Case acceptance is one of the most critical systems in a dental practice. All the marketing in the world will not replace the benefit of having patients who accept the recommended treatment. Practices that want to reach their true potential should focus on excellent case presentation by using techniques that create a desire in patients to follow through with recommendations.
Ask questions and listen. All too often, dentists are guilty of doing most of the talking. This is a normal part of the dentist advising a patient, but it does not go in the right direction for case acceptance. Your goal should be to facilitate a case discussion that keeps patients interested, focused, and engaged.
Don't forget to ask for commitment. Most dentists focus on presenting cases but never ask patients if they would like to follow through. After the presentation, ask every patient if they want to follow through with the treatment. They will either say yes or no, ask additional questions, or pose objections. The good news is that answering questions and objections properly results in case acceptance almost every time.
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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