Strategies to engage patients in conservative cosmetic dentistry using composite veneers

In today’s increasingly image-­conscious world, the demand for esthetic dental treatments continues to rise. Among various treatment options, direct composite veneers offer effective and conservative solutions to improve a patient’s smile. They provide patients with a way to correct imperfections and enhance the appearance of their teeth in a one-
appointment procedure. For dental professionals, understanding how to effectively present this type of care to their patients can help increase treatment acceptance and expand this level of care in their dental practices.

While composite materials may not last as long as porcelain restorations, they provide excellent esthetic results, and in certain situations, such as age of patient or affordability, they may be the better restorative alternative. Direct composite veneers may also offer a more conservative approach to improving the patient’s appearance, as they are typically completed in a single visit and offer immediate gratification to patients. This approach can be more efficient and productive for the dental office as well—providing an esthetic solution in one visit instead of two or more appointments. However, the key decisive factor for a patient to undergo an elective esthetic out-of-pocket restoration, in most cases, relies on effective communication.

Presenting direct composite veneers

At the heart of a great dental practice is having exceptional clinical skills to provide exceptional treatment to patients. But in reality, 85% of the time spent with patients is communicating with them, and the other 15% is spent undergoing the clinical procedure. Presenting treatment options effectively is as important as the clinical execution.

Useful strategies that resonate

Here are some useful strategies to communicate the benefits of direct composite veneers that may resonate with your patients:

1. Introducing the treatment

Patients may or may not walk in and request direct composite veneers. Find ways to let your patients know about the services you have to offer. You may want to feature this treatment on your website and social media outlets and invite potential patients to inquire about the treatment.

2. Utilize visual aids

Most consumers are visual learners. Show patients the treatment you have provided other patients using before-and-after photos. Use smile design simulation to show the potential of changing the patient’s smile. When they see actual transformations, they are more likely to trust the results and become interested in what this treatment can offer them.

3. Involve the team

Everyone on the team should understand and appreciate the advantages of direct composite veneers and become comfortable introducing this treatment to patients. The treatment ambassadors and dental assistants have opportunities to let patients know about the treatment that is being offered in their office, including cosmetic and esthetic services. The dental hygienist also has ample opportunities to renew patients’ interest in outstanding care as well as esthetic alternatives that have yet to be discussed. The team plays a significant role in endorsing the doctor and the exceptional level of care offered to patients. They can initiate conversations about esthetics and treatment possibilities and answer questions patients may have regarding the doctor’s recommendations. This may require a shift in thinking that if patients don’t ask for esthetic improvements, they aren’t interested.

4. Ask the right question

Patients are usually told what they “need” to have done. This approach does not inspire patient collaboration or compliance. The better question to introduce treatment possibilities to patients is, “Would you allow me to tell you what I would like to do for you?” This engages the patient in a treatment discussion and solicits their interest in treatment offerings.

5. Avoid assumptions

If you never let patients know about the types of services you offer, they may never choose the treatment you can provide. Avoid the assumptions that patients aren’t interested, can’t afford it, or are not motivated to improve their dental appearance. Create awareness with all your patients that you have esthetic solutions that may be right for them.

While a single appointment with immediate results may be attractive to patients with major events or milestone occasions such as weddings, reunions, or new career moves, many patients appreciate the convenience of walking out of the dental office with a transformed smile in just a few hours. With this affordable option, dentists can sculpt and shape the composite chairside, which provides flexibility to adjust contour, texture, and color in real time, making this esthetic procedure a collaborative process based on patient feedback.

Should a composite veneer chip or discolor over time, it can be quickly and easily repaired or polished in the dental office or touched up chairside, saving patients time and additional costs.

Direct composite veneers are a versatile, patient-friendly treatment that combines beauty, convenience, and affordability. When presented effectively, they can become a desirable option for patients looking to enhance their smiles. The combination of clinical skills and communication expertise will establish an outstanding practice that is patient care-driven and guaranteed to be professionally rewarding and successful.

Further reading: Predictable techniques for single provisional veneers

Editor's note: This article appeared in the July/August 2025 print edition of Dental Economics magazine. Dentists in North America are eligible for a complimentary print subscription. Sign up here.