New case acceptance is one of the crucial factors that contribute to the ability of a dental practice to stay afloat. Although there are some people out there who make things extra flashy in order to get patients to say yes to a treatment, nothing can substitute for the basics. There are five basic steps that dentists and members of the dental team have to mindful of when conducting case presentations.
Step 1: Be on time
Dentists have gained a reputation for being latecomers. This is a misconception that has to be put to rest if one wants to increase case acceptance. If one starts the consultations late, then the dentist might rush the entire presentation. A patient who likes things to be explained thoroughly might be less than impressed with the hurried manner of your presentation. Or this scenario can happen the other way around with the patient itching to leave because he or she needs to be somewhere else.
Step 2: Do not tolerate interruptions
Unless it is a matter of life and death, make sure that no one or nothing interrupts you when you’re sitting down with a patient. As the case presentation progresses, momentum will grow but it can come to an abrupt halt with unwanted intermissions.
Step 3: Be open to questions and give answers
Questions, and even objections in some circumstances, will arise but someone who has long anticipated these questions and have come up with suitable answers will be able to give sufficient answers. Rather than prevent patients from asking questions and comments, dentists should welcome them. Being able to address patients’ concerns effectively will make them more amenable to any treatments that you have proposed.
Step 4: Follow up
Some patients will schedule an appointment for treatment right after the consultation. But others might not. Those who fall under the second category should receive follow up phone calls from a front office worker a day after the consultation. A lot of patients are eager to have the treatment done but may need a bit of push. Show them how delighted you would be to help them with their dental woes by giving them a friendly, follow up call.
Step 5: Allow reschedules if needed at no charge
When consultations have started, finish the entire presentation. But if you’ll only be plagued by interruptions, then it might be best to reschedule the entire thing. Try to assess the situation as well as your patient’s preference before opting to reschedule.