Have you read about a new technique or product? Are you excited about introducing it into your own practice? There can be many obstacles in convincing your employer to try something new. An American survey found that up to 70% of employees don't feel comfortable approaching their employers with ideas. By simply following a few key tips, you can give your idea the best odds of being positively received by your boss.
Why Are You Wanting This New Product?
Getting a new and improved product is exciting. New products for your dental office should aim to save money or time, improve the patient's experience or prevent work-related injury.
Before suggesting a new product for your dental office, take a step back and consider why you want it. Ask yourself questions like:
- Did I have a problem before I heard about this product?
- How much benefit will the product provide for the entire dental staff?
- How will patients benefit from this product?
- Does this product line up with the goals outlined by my employer?
If a product is proven to reduce overhead and increase production, the benefits may far outweigh any additional cost or training that comes with the product. But if the benefits only apply to a few employees or the cost is exorbitant, it is unlikely that your boss will find the product worth it.
Arm Yourself With The Right Information
Preparing your pitch before approaching your employer is a crucial first step. Not only do you want to present a clear idea of what the product is and what it will provide for the dental office, but you also want to be ready for questions or concerns from your employer.
Product description/ Ordering process
Familiarize yourself with the product. Expect questions about its benefits and drawbacks. Understand the ordering process and how long it will take to be delivered. Along with thorough research of the product, take note of any of support resources available to your office.
Cost
Know the total cost for the dental office, especially if multiple items are required. Other costs to consider include training and associated disposable costs, if applicable.
Cost/benefit analysis
As with any business, benefits have a trickling effect. List out who will see improvement because of the product. For example, American Eagle's XP® Sharpen-Free instruments streamline appointments, improve patient comfort and give the hygienist more time to examine and educate their patients.
While improving employee efficiency is beneficial, it is also important to consider whether the product will increase the income of the dental office and when to expect to see a return.
Implementing the product
Explore any special requirements the new product will need before pitching the idea to your boss. Such as:
- Change management, or who will be in charge of making the necessary changes
- Training
- Installation process
- Gauging team readiness (Not everyone may be onboard for a product change)
Presentation Tips
Interpersonal communication skills are key to an effective presentation. Whether you are catching the dentist in their office or preparing for a formal presentation in a large corporate meeting, there are a few presentation skills to remember.
- Have a clear goal
- Understand your audience and what they value
- Have one focus: either reducing risks or gaining a benefit, not both
- Speak clearly by enunciating and projecting your voice
- Use evidence and statistics to support the need for the product
- Keep it simple and short
Close the Deal
If your boss isn't as excited about the new product as you are, don't panic. Be prepared for questions and criticism of the product. Have your argument ready to reiterate the product's benefits despite any downside your employer may point out. Remind your employer of their goals or comments and how the product will directly put those goals into practice.
Know Your Worth
As a dental hygienist, you see what goes on in the office at almost every level. A single dental hygienist brings a 41% increase of annual gross billing to a solo practice. All that to say, you are valuable and you can further improve your dental office. If you see a way for a new product to benefit the office, you are perfectly positioned to pitch the idea to your boss.
Sources
Burris, Ethan, "How to Sell Your Ideas Up the Chain of Command." Harvard Business Review, 2022, https://hbr.org/2022/01/how-to-sell-your-ideas-up-the-chain-of-command
Lazar, Vickie F., Albert H. Guay, Tryfon J. Beazoglou, "Economic Impact of Dental Hygienists on Solo Dental Practices." Journal of Dental Education, 1 Aug. 2012, https://onlinelibrary.wiley.com/doi/10.1002/j.0022-0337.2012.76.8.tb05357.
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