Many dentists are not calm, cool, collected, or even prepared when it comes to case presentation. And the truth is, it doesn’t come naturally to most. The good news is that if you’re willing, you can improve your close rate results by improving your case presentation techniques.
Develop a good relationship with the patient. The first thing you should always do, even before launching into the clinical aspects of a case presentation, is to develop a personal and interpersonal relationship with the patient. The single best way to do this is a technique we refer to at Levin Group as “The Golden 10.” The Golden 10 is an interviewing technique of getting to know the patient by learning 10 personal things about them. Think of this as laying the foundation for a great relationship and successful case presentation.
Don’t forget to encourage patient participation. Stop every 10 to 12 sentences and see if the patient is following you by asking them a question. Most people hear less than 50% of what you say because half of the time they’re thinking about what they want to know and not what you’re telling them. By stopping periodically, you give them the opportunity to catch up with what you’re saying and ask questions for clarification.
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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