“No thanks, not today. Let’s just do what my insurance will cover.”
You probably hear some variation of those words dozens of times a week.
Things were different 10 years ago.
You could walk in, present a treatment recommendation and expect that a majority of patients would take you up on it.
Most dentists these days have a case acceptance rate way south of 50%.
25% is more like it.
So why are 3 in 4 of your patients rejecting the treatments you know they need?
Some of the factors are beyond your control.
The economy. Insurance cutbacks. Patients’ hectic schedules.
But one thing you can control is how you present treatment recommendations, and most practices have a lot of room for improvement here.
Let’s look at things from your patient’s perspective.
Here’s your patient, nervously tapping his foot.
He’s flat on his back, staring into a blinding light, and wishing (let’s just be honest) that he was just about anywhere else.
While he tries to blink away the tears stinging his eyes, people in masks and gloves poke and scrape at his gums and teeth.
Occasionally he steals a glance at the machinery around the room—but quickly averts his eyes when he spots the tray full of bright, point implements.
This scene is just another day at the office for you, but for your patient, it’s a scenario that’s tailor made for triggering anxiety—and the primal “fight or flight” instinct.
Now in you walk, with his charts in your hand and a look of concern on your face.
You pull up a stool and start explaining that you’ve discovered a problem, and it needs attention.
And how much would all this cost?
Your patient … who’s already sweating bullets … is hearing you say that he needs to spend the cost of a serviceable used car …
To fix a problem he didn’t know he had 2 minutes ago …
And that’s not causing him any immediate pain or discomfort.
That’s a tough case to make.
So how can you start to turn this around?
The first step toward improving your case acceptance is this:
Get the patient to ask YOU for the treatment.
You can do this by keeping the focus on the problem—and its eventual consequences—as you talk to the patient.
Show them VISUALLY what a healthy mouth should look like, and contrast it with the disease that’s breeding in their gums.
And when your patients see the problem, and understand that it truly is THEIR problem …
They’ll ask you what the next step is.
At NextLevel Practice, we’ve developed a powerful tool to help you with this. We call it the Healthy Mouth Baseline.
The Healthy Mouth Baseline is a visual representation of a completely healthy mouth.
This tool will get you and your patient on the same page about their oral health—and the work that’s needed to ward off future threats.
Practices that adopt the Healthy Mouth Baseline and our other Complete Health tools typically see their case acceptance soar from 25% to 67%.
Their patients are healthier and happier, and their revenues increase as well.
To get the Healthy Mouth Baseline for use in your practice today, and learn more about how you can make the transition to Complete Health Dentistry, just go here:
Healthy Mouth Baseline Download