You may have excellent dentistry skills, but if your patient doesn’t accept your proposed treatment, you won’t be able to use them.
In fact, according to practice management consultant Debra Engelhardt-Nash, 80 percent of the reason your patient chooses your care has nothing to do with dentistry.
“The main reason patients choose a dental office, and why they choose to accept your recommended treatment, is the relationship they have with you and your team,” she says. “Get to know the person first, before you start recommending treatment.”
According to the ADA, the average case acceptance rate is 70 percent. A good presentation can help raise it to 80 percent or more.
In addition to building relationships with your patients, Engelhardt-Nash recommends these seven keys to successful case presentation:
The last key is the most critical, because the decision to accept treatment must happen with the clinical team—not with the financial coordinator. Be prepared with answers about handling any dental phobias or other barriers to treatment.
“Remember, your patients don’t think of themselves as patients. They think of themselves as people who need your help,” says Engelhardt-Nash. “People like to do the talking, so listen and let them talk.”
Dentrix offers a free eBook with more helpful tips on improving case acceptance. Download it here.