Want to Increase Your Treatment Acceptance? Look to Four Points Improving Your Patient Experience

I have had many opportunities over the years to ask dental professionals what their top goals, obstacles and needs are for improvement when it comes to increasing case acceptance in their practices.

Above and beyond all other goals and obstacles, the most frequently requested information is almost always on the topic of improving verbal skills. The most frequently asked questions are:

• How do I overcome the objections the patient has without being too “salesy”?
• What are things we can do or say to not only help patients say yes to treatment or to an appointment but to also show up and actually keep their appointment?
• What do I do when the patient doesn’t want to do more than insurance will cover?
• What can I say differently when discussing the financial responsibilities or the treatment to get a better result?

All of these frequently asked questions point directly to one thing: The Patient Experience. Within the patient experience, there are what I call “Pivotal Patient Touch Points” that are key moments of communication with a patient that either build up or diminish the patient’s perception of their experience with you. By focusing on these touch points, you are able to build what we at Jameson call the Four Pillars of a Healthy Patient-Practice Partnership— the pillars on which your future with that patient is built.