It's true that patients are less likely to accept treatment in difficult economic times. For effective case presentation, it's essential to lay out all the health benefits of treatment, as well as all financial options. The more patients understand why they need treatment and that it will be affordable, the more likely they are to accept your recommendations.
Eliminate distractions. When presenting treatment, it's important not to allow any distractions. Fumbling with papers, looking at your computer for too long, or being interrupted all create negative energy in a case presentation.
Don't forget to follow up with patients. After making a presentation, be sure to follow up with the patient one week later. A phone call, rather than a text, even when leaving a voicemail, is the better option. Making this simple phone call is often all it takes for the patient to make the final decision to have treatment.
Dr. Roger P. Levin is the CEO of Levin Group, a leading dental management consulting firm, and one of the most sought-after speakers in dentistry. 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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