A Closer Look at Case Acceptance
Roger P. Levin, DDS | November 13, 2015
Your case acceptance rate may be misleading you. In fact, if you have a relatively high rate—for example, 80% to 90%—and a growth rate of less than 15% annually, you definitely need to take a closer look at how and what you present to patients.
Even if you have an adequate number of referrals and new patients, a full schedule, and a large number of patients who come in regularly for hygiene visits, your total production and income may still be flat or even declining. If this could be you, it is important to you ask yourself these questions:
The solution to this problem can not only increase your practice's revenue, but strengthen your relationships with patients, and allow you to treat patients more effectively. Simply apply these four steps in your office:
1. Take a more comprehensive approach to exams and treatment plans
You may already perform comprehensive examinations with new patients, but you should do so with all patients. You and your patients will discover potential treatment options that may have been overlooked if you only respond to immediate oral health needs or patient requests. By mapping out complete, long-term treatment plans and acquainting patients with future possibilities and complications, you’ll be providing excellent service and gently encouraging their acceptance of more treatment.
2. Move beyond single-tooth or need-based production
A practice with high acceptance rates but low revenue probably needs to emphasize multi-tooth, cosmetic, and other elective procedures. In terms of income, there’s a tremendous difference between a 90% close rate on single-tooth cases, and a 90% acceptance rate of various need-based and elective treatments.
3. Sharpen your presentation skills
Technical details may lead you to recommend a particular procedure, but they may not convince patients to accept your recommendation—especially if they see no immediate need. For this reason, you should learn to base your presentation on how patients will benefit from what you’re recommending.
4. Offer a range of payment options
Significant out-of-pocket expenses prevent many patients from accepting multi-tooth or elective procedures. In this case, you can win some patients over with attractive payment options, such as accepting a range of credit cards, giving discounts for cash payments before treatment, or offering outside financing.
Conclusion
Enhancing case acceptance has a direct bearing on the success of your practice. If you create a comprehensive framework for potential treatment options, both necessary and elective, as well as recommend treatments based on patient benefits, and lower financial barriers, your production figures will surely climb.
Click here to download a free Practice Performance Matrix™, along with instructions about how to rate your practice and interpret your score.
Dr. Roger P. Levin is a third-generation general dentist and the Founder and CEO of Levin Group, Inc., the largest dental management and marketing consulting firm in North America. As a leading authority on dental practice management and marketing, Dr. Levin has developed the scientific systems-based consulting method that increases practice production and profitability, while lowering stress. A keynote speaker for major dental conferences, Dr. Levin presents more than 100 seminars per year. He has authored 68 books and more than 4,000 articles.
