Increasing dental office production by capitalizing on opportunities for patient-proposed treatment plans is crucial for both business growth and patient health. Here are five strategies to enhance the acceptance and execution of treatment plans:
Comprehensive Treatment Planning:
- Patient Education:
Use models, intraoral cameras, and digital imagery to help patients understand their dental health status and the need for proposed treatments. By visualizing their oral health issues, they may be more inclined to proceed with recommended treatments.
- Phased Approach:
For patients with multiple treatment needs, break down the plan into phases. This allows for manageable financial and time commitments, making patients more likely to accept and complete their treatments.
Flexible Financial Options:
- Payment Plans:
Offer in-house payment plans or work with third-party dental financing companies. This can make costly treatments more accessible to patients.
- Membership Plans:
Consider creating an in-office membership plan for uninsured patients. This can include discounts on treatments, regular check-ups, and cleanings for an annual or monthly fee.
Regularly follow up with patients who haven’t scheduled their proposed treatments. Gentle reminders can be the nudge they need.
- Build Trust:
Ensure that your patients know that you have their best interests at heart. Cultivating a relationship of trust means they’re more likely to accept and follow through with treatment recommendations.
- Use Clear Language:
Avoid overly technical jargon. Ensure that the patient understands the treatment, its benefits, potential risks, and alternatives.
- Patient Management Software:
Implement software that can track unscheduled treatments, making it easier to identify and follow up with these patients.
- Virtual Consultations:
Offer virtual consultations, especially for second opinions or treatment plan discussions. This can reduce barriers for patients who find it hard to visit in person.
Training and Role-playing:
- Objection Handling:
Regularly train your team on how to handle common objections to treatment plans. This can include concerns about cost, time, or fear of the procedure.
- Role-playing Scenarios:
Engage your team in role-playing to practice discussing treatment plans. This can help staff become more confident and effective in real-life situations.
Remember, the key is to strike a balance between business goals and genuine patient care. Prioritizing the patient’s well-being and understanding their concerns will naturally lead to increased treatment acceptance and office production.