Unlock the Secrets to Higher Case Acceptance
September 12, 2023
As a dentist, your primary goal is to provide exceptional oral health to your patients.
Even the most skilled and compassionate dental professionals may encounter challenges when it comes to getting their patients to accept recommended treatment plans.
Dental patient case acceptance is a critical aspect of your dental practice’s success, as it not only ensures your patients receive the care they need but also contributes to the financial health of your dental clinic.
In this blog, we’ll explore the importance of case acceptance and reveal the one thing that has proven to increase it.
Why is Dental Patient Case Acceptance Crucial?
Dental treatment plans often involve a range of dental procedures, from routine preventive care and fillings to more complex treatments like full mouth rehabilitation, Invisalign, veneers, and implants. Achieving case acceptance means patients are not only willing to schedule the recommended treatment but also follow through by paying and then keep their scheduled appointments.
Answers to The Above Question:
- Improved Oral Health: Accepting and completing recommended treatment leads to better oral health outcomes for patients. Untreated dental issues potentially resulting in more extensive and expensive procedures down the road. Oral inflammation will lead to systemic inflammation.
- This cascading inflammatory response contributes to other systemic diseases such as heart attack, stroke, diabetes, Crohn’s Disease, and even Alzheimers Disease.
- Practice Growth: A high case acceptance rate is essential for the financial viability of your dental practice.
- Your case acceptance rate should exceed 60%.
- This ensures a steady flow of revenue and enables you to invest in state-of-the-art equipment, continuing education, and providing the best possible care to your patients.
- Patient Satisfaction: Patients who receive the care they want and need are more likely to be raving fans. Raving fans refer friends and family, contributing to the growth of your patient base.
IMPORTANT TO NOTE: Patients who pay a “reservation fee” at the time they schedule for high end treatment means they are committed to accepting your care.
Think: Less last minute cancellations and less changes in your schedule. Paying a reservation fee means you have a more committed patient!
Dental Case Acceptance Challenges:
Despite the importance of case acceptance, many dental practices do not achieve at least 60% case acceptance.
- Financial Concerns: Dental treatment can be costly, and some patients may hesitate to proceed with treatment due to financial concerns, even if it’s essential for their oral health.
- Fear and Anxiety: Dental anxiety is a common issue that can prevent patients from accepting treatment.
- Patients may delay or avoid necessary procedures due to fear of pain or discomfort.
- Lack of Understanding: Patients may not fully comprehend the urgency or importance of recommended treatments, leading to delays or non-acceptance.
The one thing that Increases Case Acceptance year after year is when you understand what your patients want for their smile.
It’s not enough to simply diagnose and recommend treatment; you must also ensure that your patients understand and feel comfortable with the proposed plan. You must have patients “own their disease” and “want what they need.”
How to Initiate Higher Cosmetic Case Acceptance:
Build Trust: Establishing trust is the foundation of effective communication. Patients are more likely to accept treatment recommendations when they trust their dentist.
First ask your patients,”What do you want your smile to look like?” or ask, “What is one thing you would like to change about your smile?”
Switch up your questions about the patients smile desires and make it fun for you and your patients.
Notice how these are not “Yes” or “No” questions. They are open-ended questions that inspire your patients to “think.”
Always be empathetic, listen to the patient concerns, and address all questions and any fears. Learn motivational interviewing skills to more easily show empathy and compassion. *See resources below.
Create Raving Fans: Once you have established trust with your patients and to gain trust, you want to offer something of great value to your patients.
Asking what your patient wants is a great opening to gain patient trust and show that you are doing more than treating a tooth!
The one answer most patients respond with when asked what they want for their smile is, “Whiter teeth.” The 2nd most popular answer is “straight teeth.:”
The list of what patients want for their smile goes on but first learn what your patient wants. As you are seating patients ask what you can do to make the appointment and their smile the very best.
Let’s change the negative connotation around dental appointments into something our patients look forward to!
The Smile Club is a fun way to:
- Give patients what they want (Whiter teeth) more easily (Same day)
- Give patients what they want, costing them less money and something they want
- Increase your cosmetic cases
Educate and Inform: Take the time to educate your patients about their oral health. Use visual aids like X-rays, intra-oral cameras, scanners, and/or dental models to show what’s happening in their mouth. Explain the consequences of not completing necessary treatment.
When patients leave without scheduling appointments always follow-up with a phone call and an email with a video that explains the risks and benefits of the specific treatment.
- Offer Options: Whenever possible, provide patients with different treatment options.
- This not only gives them a sense of control over their care but also accommodates their budget and comfort level.
- Clear Financial Discussions: Be transparent about the cost of treatment and discuss flexible payment options and/or insurance coverage.
- Patients are more likely to accept treatment when they understand the financial aspect of treating disease and abnormalities.
- Patients respond favorably when they have a plan in place.
- Follow-Up: After presenting a treatment plan, follow up with your patients. Address any lingering questions or concerns and remind them of the importance of timely treatment.
- Call patients within 48 hours if they leave the office and don’t schedule for your care.
- Email videos explaining the necessary treatment needed.
- In the subject line of this video write, [Video] because people are more likely to open and view a video.
Communicate this important message:
“Prevention saves money. Treating disease costs a lot of money.”
In conclusion, dental patient case acceptance is a critical aspect of every successful dental practice. To increase case acceptance, focus on effective communication. Great communication begins with listening and understanding your patients desires.
Building trust through motivational communication, educating patients, offering options, and addressing financial concerns are all part of this process.
Begin by asking how your patient wants their smile to appear. Listen to the answers they provide you.
By listening to understand your patients desires, you ensure that your patients not only receive the care they need but also feel confident and comfortable in their decisions regarding their oral health.
Remember, the one thing that has proven to increase case acceptance is The Smile Club patient loyalty system. The Smile Club begins by understanding what each individual patient wants.
Grab your Free Case Acceptance eBook HERE.