The business side is a vital part of any dental practice. However, many practices struggle to keep their schedules full with paying patients. Let's explore three common mistakes that hinder increasing dental case acceptance.
Mistake #1: Hey Doc, I can’t afford treatment!
One frequent mistake in dental practices is when a dentist discusses treatment fees and attempts to sell the case themselves. An overly eager dentist might unintentionally break the patient's trust by trying to close the deal immediately.
Patients often dread dental visits, so hearing about necessary treatments alongside financial costs can be overwhelming. Discussing finances is not the dentist's job during case presentations and education, as it consumes valuable chair time. Instead, dentists should focus on providing care, leaving financial discussions to other trained staff members.
Ask yourself, how much is my chair time worth? The dentist should only set the fees and leave the sales and collection process to the designated staff.
Mistake #2: We don’t need any more staff
Not hiring a dedicated sales position is another common error. While saving on overhead might seem appealing, it often leads to missed opportunities for selling cases. Employing an experienced treatment coordinator to present treatment plans is crucial for ensuring steady income.
This individual should be thoroughly trained in sales, persuasion, and third-party financing. A well-versed and persistent yet subtle treatment coordinator can significantly improve case acceptance. Creating a sales script can bring stability and structure to the practice. Additionally, having a dedicated financial arrangement room ensures privacy and confidentiality during financial discussions.
Mistake #3: Payment was due last visit
Allowing patients to create their own payment plans can lead to financial complications. Can you trust patients to manage financial arrangements and pay on time?
Life events can cause unexpected financial hardships, leading to payment delays. To avoid conflicts, establish a well-written financial policy detailing payment expectations. Patients should not receive services without acknowledging the office policy with their signature and written consent.
This approach makes the collection process smoother and more efficient.
Implementing these strategies can significantly improve dental case acceptance in your practice. If you are a dentist or dental office manager seeking guidance, join our dental office manager community for support and resources.
Understanding Dental Case Acceptance
Dental case acceptance is a crucial aspect of any successful dental practice. It refers to the percentage of patients who agree to and proceed with the treatment plans proposed by their dentist. High dental case acceptance rates indicate a practice's ability to effectively communicate the necessity and benefits of treatments, thereby fostering trust and ensuring a steady stream of revenue.
See you in the dental office managers community, Kyle Summerford
Author bio
With over 22 years of experience in the dental field, Kyle L. Summerford has honed a unique approach to case presentation and patient acceptance. As a seasoned dental office manager and financial dental consultant, he leverages his expert knowledge to assist both new and struggling dental practices. Through his education programs, Mr. Summerford empowers staff members with effective patient education skills and persuasion techniques, significantly enhancing overall case acceptance rates.
Driven by a passion for teaching and sharing knowledge within the dental community, Mr. Summerford has lectured at numerous Continuing Education (CE) events and prestigious academic institutions, including Stony Brook University, the New York City County Dental Society, and Georgia Regents University. His expertise is further recognized through his self-authored articles in his renowned dental coding column, "Dental Coding with Kyle."
Mr. Summerford is also the founder of the Dental Office Managers Community and www.dentalofficemanagers.com. These platforms serve as invaluable resources for dental professionals, fostering connections and facilitating the exchange of knowledge among peers.
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