Have you ever worked up a comprehensive treatment plan for a patient only to have them say…“I’ll think about it.”? Of course you have. And how often have you taken the time to thoroughly explain the desperately needed treatment only to have the patient say, “I can only do
what my insurance pays for,” or “But Doc, nothing hurts,” or to just simply recoil in “sticker shock” and run from your office,
never to return?
Getting your patients to say “yes” to needed treatment should be a successful, systematic and non-stressful event for you, your team and your patient. You can easily make this happen every day, even in today’s economy, once you and your team understand how patients make decisions regarding their treatment.
We have been taught in dental school and in CE courses that the key to case acceptance is patient education. In other words, give the patient enough information so they will be able to make an intelligent decision about their dental treatment. The only problem is that this approach kills case acceptance!
It simply doesn’t work.