You might think that increasing your dental case acceptance rate depends on how well you present treatment, but that’s just part of the story. To break through to higher levels of per-patient and total production, you need to take a broader view of case presentation—one that includes preparation, the presentation itself and, with many patients these days, follow-up.
Preparing the Way for Greater Acceptance and Production
Laying the groundwork for effective presentation can begin months—perhaps even years—in advance and culminate just minutes before seeing the patients. Preparation includes:
Presenting with Enthusiasm and Empathy
If you’ve prepared well, you’ll be able to present the case very convincingly, communicating benefits clearly, from the patients’ point of view, and preempting possible objections. Demonstrate a positive attitude and a strong commitment to patients’ well-being and you’ll increase the likelihood of acceptance significantly.
Following Up Systematically
Unfortunately, it has become harder to close with a single presentation in recent years. Unless patients say “no,” give them more opportunities to say “yes.” Call them personally the following week to ask if they have any questions about what you recommended. Bring up the subject (without pressure) the next time they come into the office, and encourage the hygienist and other team members to do the same. Keep the subject top-of-mind for patients and you’ll often be rewarded with eventual case acceptance.