The ability to deliver a superior case presentation doesn't happen overnight. Even the most experienced dentists find that it takes time to master case presentation skills. A little short-term frustration is easily offset by long-term gains to the practice. Case presentation has to be learned, practiced, and mastered if doctors are committed to taking the next step toward greater profitability.
Use visual aids for stronger case presentations. Patients will understand their dental conditions, your recommendations, and the benefits of treatment more clearly if you not only tell them but show them. Use before-and-after photos, videos, posters, and 3D models to make more persuasive cases.
Don't forget to track case acceptance rates. Keep tabs on how many cases you present and what percentage of them are accepted. Also, break these numbers down to show closing rates of single-tooth or need-based dentistry versus multitooth or elective cases. The numbers you generate will give you a clear picture of your effectiveness in case presentations -- and of opportunities for improvement and growth.
Roger P. Levin, DDS, is the founder and CEO of Levin Group, the leading dental practice consulting firm in North America. For the complete list of dates and locations where you can attend his latest seminar, visit www.levingroup.com/gpseminars.
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