Have you ever had a patient who, during or after your case presentation, looked you straight in the eye and said, “Well, thanks, but I’ve got to go home and think about it?”

Have you ever wondered what it is they need to “think” about?

Chances are they are thinking more about how the treatment you just recommended fits into their life as opposed to understanding all the technical aspects you shared about their dentistry. You might believe that treatment acceptance increases if you provide patients with a lot of patient education.

Education works best when the patient is ready for treatment. A patient’s readiness is often impacted by non-clinical issues, which include their budget, what they’re doing with their family, their hobbies, and work schedule. This is especially true when the treatment plan is large, complex, and expensive.

The key to improving a patient’s treatment acceptance is recognizing that one size does not fit all when it comes to the patient experience and how you talk with them about their care needs.

The differences between the best and worst examples are rarely a matter of a dentist’s clinical skill. Instead, it’s a matter of their point of view and their language skills. Dentists who are the least successful with case acceptance solely see it as a sales process.

If improving your new patient experience and treatment acceptance is important to you, consider visiting Treatment Acceptance Mastery

Don’t confuse Standard of Caring® with the standard of care. Standard of care relates to clinical standards of diagnosis, treatment, consent, and post-operative care. Standard of Caring® is a behavioral practice that offers patients the sense that they’ll be well cared for. It’s human nature to want to be well cared for. When patients sense this it is the first step to accepting your care. When they don’t sense it, it’s the first step in losing them. Heads Up – To learn more about Standard of Caring®, look to lesson one in the online curriculum Treatment Acceptance Mastery – Check it out!

If you’re a parent and have a few kids, you’ve probably learned that what appeals to one child won’t appeal to the other. There is no cookie-cutter parenting approach to appeal. Patients are like kids. Some respond to detailed explanations; others just want the bottom line. Look for clues early in your relationships with patients to adjust your approach based on their preferences. Heads Up – For a complete discussion of new patient preferences, go to lesson three in the online curriculum Treatment Acceptance Mastery. Check it out! https://paulhomoly.com/mie-online/

Patients don’t perceive many aspects of excellence: perfect margins, tertiary anatomy, etc. Often, we alone know how good our restorations are. Leadership is immediately apparent to patients; great teamwork, engaging relationship skills, on-time appointments, etc. Leadership must be the constant companion of excellence because it signals the presence of excellence, which may otherwise be imperceptible to patients.