Case acceptance isn't something that practice leaders can afford to approach in an "off-the-cuff" manner. There are specific steps one should take to improve patient understanding, facilitate clear communication, and increase patient case acceptance.
Build a relationship. Case presentation isn't an isolated appointment on your schedule. More than anything else, case presentation is about building a trust-based relationship with a patient. First, focus on building value, scripting recommendations, and reviewing benefits statements with patients. Next, ask for a commitment, and be prepared to respond to any decision, questions, or objections a patient may have. Finally, follow up with every patient.
Don't forget to ask for a commitment. Asking for a commitment isn't a gimmick or a trick. It's about building a strong value proposition to help patients develop a strong desire to have dental treatment.
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 firstname.lastname@example.org.
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