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    4 reasons patients don’t go forward with treatment

    Your case acceptance rates are abysmal, and you have no idea why. You and your team members talk with your patients about the importance of going forward with treatment, yet most never do—even when you think they’re ready to schedule.

    Not only is all this rejection frustrating, it’s costing your practice. In fact, if your case acceptance rate is below the 85 percent benchmark, you’re losing thousands of dollars every year. That isn’t exactly the best way to build a successful, profitable practice.

    Many practices struggle with case acceptance, but there are steps you can take to get more patients to give that all-important yes. Before you can make the necessary changes, however, you have to understand why patients aren’t going forward with treatment.

    To help get you started, I put together four common reasons patients say no, and how you can change their minds, ensuring they not only get the treatment they need, but that you grow your production numbers and your bottom line.

    More from Sally McKenzie: 4 reasons why you never see emergency patients again

    1. They don’t trust you. If patients don’t trust you, there’s no way they’re going to accept your treatment recommendations. That’s why it’s so important to build trust with your patients, and establish a connection.

    How? Take the time to educate them. Make sure they understand why you’re  recommending treatment and the importance of maintaining their oral health. Show them educational videos and give them educational brochures. Help them understand the value of dentistry and the services you provide. Ask them about their concerns and their health goals, and answer any questions they have. Find out what motivates them, and show them you care. Bottom line, if you do your best to put them at ease, they’ll be much more likely to accept treatment.

    I also suggest taking the time to get to know your patients. Ask them about their families and their jobs. Build a rapport, and not only will patients trust you with their oral health care needs, they’ll be more likely to become loyal patients who refer you to family andfriends.

    Continue to page two for more...

    Sally McKenzie
    Sally McKenzie is CEO of McKenzie Management, which offers educational and management products available at www.mckenziemgmt.com. ...


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