Just the Facts

Whether the motivation is to help patients achieve their best oral health and smiles, to be as successful as possible, or hopefully, both, dentists understand that maximizing case acceptance is critical. This month's cover story examines methods to increase case acceptance, particularly during COVID-19, but more importantly, it stresses the need for establishing trust in the dentist-patient relationship because trust is the foundation required for these methods to work.

At my practice, we educate patients about the pros and cons of each treatment option, especially regarding the predictability and longevity of the outcomes, so that they can make the most informed decisions. We offer them financing to help make it easier to make their decisions, and then let them make them without being pushy or delivering ultimatums. Remaining as conservative as possible with recommendations and helping patients understand the potential need for future treatment also goes a long way toward showing them that you have their best interest at heart. "Selling" treatment can really put some patients off. And why wouldn't it? As dentists, we are in the business of providing oral healthcare, not marketing widgets. Goals are good for business owners, but doing things like having staff huddles to push production goals can create an environment that patients perceive as profit-driven instead of patient-centered.