Helping Patients To Want The Care They Need

by cancuncosmeticdentistry

Help Patients to feel more comfortable at the Dentist’s office

According to a recent article at Dental Economics, the average case acceptance for dentists is only about 23%. What that means is that dentists are making detailed care plans for patients, and nearly 70% of those patients are saying “We’ll see..” and walking out the door, never to be heard from again.  According to dentist Michael Kesner, turning those numbers around means understanding the psychology behind why patients decide to pay for what they pay for.

Kesner knows a thing or two about the subject. His practice is  Inc. 5000 list as one of the fastest growing companies in America. According to Kesner, patients are much more willing to pay for what they want rather than what they need.

The trick is to get the patient to want what is necessary, and that means understanding that what a patient decides to pay for is predominantly an emotional decision. According to Kesner only 15% of a dental decision is based upon the facts of their condition. The bulk of the decision rests upon how they feel about their dental problem, their dentist, the office, etc.

Kesner says that educating the patient on dentistry is clearly not going to be what convinces your patient to do the right thing, and yet that is primarily what most dentists focus upon when laying out a plan for a patient. Instead, he says, dentists need to connect to their patients on an emotional level. Are your patients scared of the procedure? Are they confused about what this means for their health or their looks? Are you adequately articulating the negative consequences of not having the procedure performed? These are the questions that dentists need to address in order to appeal to a patient’s emotions, because ultimately how they feel about these things will be what drives them to make the decision.

Read Dr. Kesner’s post at Dental Economics.

from Cancun Cosmetic Dentistry http://ift.tt/YiluuL