Case acceptance isn't something that practice leaders can afford to approach in an "off-the-cuff" manner. There are specific steps one should take to improve patient understanding, facilitate clear communication, and increase patient case acceptance.
Build a relationship. Case presentation isn't an isolated appointment on your schedule. More than anything else, case presentation is about building a trust-based relationship with a patient. First, focus on building value, scripting recommendations, and reviewing benefits statements with patients. Next, ask for a commitment, and be prepared to respond to any decision, questions, or objections a patient may have. Finally, follow up with every patient.
Don't forget to ask for a commitment. Asking for a commitment isn't a gimmick or a trick. It's about building a strong value proposition to help patients develop a strong desire to have dental treatment.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email [email protected].
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