Improving Treatment Presentation

How well is treatment being presented to patients in your office? It’s very important that dentists are aware of how treatment is being presented and if your patients are scheduling the procedures that you recommend. The main reason that a patient will fail to schedule a treatment appointment is that your staff main not be trained properly on how to present the necessary treatment to the patient.

In many dental offices, treatment presentation goes as follows:

• A patient comes in for a checkup and the dentist performs the exam.
• The hygienist passes along the recommended treatment information to the front desk just a few minutes before the patient is brought up.
• The front desk writes up an estimate for the patient.
• The front desk employee tells the patient about the treatment that is required and how much the patient will need to pay out of pocket. He or she will then ask the patient to schedule a treatment appointment.

Why This Method is Ineffective

It’s very important that the person presenting the treatment plan is in the room with the patient and dentist when the dentist is discussing the patient’s dental needs as well as the reason for treatment. This will create trust between the presenter and the patient. Your patients should not need to ask the front desk staff why they need treatment, as it’s likely that the front desk staff is also unaware of the reason. Make sure that all of your patients know why they need treatment and what will happen during the treatment procedure.

Be Ready for Presentation

Being ready to present a treatment plan consists of having treatment estimates written up and having photos displayed of the patient’s teeth. This will allow you to really show your patient his or her dental problem and why it may need to be fixed. Do not discuss treatment in front of a packed waiting room, as no one wants to discuss these potentially embarrassing issues with strangers listening in. Let the patient know of any payment plans or special financing you may offer so that the estimate for treatment does not discourage them.

It’s important that your patients are well educated about the dental problems they suffer from and that they know the value of returning to your office for treatment. For more tips on patient retention and discussing treatment options with patients, please contact CTC Associates today.