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Dec 25 - Dec 31, 2019 www.TheTownCommon.com Page 9

Health & Wellness

BY J. PETER ST. CLAIR, DMD

Last week I discussed the

importance of communication in any

relationship, specifically the healthcare

provider/patient relationship. Trust

is mutually built as this relationship

develops over time.

“There’s not enough time in the

day.” Have you ever used this excuse? I

said this yesterday to someone. We all

tend to waste a lot of time, or at least

don’t use the time we have as effectively

as we could. You would think that in

our technology-filled world, time

management would be easier. Some

of this technology actually gets in the

way by adding even more of a time

commitment to things that reduce

interpersonal communication.

Here’s an example. It’s time to buy

a new car. There are many different

car brands and within those brands

are many models. No matter what

dealership you go to, they will gather

a minute amount of information

about you, or maybe none at all, but

guaranteed, they have a car on their

showroom floor that they tell you is

Brighter Smiles...

PROVIDER RELATIONSHIPS – PART 2

the right car for you. They will spend

a countless amount of time talking

about the many new features that their

brand has, and the options between

different models. If the salesman

worked for a different brand, or if you

went to a different dealership, you

would hear the same reasons why that

brand is right for you. Their goal is to

sell you a car.

If you went into a dental office and

the dentist spent all their time talking

about their array of technological

gadgets and how they were right for

you, how would you feel? If you went

to a different office and that dentist

had a different set of gadgets, they

have a bias as to why theirs are right

for you. You would feel like you were

trying to be “sold” something.

Branding draws us in. You may

have a preconceived notion that a

particular make of car is what you

“need”, or see a dental advertisement

that attracts your attention.

It doesn’t take much to realize that

there are many different brands of

anything that would satisfy our needs.

Whether it is a car or teeth, there

are often gaps between the “seller” and

the “buyer”. There is a gap between

what we really need and what we

think we need. There is another gap

between what the dentist or salesman

thinks we need and what we think we

need. And, more specifically, there is

often a serious gap between the value

some dentists have, and the value they

feel they can discuss with patients.

Sometimes we feel we don’t have the

time to discuss these things, and other

times we are afraid we will scare you

away.

Dentistry offers people so much

that they want and need. Why don’t

people get it? What would permit

someone to have this resource

available, and fail to use it? What

would cause them to misunderstand it

so thoroughly that they fear it more

than they fear the consequences of not

collaborating with a dentist?

Dentists need to communicate

facts and truths. They need to

convey expertise and enthusiasm.

This goes back to the idea of time I

have mentioned so often in the past.

Dentists need to spend time with

patients, not hard-sell with little

information, and let the patient

decide what the best line of treatment

is for them.

Dr. St. Clair maintains a private

dental practice in Rowley and

Newburyport dedicated to healthcentered

family dentistry. If there are

certain topics you would like to see

written about or questions you have

please email them to him at jpstclair@

stclairdmd.com. You can view all

previously written columns at www.

jpeterstclairdentistry.com/blog.

Dr. Laura anne Potvin, P.C.

oPtoMetriStS

EYE CARE

FOR THE ENTIRE FAMILY!

Dr. DR. nYLa NYLA LAMBERT LaMBert

Dr. DR. KatHLeen SAMANTHA Horn MEIN

Dr. DR. CATHLEEN CatHLeen DOUCETTE DouCette

NOw LOCATED AT

939 SALEM ST., GROvELAND

978-374-8991

What does your

smile say about you?

Whether you are missing teeth or are unhappy with the

ones you have, it may be time to explore your options.

All Phases of Dental Care Including:

• Grinding/Clenching/TMJ Therapy

• Sleep Apnea/Snoring Treatment

Contact your advertising

Learn More: www.stclairdmd.com consultant today....

Please call our office to schedule

a comlimentary 30-minute consultation.

77 Wethersfield Street, Rowley, MA 01969

advertise@thetowncommon.com

151 Central Street, Rowley | 978-948-2030

978-948-8696

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