Ideally, you recommend treatment, the patient accepts, and you move forward.
Fortunately, that scenario still occurs in many cases, but another more complicated and drawn-out process unfolds frequently in the new dental economy… you present, the patient remains undecided, and you follow up with a dentist presentation, hoping to eventually turn “maybe” into “yes.”
When you find yourself in this situation, it’s time to initiate a team-based presentation technique. More of a process than an event, this approach brings other staff members into the picture to play limited yet potentially decisive roles in gaining case acceptance. Here is a typical team-based scenario:
Bear in mind that, for the best results, team-based presentations should be individualized based on patients’ personalities, situations and relationships with team members. With flexibility and sensitivity to spoken and unspoken objections or barriers, you and your team will be able to increase your case acceptance rate and production.
This resource was provided by Levin Group, a leading dental consulting firm that provides dentists innovative management and marketing systems that result in increased patient referrals, production and profitability, while lowering stress. Since 1985, dentists have relied on Levin Group dental consulting to increase production.
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