[February 21st, 2020] by Dr. Ginger Bratzel
Episode #5: [2nd Chances with Patients to Increase Case Acceptance]
It is important to build relationships with your patients.
If you invest time and effort in the patients you already have, this will help build loyalty and create lifelong patients.
Patients aren’t disposable razors. You don’t just use them, throw them out and get new ones.
But sometimes, you don’t get it right on the first visit and a patient doesn’t accept treatment.
If you’re lucky enough and the patient gives you a second chance, this is your chance to do something better than last time.
Case acceptance is like a journey.
And it starts well before you present a treatment plan to a patient.
When a patient says no, there is usually some kind of barrier preventing them from accepting treatment. It is your job to figure out what that barrier is and break it down into manageable pieces.
You might not be able to get a patient to accept a full treatment plan at this moment.
So maybe you need to break it down into smaller pieces to fit their schedule, budget, etc. Maybe you need to be upfront and ask them “What’s holding you back?” so you can help them find a solution that they haven’t thought of or don’t have access to.
Chances are, there is something that you can do to help ease their mind and make them feel relaxed. You don’t want a patient to feel like they need to be on guard in your office.
Remember, nothing lasts forever.
New patients are important too, but you need a healthy cycle of patients that continue to come back.
Listen to the full podcast to hear how we break down barriers and second chances.
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