There is a whole new approach, which I must say truly works, take yourself (Dr.) out of the case presentation and get your Team to training to do these for you. You case acceptance will be greater and so will the total dollar amounts on your treatment plans. Get your Team trained to handle the consultations. Team members bond easily with patients and become their friends. Patients find it easier to talk with them about dental concerns because they see us as not judgemental and have nothing financially to gain from the patient accepting or not accepting treatment. Give the Team the digital photos they need to help your patients see what their dental health is really like. It is not about selling dentistry, it is about helping patients truly see inside their own mouths and take ownership of the dental conditions. When they see, for instance, how tooth number 30 has the entire back cracked off and the white gunk that is on the inside of their lower teeth they will want to ask for help to get those things taken care of. Trust me on this, do your research, get some training for your Team and you are on your way to better case presentation and acceptance. Remember, case presentation starts with the very first phone call to your office; be sure all the right people are in the right places.
.
