments
If we imagine 2300 sessions of hygiene and a 20% uptake of recommended
regimes at an average price of £80 that’s £36,800 of additional revenue and that’s
NOT including new potential patients who may be interested in joining you to get
digital assessments, hygiene and these packages from you.
These are large additional opportunities that decrease your medicolegal risk by
ensuring optimal oral health, patient education and trust.
These can be evolved even into subscriptions and that’s why we have a section on
that coming up.
2300 sessions
20% uptake
average price of £80
£36,800
additional revenue
DIGITAL REFERRALS
How to engage your patients to introduce their friends as digital patients”
It’s hard to get patients to refer their friends, there are a lot of perceived barriers.
Cost, distance and fear of the unknown. Typically this is what happens
Aa
You create a whole new level of opportunity and Do you know a good dentist?
This also eliminates all the headache of google They are state of the art, you can
actually start and do a digital
marketing and facebook as you are going assessment here as a first step
to get this amazing report, they
are really professional - here use
directly from new person → comprehensive my introduction link
www.instant-dentist.com
assessment & education → provisional diagnosis
Wow that’s amazing and it only
and scheduled appointment where the patient is takes 5mins? I’ll do it this
lunchtime.
Let’s say everyone is given a referral link and they get an Amazon gift card of £20
per referral.
Each person may have 5 friends who could be interested in improving their dental
health.
Let’s say 25% of patients want to refer.
That’s a new audience of 375 x 5 = 1875 new potential digital patients.
Let’s assume a 20% acceptance.
That’s 375 new patients and at an average production of £500 = £187,500 of new
revenue.
This is a transformative approach to expanding your practice and filling it with
trusted patients similar to those that already know, like and trust you.
l
rra
25% 1875
e
ref
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ra
fer
re
l
referra
new potential
of curent refer digital patients
patients ral
re
f er
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20%
acceptance
New revenue
£500 = £187,500
DIGITAL PRACTICE DENTAL PLAN
We all like to be members. Members get superior service, upgrades and
preferential offers.
There is an opportunity to create truly unique practice membership plans.
Plans with a real reason to join your practice.
We all know of the usual practice dental plan, £10/month for 2 checkups and 2
hygienes and 10% off treatments. This is £120 in spend per year per patient and
they have nothing tangible in their hands. This is just not attractive for most
people and would be one of the first things to cancel.
Digital
assessment
Hygiene Hygiene
Digital
assessment
This delivers more prevention and education throughout the year and is much more
convenient for your patients. The enhanced relationship increases trust and
awareness meaning greater acceptance of treatments when needed.
This package can be a compelling benefit which local employees could also find
interesting as a work benefit. We have a section on that coming up.
1HR DIGITAL ALIGNERS
Straight white smiles have never been more popular than they are now.
Invisible aligners are one of the most in demand cosmetic procedures globally.
Whitening, straightening and bonding enables a minimally invasive smile
transformation in just a few months. By all patients having a digital dental
assessment which includes a cosmetic assessment discussing tooth position,
tooth shape and colour, more patients will be interested in options.
70% 50%
of adults have of adults would
crooked teeth like to improve
their smile
70% of adults have crooked teeth, 50% of them would like a nicer smile so if you
were able to use an aligner system specifically designed for teledentistry you
could deliver cases with less than 1 hour of chairtme, meaning you could sell the
packages for a much lower cost than usual whilst maintaining a high hourly rate
of >£600/hr.
This means if you could sell dual arch aligner cases to the patient for £1650 plus
additional packages of bonding / whitening as a mini-smile makeover you can deliver
a minimally invasive highly affordable and desirable solution for many many patients.
Opportunity
This means you can now suddenly gain access to whole new categories and
cohorts of patients without spending on facebook and google without you being
reliant on facetime calls. These new patient opportunities are invisible and unseen
to other dentists yet are highly trusted as they go directly to the patient
assessment versus the approach of:
Attend appointment
Discuss options
Pre-apply and by video call /
Get assessment get accepted for clinic appt
finance
EMERGENCY PATIENTS
Dental emergencies can happen anywhere. In your local area within driving
distance there is a huge number of people that flow in and out over time. Many
attend conferences, events, staying in hotels, schools, universities and tourists. All
of these people are subject to potential dental emergencies such as a cracked
tooth. lost filling, sensitivity, gum problems, abscess, lost crown or infection.
Aa
This means you will be able to acquire new patients into your practice and help
them in a productive way.
New Patients
PHARMACY PATIENTS
550
people seeking dental
solutions per month
550
people seeking dental
solutions per month
550
people seeking dental
solutions per month
Most people that have a problem put off going to a dentist until they absolutely
have to.
There is one place however that they do visit a pharmacy. The most common issues
are bleeding gums, infections, lost fillings, broken teeth. Nobody wants to have
these dental problems but there are many perceived barriers to visiting a dentist for
many people.
Workplace wellbeing has never been more important than ever. More and more
employers are offering workplace benefits for their corporate employees. The HR
department often uses benefits as a competitive tool in recruiting talent. This has
led to the expansion of benefits into medical benefits such as providing digital
doctor services for local employees. Dental benefits are historically very seldom
offered in workplaces due to the cost of providing them however dental benefits
are greatly in demand. Instant Dentist has developed corporate digital dental
plans which can be provided to workplaces at a low cost. This opens up the pool
of potential patients enormously. By being a member practice you can provide
digital dental plans to corporate employers locally and benefit as the practice of
choice for the procedures that inevitably are required and desired. The additional
benefit of leveraging technology is that you require less chairtime so as described
before can offer lower priced solutions on aligners, whitening and other in demand
cosmetic procedures enabling you to run very productive treatment rooms.
New Patients
Implants 3D intra
oral scan
There are many people who for whatever reason simply cannot easily travel to a
dentist for regular appointments. They may not be able to attend checkups but they
certainly could attend treatment as and when needed. The key is being able to
monitor their health remotely in an accessible way, even offering access to oral
hygiene products and packages so they can self care more effectively for gum
health and decay prevention. By monitoring their health digitally and being able to
understand what procedures would be needed, they could then know the cost
implications and visits needed and so schedule the time to come for a longer
appointment to do all their procedures in one go. This provides a lot of potential
work for the clinic, in addition to this there could be strategy for care homes where
digital assessments could assess patients need for new dentures or implant
dentures, then domiciliary appointments where needed for 3D intra oral scanning
and then using 3D printed dentures or equivalent as a rapid way to manufacture
prostheses this minimises chairtime and office visits. This can be a very gratefully
accepted potential solution for many care homes. By doing some calculations on
the number of care homes in your district you can calculate the potential additional
digital patients your practice would be able to help supervise and care for.
New Patients
Dental Phobics
<60%
people are scared
of the dentist
More than 60% of people are scared of the dentist, this already restricts them from
visiting the dentist, phobics are people that have an even greater paralysing fear.
Often they also suffer from dental neglect meaning they feel self conscious about
their oral health and smile.
These patients when they do come in prefer to have as few appointments as possible
and they also prefer to have sedation or other techniques to ensure the session
passes smoothly.
Do more Do more
comprehensive implants
dentistry
Do more
Have more aligners
engaged &
grateful patients
www.exponential-dentistry.com
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