Case presentation has always been a mystery for many practices. The reality is that most practices feel they have mastered it because most dental treatment involves a single tooth or smaller cases. However, many patients have needs that are greater than the most immediate and evident.
By completing a comprehensive diagnosis, educating patients about additional treatment options, getting to know patients well enough to understand what barriers may be of concern, and offering solutions, practices can increase their overall level of case acceptance, practice production, and profitability.
Make sure that patients know that financial options are available. When patients know there are multiple financial options, including patient financing, they become more confident that they can afford the recommended treatment and can have it right away. This is especially true if interest-free financing is offered.
Don’t forget to ask the patient if there’s anyone else who would like to hear about the treatment. Offer to have a second consultation with the patient and a key decision-maker so the key decision-maker can hear it directly from the practice, ask questions, and fully understand the logic and compelling reasons to have treatment. If the other key decision-maker will not be coming to the office, be sure to give the patient three key points to share with them.
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].
The comments and observations expressed herein do not necessarily reflect the opinions of DrBicuspid.com, nor should they be construed as an endorsement or admonishment of any particular idea, vendor, or organization.
