20 Ways to Increase Dental Case Acceptance Rate

10 Ways to Increase Dental Case Acceptance Rate

What was discussed?

Quote of the day: “Whether you think you can or think you can't, you're right.” – Henry Ford

To read this blog post, visit: 20 Simple Ways for Increasing Dental Case Acceptance Rate.

Dental visits have been decreasing for years nationwide. In 2014, 52.3% of people said they visited the dentist every 6 months while more than 1 in 5 said they haven’t visited the dentist in the last few years. There’s still plenty you can do within your practice to increase the rate that patients accept their treatment plan.

One: Optimize Treatment Presentations

Treatment presentations are important in getting the patient to accept their treatment plan. If you won’t be presenting the treatment plan, it’s your job to ensure that whoever is presenting the treatment plan is good at it. Monitor their style, wording, and personality. How are the patients responding to the presentation?

You have to be intentional about building rapport and trust in a short period of time. Patients need to visualize the impact that the treatment will have on their smile and their teeth at the end of the treatment.

Be sure you or your staff cover all the important points:1.    Procedure details2.    Benefits of treatment3.    Length of treatment4.    Cost of treatment5.    Payment options

Two: Relate to the Patient

Your presentation can be ineffective if you don’t put in an effort to relate to the patient. They could view you as just another physician who doesn’t really care about their well-being and is just trying to get as much out of them as possible. You want them to see you as a friend with dental experience. Hear out their objectives and find a non-patronizing way to address them.

Patients who feel that they’ve been heard are more likely to trust you. Many people are looking for a reason to say no, be sure they don’t!

Three: Get Your Team Involved

The dynamics of dental offices have changed in the recent years with nearly 1 million dental personnel employed in 2012. That’s nearly a six fold increase since 1950! The personnel in your practice can have a huge impact on whether or not patients accept treatment. Train all of your employees to promote a caring environment where people feel safe and welcome. Make sure everyone is extremely friendly, personable, and proud of the work you do.

Four: Schedule the Appointment

Many practices can get a patient to accept the treatment plan, but lose them in the scheduling process. Be sure that the patient accepts the plan and schedules the appointment in the office. Don’t let them go home and think over the reasons why they shouldn’t go with the treatment plan. Follow up calls never have the same impact as the initial treatment presentation.

Make sure the patient schedules the appointment the same day they accept the treatment. If they’re adamant about thinking it over, make sure someone from your front desk calls and checks in with them in 24 hours.

Five: Make Your Reminders Personal

Nearly 80% of cellphone users use text messaging and 31% of people prefer text to phone calls. Text messaging and email appointment notifications are very convenient for patient, but can also be easily ignored which can reduce appointment attendance. If increasing patient acceptance rate is your main goal, don’t rely solely on technology and the less personable approaches.

Don’t make text and email the default communication of choice for all patients, but do make it an option.

Six: Help Patients Value Their Appointment Time

Use verbiage to help them value their appointment time. Whether it’s the person calling to book the appointment or calling to remind them about a previously booked appointment, make sure that the patient values their appointment time. Use reminders like “Please be sure to notify us in advance if you’re unable to make your scheduled appointment as the doctor has many other patients who could benefit from that appointment time,” and “Please let us kno