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Improving the Injectable Consultation


Dr. Vince Bertucci offers tips to improve the cosmetic injectable consultation.

In an article in Dermatology Times, Vince Bertucci, M.D., F.R.C.P.C., Toronto, Canada, offers tips for a successful cosmetic injectable consultation that will lead to long-lasting patient relationships:

1. Build Trust

Build trust with the patient every step of the way, from the initial phone conversation with front desk staff, to post-treatment consultations.

2. Explain the Process

Calm patient nerves by thoroughly explaining the consultation process.

3. Listen Carefully

Listen carefully to the patient’s cosmetic concerns and get a detailed history of all past aesthetic procedures and related satisfaction levels.

4. Analyze Globally

Look at the face as a whole instead of individual problem areas to allow for a more natural and comprehensive approach.

5. Prioritize Treatments

Prioritize treatments that give the most clinical impact according to the patient’s budget. This builds the patient’s confidence in the physician.

6. Distinguish Between ‘Want’ and ‘Need’

Distinguish between patient wants and needs to achieve cosmetic goals. This leads to better patient understanding of why the physician recommends a specific treatment.

7. Request Feedback

Ask for feedback from the patient so that physicians can make appropriate adjustments to future treatments to continue to meet patient needs.

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