The Art of Increasing Case Acceptance
Increasing case acceptance in a dental practice comes down to the art of communication. Kiera and Tiff, from The Dental A Team, use a simple analogy: when a waiter asks if you want dessert, the phrasing and tone of the question influence your response. The same applies to case acceptance. How you frame treatment options and communicate with patients can directly impact their decision-making.
First, always assume that the patient wants the treatment. Start by offering them the best options and explaining the benefits. Providing clear education on why a treatment is valuable increases the likelihood of patient buy-in. Patients may not always agree on the first ask, but that initial conversation plants a seed. It sets the stage for future acceptance by making the discussion easier next time around. Persistence matters—don’t give up after one try.
Next, make sure your communication style avoids setting patients up to reject treatment. Rather than making them feel overwhelmed or hesitant, help them understand the importance of their treatment plan. This might involve using empathetic language, showing visuals, or breaking down complex information into simple terms. The key is to foster a sense of trust and urgency around their oral health without pressure.
When presenting options, also highlight how the treatment will improve their well-being in the long run. Whether it’s about preventing further decay, addressing pain, or improving aesthetics, patients should feel confident in their decision. A strong case acceptance process doesn’t just increase revenue for your practice—it builds long-term patient relationships founded on trust and care.
Increasing your case acceptance skills will greatly help your practice so tune in to this episode to discover practical tips, strategies, and real-world examples that will help you communicate more effectively with your patients.
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