Many things go into patients accepting treatment, and it all starts with building trust and an emotional connection. We’ve all been there. We are presenting treatment and then crickets. What are some steps we can put in place to assure patient acceptance? The first step in solving this problem is to pinpoint the patient’s reason for not committing to treatment. Most often, it’s financially related, but don’t assume that’s the reason in every case. Here are a few practical ways to increase patient acceptance.
Discover What Could Be a Potential Roadblock to Saying Yes
Most often, patients are either worried about money or afraid. Find out the concern early in diagnosing and presenting, and that could help you to help the patient overcome these obstacles. Also, if they have a big event, i.e., a wedding or reunion, that can help influence the patient’s decision.
Build an Emotional Connection
Find out why the patient wants dental treatment. Whether it’s a smile rehab, for form and function, or to restore decayed teeth. If you use a questionnaire in your office about pain, looks, etc., keep bringing that out and reminding them why they sought out treatment and how they’re feeling now (feeling different, pain-free, etc. will depend on the treatment they’re receiving).
Overcoming Financial Concerns
You are training your team to confidently explain the cost of treatment with empathy and give them choices and suggestions to help patients afford their treatments. Start by sharing with the patient that you’ve helped many people in this exact situation and have helped them afford the recommended treatment.
Focus on Quality of Life Improving
Not all decisions are made with a person’s mind. Some decisions are made with the heart. A new smile could tug at one’s heart. For years, they’ve grinned with their lips sealed because they did not want their teeth to show. So much of everyone’s social life involves food and eating. A healthy smile is essential to eating as well. They won’t have to avoid foods or events or worry about cutting their food or how they will chew it after getting a new smile.
Create a Special Experience
We all know the patient is judging us before they even come in the door, and they continue doing so until they have trust in you. If you have a patient coming for a large case, call them two days in advance, ask them if they have any questions, and if there is anything you can do for them. We’d recommend the person who has spent the most time with this patient, usually the assistant, be the one to call. Encourage the patient and let them know that they can do this. You’ll be right there with them the whole way and remind them of how happy they will be once it’s all over. This gives the patient a boost of confidence and excitement. Make sure your patient leaves with a before and after to compare side by side when their results are finished.
