Unfortunately, it is just part of the dental industry that some people do not want to participate in the treatment that they need, or the best option for them. This is where you have to be diligent in suggesting the best treatment, work with the patient so they accept it, and move forward. Here are some steps that will help you guide your patient in the right direction when it comes to treatment.

1. Listen before speaking

When your patient is asking questions, it can often mean that they have accepted that something needs to be done, and they are willing to hear about the treatment with an open mind, but only once they have been given a little information.

2. Never assume anything

You would be surprised how many people look like they cannot afford the treatment you’re suggesting, but in reality, they have more money than they know what to do with. Or reverse that, you may see someone that seems to have plenty, but really can’t afford what you have to offer. It’s just a safe bet to not assume in the case of finances.

3. Start small

You don’t want to overwhelm your patient with everything at once. It can be a good idea to lay the whole picture in front of them, but then suggest only starting with one piece of what they need to accomplish. This makes it seem much more doable to them, and makes them more willing to get started.

4. Set the tone for "yes" answers

A positive attitude is contagious and you want to hone in on that. Let your patients know what is right before you let them know what is wrong.

Knowing that what needs to be dealt with isn’t everything, but only a part of it, will give them a more positive attitude about the situation.

5. Use an intraoral camera; it works like magic

Information is key and patients understand more if they can see what you're talking about. The more information you give your patient, the more they will trust you and not feel that they are being charged for an unnecessary procedure. This will create a better relationship for future visits.

6. Use "today" in a positive way

An example is, "if we do it today, you will not need to come back/miss work/etc." Once you get people in the office, it is much easier to keep them there instead of scheduling the next appointment they may cancel, or change their mind about the treatment. And often, the patient would prefer getting it done right away to avoid having to make another appointment.

7. Implement a morning huddle.

Meeting with your team in the morning is one of the most optimal times for productivity. You should know what your day looks like and identify any obstacles that may present themselves. This will help you and your staff work together as a well-oiled unit, and you will see the results of this at the end of the day.

For more information on how a morning huddle can help your practice improve treatment acceptance, download our free ebook! It's a relatively small change you can make in your practice with big results!