Brian Harris on Building Trust and Engagement in Cosmetic Dentistry
In this episode of The Dental Economist Show, host CRO Mike Huffaker of PlanetDDS, sits down with Brian Harris, a leading cosmetic dentist and the creator of Smile Virtual. Join them as they discuss specializing in cosmetic dentistry, managing multiple dental businesses, and enhancing patient engagement.
Learn more about:
- Transforming practices with consultation strategies
- Specializing in cosmetic dentistry
- Improving patient engagement
- Building trust over traditional sales tactics
- The evolving landscape of dentistry
About the Guest
Brian Harris is a leading cosmetic dentist and the creator of Smile Virtual, a service that connects people looking to improve their smile with a cosmetic dentist or orthodontic specialist. He is a renowned figure in the dental community, serving as a distinguished faculty member at the University Pacific School of Dentistry, and is recognized as The Virtual Dentist. Brian is also the creator of Klen Products, a natural oral care products line.
Episode Highlights
In this episode, Brian Harries shares his insights on building trust and engagement in cosmetic dentistry. Here are some highlights from the show:
Integrating new technology
Brian explains how the introduction of video technology transformed his approach to patient consultations. By recording personalized video messages for prospective patients, he eliminated barriers to communication and built trust from the outset.
This innovative strategy allowed him to provide tailored advice and treatment options before patients even stepped into the office, which led to a significant increase in patient engagement and treatment acceptance. His experience illustrates the value of integrating technology into traditional practices to enhance patient interactions and streamline the consultation process.
Tacking low case acceptance rates
Brian discusses the low case acceptance rates for high-value dental treatments, which typically range from 30% to 50%. He attributes this to a broken process where patients often enter a dental practice without any prior knowledge of the provider or the treatment being offered. This lack of familiarity can lead to challenges when presenting expensive treatment options, especially if the patient must explain the procedure to a spouse or decision-maker not present during the consultation.
To improve this situation, Brian emphasizes the importance of educating patients upfront and allowing them to share information with family members, thereby increasing the likelihood of acceptance. He notes that his approach has changed the efficiency of his practice and, after successfully applying these principles himself, he began teaching this methodology to about twenty five other doctors he knew from the cosmetic dentistry field.
Smile Virtual improvement path
Brian discusses how the Smile Virtual platform addresses patient confusion regarding various dental procedures, particularly those involving higher costs like clear aligner therapy (e.g., Invisalign), porcelain veneers, and composite veneers. He emphasizes the importance of clearly communicating options during consultations.
When a patient expresses a desire for smile improvement, he explains two distinct paths: Invisalign or orthodontics, or porcelain veneers. Brian’s approach focuses on helping patients quickly identify their true needs, preventing them from pursuing a solution (like teeth straightening) that may not address their primary concerns, such as color or shape.
AI and dentistry
Brian discusses the transformative potential of artificial intelligence (AI) in dentistry, particularly in facilitating clearer communication between doctors and patients about treatment needs. He believes AI will eliminate the pressure of “selling” services by providing straightforward assessments, making it easier to identify necessary treatments. Brian mentions that Small Virtual is piloting AI-driven simulations to enhance this process further.
About The Dental Economist Show
Don’t miss out on episodes with special guests to discuss top strategies to grow your dental business. Tune in to the The Dental Economist Show weekly to learn how to optimize your practice’s value and stay ahead in a rapidly evolving industry.
