How Much Should I Pay My Dental Team?

3 Ways to Train Your Dental Team to Collect Payments Well

How to Turn Around a Failing Dental Practice

How to Get More Patient Referrals to Your Dental Practice

How To EXPLODE Your Dental Practice Right Out of Dental School

Treatment Planning — Presenting Your Plan to Earn a New Patient

Treatment Planning — Presenting Your Plan to Earn a New Patient

How to Increase Your Income Quickly

How To Build a Successful Dental Practice

How-to-Build-a-Successful-Dental-Practice

3 Ways to Improve Case Acceptance

In any dental practice, it’s really important for patients to accept your treatment plan. For your patients, getting the care they need will let them experience all the benefits of having a full, bright, healthy smile offers. For your practice, you will be able to grow, be more productive, and make bigger impacts on people’s lives.

A lot of the time, however, patients hesitate to accept treatment. One reason is that sometimes treatment is expensive. This is especially important for high-cost procedures like dental implants and crowns. But accepting treatment is also an emotional decision. Many people are anxious about even routine dentistry. More complex care is even scarier to those people.

In my Delivering WOW Platinum Coaching Program, I sat down with Dr. Chris Bowman, who helps practices increase case acceptance, especially as it comes to helping patients overcome the emotional hesitations they often feel when treatment is presented to them. Here are three strategies to help.

Speak English, not “dentalese.”

 

3 Ways to Improve Case Acceptance

 

Just because you learned all the jargon of dentistry in dental school doesn’t mean you speak that same jargon with patients. As Dr. Bowman describes it, don’t speak “dentalese” to patients if you want them to say yes to treatment.

Instead, explain dental issues to patients the same way the patient would explain it to their friend. Your patient wouldn’t tell their friend “I’m gonna have an MOD on number 13 and an MO on 15.” They’d say, “I’m going to have a crown and a couple of fillings.” Instead of saying, “You have five areas of decay,” say, “You have five cavities.”

Don’t confuse the patient or scare them by making them think their care is complex when it isn’t. Simplify things for them, and getting treatment will seem a lot easier to them.

Simplifying treatment by speaking English, not dentalese, will help patients understand their treatment and avoid putting them off by big words that sound intimidating. Things will almost always sound much more serious when you use technical jargon. This might cause your patient to feel overwhelmed, and they might find another practice in the hopes of getting a simpler treatment recommendation.

Often patients are scared, and that’s what’s keeping them from moving forward with treatment. You’ll only scare them more if you make a simple procedure like a root canal sound like a complex treatment.

Focus on the problems you will help them overcome instead of the solution.

 

3 Ways to Improve Case Acceptance

 

If you ask your patient what they want their teeth to be like a few years from now, you’ll get an idea of what type of treatment they want. You can then analyze their teeth and see the problems that are preventing them from getting what they want.

Maybe they want to have straight teeth. If they’re missing a tooth, though, that could lead to crowding. That missing tooth would be a problem that is preventing them from getting the straight smile they want. You need to focus on that problem and tell them that they aren’t going in the direction of having a straight smile without treatment.

Let patients know how your treatment plan will redirect that in the right way. Don’t try to scare them, but let them know that if they don’t get treatment soon, things will get worse so it will be the simplest and easiest to take care of it now. This will motivate patients to accept treatment because they won’t want things to get worse.

Frame your treatment recommendations as a better alternative to what will happen if they don’t get treatment.

 

3 Ways to Improve Case Acceptance

 

There are a couple of things we can do to help patients see the difference between what we’re recommending and where they’re heading. Most patients don’t see what Dr. Bowman calls the “other side of the problem.” The other side of the problem is what’s going to happen if they don’t do anything—in other words, the consequences of not getting treatment.

If the patient has mild to moderate periodontal disease, for example, we can suggest non-surgical gum treatment. When presenting it to them, however, we should explain that if they don’t treat their periodontal disease, they will eventually need to have surgery later. Non-surgical gum treatment will seem like a better alternative than surgical gum treatment to a patient, and they’ll be much more likely to move forward with treatment and avoid surgery.

Are your patients saying yes to your treatment plan?

If your patients aren’t accepting treatment, you will help fewer people and work too hard for too little money. These three strategies will help you get more patients to move forward with the treatment they need.

For more help getting patients to say yes to your treatment plan, join my Delivering WOW Platinum Coaching Program, where you will get help from experts like Dr. Bowman on case acceptance plus work directly with other leading experts on everything you need to run a smoother, better, and more profitable practice. You can also join thousands of other dentists helping each other in my free Dental Marketing and Profits Facebook Group!

How to Grow your Practice with Google Traffic with Brett Allen

How To Grow Your Practice With Google Traffic with Brett Allen

Would you like to learn how you can get more traffic from Google and grow your practice? If this sounds like something you’d be interested in, join me on this episode of the podcast for an insightful discussion with Brett Allen, the CEO and Co-Founder of Marketing 32.

Marketing 32 is a Google Marketing Agency for Dentists and Dental Specialists. The team at Marketing 32 are also the creators of “Google Made Easy for Dentists” which is a step-by-step program that is transforming the industry by helping dentist do their own SEO and Google Ads.

Brett and I have a very interesting talk about how dentists can leverage digital marketing to attract more patients and explode the growth of their practices. So, if you're struggling to fill up your appointment schedule or you just want to expand your practice and accelerate its growth, this is the episode you’ve been waiting for!

 

How To Grow Your Practice With Google Traffic with Brett Allen

 

On the podcast we discussed…

  • Why you should use multiple traffic sources to help grow your practice
  • How to leverage relationships and get people in your community to talk about you
  • Strategies for using Google Marketing to reach new potential patients
  • The difference between search-based marketing and display & retargeting marketing
  • How you can use funnels to educate and convert patients
  • Tips for choosing the best keywords for your ads

 

How To Grow Your Practice With Google Traffic with Brett Allen

 

If you want to learn more about Brett and Marketing 32, you can visit their website.

Brett and his team have also created a Google Ad training course for dentists, where you can learn how to leverage the power of Google Ads to help grow your practice. To find out more about this amazing course, go to marketing32.com/go

Here is a short video trailer of the podcast episode where Brett explains how to use Google Marketing to grow your practice.

Proven Process for New Office Buildouts with Steve O’Leary

Proven Process for New Office Buildouts with Steve O'Leary

I’m thrilled to welcome Steve O’Leary, the Project Consultant at APEX Design Build, onto the show to talk about the best processes for designing and building your ideal dental practice.

Steve is a natural born leader and dedicated to delivering high levels of customer satisfaction with help from his positive outlook on life and great listening skills. He has worked at APEX Design Build for almost three years and is super passionate about the company and what they stand for.

Apex Design Build is a fully integrated design, architecture, and construction firm that specializes in creating state-of-the-art healthcare facilities. Their motto is as enduring as it is simple: Your practice made perfect.

 

Proven Process for New Office Buildouts with Steve O'Leary

 

On the podcast we discussed…

  • Everything you need to know about APEX Design Build Vs. Design Bid Build and what each involves
  • The importance of having a high level of communication during the new buildout process
  • Questions you should ask before hiring a team to help you build a new practice
  • The impact that a well-designed dental practice can have on your patients
  • What to expect when you hire a firm like APEX Design Build
  • How long a typical build project tastes at each phase
  • An estimated ballpark figure of building a typical dental practice
  • Taking the first steps towards designing and building your own practice

 

Proven Process for New Office Buildouts with Steve O'Leary

 

If you’d like to learn more about APEX Design Build and how they can help design the dental space of your dreams, go to: apexdesignbuild.net/the-apex-continuum/

To watch a video trailer where Steve talks about the process of designing and building your own dental practice, hit play below!