Indecision is the killer of treatment acceptance

When we are assessing a case, based on your experience there will be any number of thoughts swirling around your head about how to tackle the task ahead. You know you have the experience and know how about how to manage the case but the patient doesn't. When accepting treatment plans they will judge you very early on in the appointment if they trust you or not. Things like geographical location and cost are important to the convenience of the patient but just because you are the cheapest and closest dentist doesn't mean that you will win them over as a loyal customer. The appearance of your staff, yourself and your clinic are important to make a good first impression. Finally how you deliver your treatment plans is key to patient acceptance. There is no shame in saying to them "your case is a complex one and I need the right records and enough time to plan it our properly to ensure that we do not miss out on anything." The alternative is presenting to them a haphazard and poorly thought out treatment plan. The worst look is adding on an "oh and i forgot about this" or "this might happen during treatment so we might need to do this or that" and "if that happens then it will cost $ but if we go this way it will cost $$." This kind of indecision and contradiction will confuse most patients and when given too many choices they will tend to choose nothing at all.

Instead make things simple. Ask them what their goals are and their budget is. This will weed out those who can afford comprehensive treatment and those who can't. Why waste your time mounting models, ordering a wax up and taking full records for a patient who will say no to anything you suggest? Once you know where they want to end up ask yourself "are you comfortable providing the services to get them there at their specific budget?" If not then a referral is the answer. If so then take the time to plan out the case and come up with some options for the patient making it as simple as possible. The overall plan and the end result is all they care about rather than the minutia of how you will prep their teeth or what materials you will use to cement your crowns.

It is important to give them the following key points:
-Cost including cost of maintenance
-Time involved to complete the treatment plan
-Prognosis of your work
-Pain and discomfort they are likely to experience
-Any terms and conditions including deposits and payment plans

They key point is to be sure in yourself about what you are going to be doing. Confidence is the best selling tool. If you are actually unsure about what you are doing then make it your business to fill the defect in your knowledge or experience, consult a mentor or refer the case.