Physician provides key steps to incorporating injectables into practice

NEW YORK — Physicians seeking to incorporate injectables into their practice must assess their current skills, devise a plan to promote the new procedures, and understand how to best open and lead the conversation with patients, according to an educational program presented at Facial Aesthetics New York.

“If you're treating the face, and you are treating other aesthetic parts of the face, with either noninvasive or surgical procedures, then injectables are a good fit [for your practice],” Heidi A. Waldorf, MD, said in her presentation.

Heidi A. Waldorf

The first portion of Waldorf’s presentation covered skillsets and preparation. She advised that physicians who wish to incorporate injectables into their practice must be comfortable performing precise procedures. Additionally, all staff should be trained in the parameters of what will be needed to assist. Necessary equipment for emergency protocols should always be on site.

Preparation should include securing all necessary paperwork, such as consent forms and pre- and post-instruction forms, and a means to take photographs. Photography, according to Waldorf, is a vital insurance. If a patient is unsatisfied with the results or perceives a lack of change, before and after photos can be compared to decide on the next step or to verify the changes. In her practice, she takes photographs from front, three-quarter view, and side, as well as photographs of the patient making facial expressions such as smiling and frowning.

Waldorf continued her presentation with how to best promote the integration of injectables. In office, she recommends brochures, posters, and a “cosmetic interest form,” where patients can review the elective procedures and begin the discussion if interested. Out of office, she recommends a website, newsletters, as well as hosted events.

Once the conversation is started, be sure to clarify the patient’s range of options. For one, advise the patient that procedures can be performed together or gradually. Two, be sure to avoid assertive solicitation, as this can create negative perceptions in the patient about his or her appearance. And three, Waldorf advises to avoid soliciting to long-time patients of colleagues.

“Prep is key; practice, practice, practice. We all learn constantly, [injectables are] evolving, and we’re informing our practice,” Waldorf concluded. – by Talitha Bennett

Disclosure: Waldorf reports she is an advisory board member for Allergan/Kythera, Ferndale, Galderma, Lifes2Good, Merz, Revance, Suneva, Unilever and Valeant/Solta; receives consulting fees from Allergan/Kythera, Ferndale, Galderma, Lifes2Good, Merz, Neostrata, Revance, Suneva, Unilever, Valeant/Solta and Zeltiq; is on the speakers bureau of Allergan/Kythera, Caudalie, L’Oreal, Merz, Neostrata, Proctor & Gamble, Unilver, Valeant/Solta and Zeltiq; and is an investigator for Allergan/Kythera and Suneva.

Reference:

Waldorf HA. Practice Management: Incorporating into Your Practice. Presented at: Facial Aesthetics New York; Nov. 3, 2016; New York.