It takes time for even the most experienced dentists to master case presentation skills. Case presentation has to be learned, practiced, and mastered if doctors are committed to taking the next step toward greater profitability. A little short-term frustration will be offset by long-term gains to the practice.
Use the right words. When it comes to treatment consultations, many doctors and team members just "wing it." A poorly prepared case presentation will have limited success. To enhance the doctor and team's verbal skills, use scripting that educates and motivates patients about the recommended treatment.
Don't forget to schedule consultations for the afternoon. The best time to schedule consultations is in the midafternoon after most of the larger cases have already been completed for the day. This allows the doctor to focus completely on the patient in a relaxed atmosphere and spend the necessary time to present treatment, answer questions, and work through any objections.
Roger P. Levin, DDS, is the CEO of Levin Group, a leading dental management consulting firm, and one of the most sought-after speakers in dentistry. Dr. Levin has authored 65 books and more than 4,000 articles on dental practice management and marketing. You can sign up for the Levin Group Tip of the Day.
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