Increase Case Acceptance in 6 Simple Steps
Yes! You can increase case acceptance in your dental practice in 6 easy steps. Take my challenge and try it for yourself! You can begin immediately. It’s really so simple, you’ll be surprised. The hard part is just remembering to do it until make it habit.
I am going to give you 6 tips that will empower you to increase case acceptance that don’t involve any technical dental knowledge at all. Often, we receive training or education in dental terminology, dental scheduling, and insurance coding. But training someone to actually present dental treatment is missed.
It Takes a Little Time to Create Consistently New Behaviors
Remember, it takes 30 days to create a habit. So, my challenge to you, is to take the next 30 days to consciously work on putting these steps into your daily life with each and every patient. Then, watch the magic happen!
Before we jump into these tips, let’s make sure you are ready with a solid dental restorative schedule that you are in love with!
Do You Absolutely Love Your Restorative Schedule?
Are you in love with your dental restorative schedule? Do you feel like your restorative schedule meets the needs of your patients and your practice?
Have you created your best version of your most efficient and productive schedule?
If you can’t honestly say “YES!” with great enthusiasm, pause, reset, and now create the best version of your production schedule.
Increase Case Acceptance With Block Scheduling
I highly encourage making improvements to your dental restorative schedule with block scheduling.
Once you have a solid restorative schedule template in place, let’s see what we need to do to get more dentistry done and help more patients!
Increase Case Acceptance With Your Smile!
We want to be smiling all day long in the dental office! Lighten up! Your eyes smile too! And it feels so great! It’s also very contagious! Find something to smile about!! Smile at each and every patient you see each and every day! A genuine, heart-felt smile will immediately show your patients they can relax with you.
Refer to Your Patient by Name
When your patient enters the dental office, you say ‘Hello”. But make sure you are taking it one step farther. Say, “Hello, Jim!” When your dental assistant or dental hygienist comes out to greet Jim, they will greet him by name. One more time, when Jim stands up to enter the treatment room, the dental assistant or dental hygienist should again say, “Hi, Jim.” When the dentist sees Jim that day, the dentist will also say, “Hey there, Jim!”
Increase Case Acceptance By Paying Your Patient A Compliment
It’s positive reinforcement for both you and your patient when you pay them a compliment. Be sure to be authentic when doing so. Even if your compliment is simply saying, “It’s nice to see you today”. You could also say something like , “What a great tie!” or “I just love what you are doing with your hair!”
Ask Your Patient a Question
Next, you will want to get your patient talking to you. Open up conversation by asking them a question. “How is your day going?” or “Can I get you some water?” or even “How are you?” Ask anything and encourage your patient to talk by looking at them and listening. Your question doesn’t have to be about dentistry at all. In fact, to get the conversation started, you might want to discuss something else entirely. “It’s a beautiful day.. isn’t it?” This one question will allow them the opportunity to discuss anything they might want to discuss.
Listen to Your Patient
This is the tough part for some people. Listening, really listening to people takes some practice. Look at your patient and be interested.
Listen with more than just your ears. Listen to your patient with your heart. They can tell when you are, just like you can tell when someone is really listening and really interested in what you are saying to them. Focus on what your patient is telling you.
Let them know you are truly interested in what they have to say and what they are sharing with you. This will let your patient feel safe. Safe enough to ask you questions should they have doubts about the treatment being recommended for them.
Increase Case Acceptance By Using Your Patient’s Name When You Say Good-Bye
Your good-bye is even more important than your “Hello!” (Although your “Hello” is a big one!) When your patient is leaving the dental office and you are saying good-bye, be sure to say their name. “Good-bye, John. Take Care” is a great way to end this appointment and put a positive seal on it. Everything in between the “Hello” and the “Good-bye” can be fixed.
Your “Good-bye” stays with your patient as they leave your presence. Make it even more memorable by giving them your card with your phone number and email address. Let them know they should contact you directly if they have any questions about anything discussed today.