Then what is that missing link?
I think the answer lies beyond the usual training that is imparted to a graduate or even a post graduate in the dental colleges.
It has a lot to do with communication skills, marketing skills and learning to be a skilled sales person!
Yes I did mention the word 'SALES PERSON'. Dentists are selling a service and the sooner we accept this the better for everybody.
I read someplace long ago that everybody lives by selling something. Selling is not a four letter word! But we need to get trained in that art.