Dentists can increase case acceptance and production by rethinking their approach to communicating with patients. Training team members to play a role in motivating acceptance, taking a more comprehensive view of what to present, stressing benefits, using support materials, offering payment options, and following up will all enable practices to grow regardless of economic and competitive pressures.
Emphasize the benefits of treatment. To communicate effectively, dentists should look at treatment from the patients’ point of view. The idea is to answer the usually unasked question, “How will this benefit me?” Presentations that highlight the positive results of treatment -- improved appearance, greater comfort or function, etc. -- are far more effective.
Don’t forget to involve the whole team. All staff members who interact with patients can influence them to accept treatment that has been or will soon be presented by the doctor. Hygienists can be instrumental in educating patients about oral health conditions that should be addressed. After consults, undecided patients will often ask the next person they see about the recommended procedure, so front desk coordinators should be prepared to build confidence in the doctor’s judgment.
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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