Patients will always want to know, "What's in it for me?"
In dental school, you are taught to be analytical. Therefore, a clinical approach is what seems most natural to you when presenting a case. You want your patients to realize how much you know about a procedure so that they trust you and feel comfortable moving forward. However, in elective case presentation, this can actually undercut your success. Remember, it's about benefits, not clinical detail.
Concentrate on what matters to the patient. During case presentation, don't focus exclusively on the clinical aspects of the case. Patients want to know one thing: "What is this procedure going to do for me?" The day you answer that question to their liking is the day your case acceptance rates begin to skyrocket.
Don't go into excessive clinical detail. Your patients are not dentists. They don't think like you do. They don't understand the intricacies of some of the procedures you are talking about (and probably don't want to). If you discuss at length the clinical aspects of the procedure that impress you, you will almost always see your patients' eyes glaze over.
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