For a dental practice to be successful and profitable, dental case acceptance plays a vital role. Promotional efforts and word-of-mouth are not enough to succeed if a practice does not have patients who will accept the recommended treatment. A practice needs to focus on effective case presentations by following techniques that can reassure patients that the treatment recommended is in their best interest.
If a patient has entered a dental practice for the first time, chances are that an impression about the practice already existed before the patient entered the door.
Whenever a patient is looking for a new dental practice, a prospective patient will do an online search for opinions and feedback on practices in the area. A dental practice must have an appealing and compelling website that can draw new patients by creating a strong impression of expertise, care, and trust.
Practices can also instill a habit of calling patients before a scheduled appointment to confirm the visit and how excited the team is to meet and treat them. Such a step can create goodwill as it shows the concern of the practice by showing the patient that the practice cares about the patient.
A practice needs to always stay alert when it comes to treatment and service. Many patients might submit online reviews, and positive reviews can help build a more positive initial perception in the minds of the patient. When a strong positive impression is built, a patient is more likely to respond to suggested treatment plans.
Different dental practices can approach dental case presentations in multiple ways. For any practice, it is recommended to have a set and established template for services and treatment options offered to patients. This can help a practice deliver relevant information about suggested treatment plans without leaving a patient overwhelmed. This can help increase the case acceptance rates. An ideal case presentation must include:
A concise and clear outline of the issue at hand must be highlighted. Some patients might not share symptoms and will not look for immediate care. Some patients may adopt a wait-and-watch approach and seek treatment only when the condition deteriorates. A practice can evade such a situation by clearly outlining the possibility of the issue getting worse if left untreated and how an immediate intervention can be less expensive and painful.
These can assist in helping patients comprehend the issue and the planned treatment. A complete explanation of the suggested treatment along with the benefits and risks must be included. One must also seek clarity of understanding from the patient as assumptions by the practice can later affect the final decision of the patient.
The language must be simple to understand, and unwanted jargon must be avoided. The practice must allow adequate time for the patient to understand the suggestions offered and ask questions before going ahead.
The key concerns regarding treatment decisions are financial, the time it will take to complete the treatment and fear.
The primary concern for a large volume of patients is cost. This also depends on the scale of treatment recommended. Multiple payment options offered along with the case presentation can help a practice tide over this concern.
The dental team should not deride a patient who is nervous as these fears are also linked to the success of treatment and outcomes. Such actions can cause a practice to lose good patients.
The dental team can reassure patients about the time taken for treatment by outlining the necessity of it and accommodating any concerns the patient may have with treatment schedules, etc.
For business reasons, a dental practice generally adheres to processes based on time and efficiency. Such an approach may not create a strong relationship with the patient. While the practice might be able to offer a quick diagnosis and treatment plan. For a patient, however, treatment is a major investment, and the practice might have to spend more time convincing the patient about the value of the treatment.
An optimal approach can be a consult-first approach. The patient can receive a consultation on suggested treatment options while also clearing all doubts and expectations. Such an approach can be time-consuming, but it will help build a higher case acceptance.
The practice might also offer a shorter preview of the next steps and then call the patient for a specific consultation to provide a detailed explanation of the recommended treatment. This can help maintain the practice's efficiency while also enabling priority patient care.
While a case presentation is critical, a factor that can decide a patient's choice of practice is the cost of treatment. The dental team may not be very forthcoming when it comes to talking about the bill, especially when one might feel that a patient might reject or delay the course of treatment.
However, it is vital to elaborate on the financial aspect in the same way as one explains the benefits of a recommended treatment, clinical techniques, or the recovery time needed. One can offer multiple financial options to a patient who is delaying treatment due to cost concerns. Handling a case presentation is paramount, and if that is done, handling the discussion concerning costs is not a very difficult task.
During the initial interactions with the patient, it is crucial to collate data that X-rays and exams might not offer. One can probe the patient by asking multiple questions to elicit responses that might help a practice decide optimal treatment options.
Some questions can revolve around how a patient can benefit from the practice; the challenges faced by a patient, and the pain that a patient has borne or is currently bearing are some examples. One can end the interaction by once again reiterating if there is anything the dental team needs to know before moving forward.
Case acceptance is vital for a practice to garner a reputation, be competitive, and stay profitable. Even if a practice is strong in all areas except case acceptance, the practice will underperform. A few simple steps can help a practice increase case acceptance and retain patients more comfortably.
