Improving case acceptance requires stepping out of your comfort zone and embracing all aspects of case presentation, including the realities of selling, especially complex treatments. By refining communication, improving confidence, and effectively presenting financial options, you’ll likely be surprised how many more patients accept comprehensive and elective care. For many practices, this is a powerful path toward increased production and income.
Use language patients can understand. Many dentists rely on terminology that patients don’t fully grasp. Patients may nod along, but if they don’t truly understand the treatment, they are more likely to decline it. Clear communication leads to higher acceptance.
Don’t forget to smile. It may sound simple, but it’s powerful. A smile makes you more relatable, likable, and trustworthy, and it helps patients believe in what you’re recommending.
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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