5 Common Mistakes to Case Acceptance in Dentistry

In the dental industry, the term “sales” often carries a negative connotation. However, the reality is that we are all in sales. Sales, at its core, is about educating consumers to the point where they are ready to make a purchase—for their reasons, not ours.

Imagine spending your days filled with the dentistry you are passionate about. To help you achieve this, here are five common mistakes made in dental practices that can keep you from those magical days doing the dentistry you love:

1. Not Empowering Your Hygienist

A quick way to deflate a highly skilled hygienist is to deny what they have already teed up in front of the patient. If you disagree with their assessment, have that conversation after the patient leaves so you both remain on the same page clinically. Instead, praise them in front of the patient with simple and sincere compliments like, “We are lucky to have Susan. She is amazing. She takes the best photos; look how good this is.” This empowers your team and builds patient trust.

2. Not Asking Enough Questions

Are you asking your patients or telling them? No one likes to be “told” what to do. Simple changes in your verbiage can make a significant difference. Engage your patients by asking questions and involving them in their treatment decisions. This approach helps build rapport and ensures that they feel heard and respected. See the short video below on this with good questions to ask patients.

3. Not Using the Equipment You Have in the Office

If you have equipped your team with the best tools, ensure they have their own and are not rushing through appointments. For example, having their own intraoral cameras allows them to take crystal-clear photos without the hassle of sharing equipment. More dentistry walks out of practices daily than offices save by “sharing.” Equip each team member properly and set the expectation that images are taken on every patient.

4. Not Speaking in Terms of Monthly Payments

Did you know that 80% of consumers finance anything over $1,000? Both the doctor and the team need to know the monthly payment amounts for various treatments and share this confidently with patients. For instance, “Based on what we discussed today, you are looking at approximately $250 per month. I can get this done in one or two visits; which would you prefer? I will have Julie handle the details with you. I will see you back next week.” This approach makes treatment more accessible and less intimidating for patients.

5. Not Asking for the Business

Would you like this done in one or two visits? When would you like to be finished? We can get you on the schedule next week, fair enough?

Sales isn’t about using slick, cheesy one-liners. For us guys, it didn’t help getting a girlfriend growing up! Simply ask, “Would you like this done in one or two visits?”

Consistently doing the right things in your practice, just as in other aspects of life like faith, marriage, food choices, and fitness, leads to your best days ahead. Get the verbiage right, be consistent, and you will see a positive impact on your case acceptance and your overall satisfaction.