Dentists are clinical people who have been trained to be analytical. Yet this quality does not serve you particularly well in elective case presentation. Few patients want to know clinical details. They want to know, "What's in this for me?"
Tailor your presentation to the patient's needs. Patients care about benefits and little else. How does treatment make them look better or feel better about themselves? Is it painless? Can it be performed quickly? By addressing these concerns, practices can often increase their case acceptance rates quickly.
Don't go into excessive clinical detail. Your patients are not dentists. They don't think like you do. They will seldom appreciate the complexities of the procedures you are talking about. Remember that case presentation is more about emotion than technical facts.
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