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In many cases, mothers decide who the family dentist will be. She’ll interview practices on the phone, then send the kids in for a checkup once she finds a winner. If the kids approve of the experience, Mom and Dad will book appointments.

But kids can be a headache in the dental chair. Squirming, screaming, covering their mouths – taking up a lot of your time and ruining your day. DentalProductsReport.com (and the print version) features an article by Eileen White entitled, “Is This Your Worst Nightmare?” this month. It reviews how treating kids can be rewarding and profitable. Hard to believe, I know. What’s not hard to believe is that fewer general dentists are treating kids, according to a DPR survey. This means there’s a window of opportunity standing wide open for you.

How can general dentists overcome kids’  behavior management issues to enjoy profitable  and rewarding children’s dentistry?

These resources should help you and your team gear up for more kids:
The Administration for Children and Families offers Guide to Children’s Dental Care in Medicaid online. Even if you don’t accept Medicaid, the info in the guide could be a good read for you and your team if you want to learn more about harmony in treating kids. It covers behavior management issues, like how to calm anxious little ones and communication techniques, as well as immobilization, anesthesia, and sedation.

Journal of the American Dental Association provides a .pdf article for new patients about a child’s first dental visit. It’s a great article for any parent. Consider printing it, laminating it, and providing it to patients with your magazines in the waiting room and treatment rooms.

American Academy of Pediatric Dentistry provides a full selection of articles intended to educate parents about their children’s dental care. Topics range from calming anxiety to dental care for babies, special needs, and teens.

“Non-pharmacological behavior management: Clinical guidelines” is a brief and practical read for you and your team. If nothing else, it will refresh your memory about what you’ve learned in the past! How long have you been out of school ;-)?

Want to Attract Children (so that you attract their patients)?

Leverage Your Website
Be sure that your website is optimized for children’s and family dentistry. Include a page “For Moms” that spotlights how your office caters to kids and makes dental appointments convenient for busy schedules. You might include a new patient incentive, like reduced cost for X-rays and exam for both kids and adults. A Community page featuring photos of your team with kids in the treatment room and in the community will let moms see you in action, with smiling children all around. This will give you credibility! And in your Gallery, be sure to include some teen photos (bonding, veneers, braces, etc.).

Make Kids Feel Welcome
Also, keep in mind that if your team and office atmosphere cater to kids from the moment the little critters are driven into your parking lot, the kids will feel more relaxed and welcomed. This, of course, will make them more positive about the visit and they might even listen to you if they respect you!

• Have a kids’ play area in your waiting room for little ones
• Have video games or TV for adolescents
• Make modest and appropriate teen magazines or TV programming available
• Train your staff to respect and value young patients – let them know that the by pleasing the kids, parents will become patients and tell their friends about you
• Try to relate to your young patients on their age level – ten year olds don’t want to be treated like five year olds, and teens want to feel like adults (but much cooler)

Consider Speaking/Education
Local schools, hospitals, childcare facilities, and groups like Boy and Girl Scouts would love a presentation from you! Simply have your office manager make a few calls, and you’ll quickly book speaking engagements. The key here is to get your name and phone number in every child’s – and every parent’s – hand. Logo’d toothbrushes, pencils, brushing and flossing charts, refrigerator magnet pads – these items will probably make it to the parents, whereas business cards and brochures will not! In your presentation, keep the information fun and upbeat. Puppets or silly stories are usually a big hit.