The Reality of High-Dollar Dental Cases and a Quick Checklist

There are several factors that affect the closing rate of high-dollar dental treatments, specifically those cases over $10,000. The type of practice, economic conditions, location, and the provider's communication style play a huge role. Most dental practices in the USA have case acceptance rates for high-dollar cases ranging from 30% to 70%.

These rates can be influenced by the dentist's ability to build trust, the clarity of the treatment plan, and the availability of financing options.

Providing clear explanations of the treatment protocol and what the patient should expect should they move forward, along with offering flexible financing options correctly will make the decision to move forward much easier.

Remember to demonstrate the long-term benefits of the treatment and be prepared to address any concerns or objections. Might sound trivial but we tend to get into a routine and forget these basics.

Dentists should track their case acceptance metrics monthly. If the numbers are falling short, the practice should refine their approach together to improve their ability to move patients forward as a collective.

Take a few minutes to reflect on how you and your team are currently approaching the areas below:

1. Building trust: Establishing a strong rapport with patients through effective communication and empathy is crucial. Patients need to feel comfortable discussing their concerns. Are you listening, hearing and responding to their questions?
2. Education: Dentists should educate patients about the procedures, explaining not just the "how," but also the "why." This helps patients understand the benefits and necessity of the treatment.
3. Visual Aids: Using digital imaging, before-and-after photos, or treatment simulations can help patients visualize potential outcomes, making the decision easier.
4. Flexible Financing: Offering payment plans or creative financing solutions can alleviate financial burdens and make high-cost treatments more accessible. Be sure to look at the lending reports you receive from your lending partners. What are the approval ratios? What was the funding request and how much was approved? If you are offering a $10,000 treatment and the lender approves the patient for $5000, that is an approval however, it is highly unlikely that the patient will move forward.
5. Addressing Objections: Be prepared to engage in active listening to understand and resolve any concerns or objections the patient may have. Consider asking the patient, "what concerns, if any do you have about the protocol?" Role play with your team so they can tackle objections too.
6. Follow-up: Some practices follow up with patients after initial consultations to keep the conversation alive and answer any lingering questions. You might even consider scheduling a follow-up call with the patient a few days after the consultation has taken place. If the patient is married, has a partner or significant other, you might ask for the other party to be available and participate in the conversation.

These approaches help create a supportive environment that encourages patients to move forward easily.