It is one thing to recommend dental x-rays to clients. It is quite another to convince them to say yes to the recommendation.

As a veterinary professional, you understand the importance of dental x-rays. In fact, you cannot diagnose many conditions without them. This is because a huge percentage of problems exist below the gumline.

Although price can be a deterrent for some clients, more often than not, the biggest pushback for clients is due to a lack of understanding. When clients understand the importance of dental x-rays, however, the acceptance rates skyrocket.

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The Problem Clients Can’t See

The biggest mistake that veterinary practices make is to assume that clients understand the importance of dental health. They don’t.

Pet owners think that everything is fine and that there is no pain. What they don’t understand is that the majority of dental disease occurs below the gumline. This means that they cannot see it.

Use Simple, Relatable Language

When discussing dental imaging with your clients, try to relate it to something simple and easy to understand.

For example:

  • “It’s just like when you go to the dentist—X-rays are needed to see what’s happening under the surface.”
  • “By the time we can see a problem, it’s often already advanced.”

The above statements can be of great help in explaining to the clients the need to undergo dental X-rays at the present time without any kind of pressure.

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Show, Don’t Just Tell

Nothing helps build trust with your clients like proof.

For example:

  • Offer them sample dental radiographs and explain them in simple language.
  • Highlight the common issues that are not easily seen.
  • Explain what the radiograph is showing them.

When the client sees the problem, the conversation changes from “Do I need this?” to “What do we do next?”

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Position It as the Standard of Care

Confidence sells.

When dental X-rays are not presented as the standard of care, then the client will not see them as the standard of care either.

For example:

  • “We include dental X-rays with every cleaning to make sure we’re not missing anything.”
  • “This is how we provide complete dental care for your pet.”

Address Cost Before It Becomes an Objection

It’s not surprising that your clients will hesitate if they’re not sure what the cost will be or what they’re getting for the price they pay.

Be proactive:

  • Consider bundling dental X-rays with your dental services.

Explain the value of the X-rays in terms of prevention. Explain how getting X-rays can save them money in the long run, as they may not have to pay for more costly procedures in the future. The key is to explain the value of the X-rays. This is not an extra cost; it’s part of the job. Taking proper care of their loved one and saving them money in the future.

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Make It Easy for Your Team to Deliver the Same Message

Consistency is key. You and your entire team, from the technicians to the front desk staff, should all feel comfortable explaining to your clients:

  • The importance of dental X-rays.
  • The X-ray process.
  • The benefits your clients will experience.

The more consistent the message, the more your team will feel, and the more accepting your clients will be.

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Remove Workflow Barriers Behind the Scenes

Maybe the hesitation isn’t coming from your clients, but maybe it’s your staff.

If dental X-rays are seen as time-consuming and disruptive to the day, your staff is less likely to be recommended to clients. With the latest technology in dental X-rays, like the Ultra Dental Handheld X-Ray System, the process of dental X-rays is streamlined, quick, and easy to integrate into the day.

When it’s easy for your staff, it’s easy for your clients.

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Build Trust Through Better Care

Ultimately, the process of dental X-rays is not about selling a service.

It’s about:

  • Providing better care
  • Catching problems earlier
  • Giving clients confidence that nothing is missed

When you focus on this, the process of dental X-rays will be well-received.

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Are you ready to Elevate Your Dental Standard?

Diagnostic Imaging Systems offers the latest in digital dental imaging technology to help veterinary practices deliver better care with greater efficiency.

Contact us today to learn how you can seamlessly integrate dental X-rays into your practice and client conversations.