In today’s fast-paced world of dentistry, building trust with patients and increasing treatment acceptance is more important than ever. Case acceptance isn’t just about presenting the treatment—it’s about mindset, psychology, and helping patients understand the value of what you offer. Here’s how you can empower your dental team to boost case acceptance and, in turn, elevate your practice.
1. Get the Right Mindset
Case acceptance starts long before you explain a treatment plan.
Key mindset shift: “Everyone says yes to me and there’s always a solution.”
Confidence matters. Patients aren’t buying a filling or a crown—they’re buying your belief in the solution. Your tone, posture, and presence set the stage.
2. Remove the Emotion
It’s just a treatment plan—not a “big” treatment plan. Avoid language that adds weight or pressure to the discussion. Let go of your personal assumptions or financial projections. Patients are not you.
3. Know Your Ceiling
Every team member has a personal “price ceiling”—an amount they unconsciously feel is too much. Get clear on yours. Awareness allows you to grow past it. Pro tip: Many treatment coordinators unconsciously project their own financial limitations onto patients.
4. Find the Patient’s True Motivator
Instead of defaulting to cost, ask:
“What's most important about your smile: cosmetics, function, cost, or longevity?”
Most patients don’t lead with cost. Understanding what truly motivates them allows you to tailor your message effectively.
5. Don’t Plant Weeds
Avoid preemptively solving problems the patient hasn’t voiced. Don’t mention financing unless they ask. Don't say, “This might be expensive…” if they haven’t raised a concern. Let them lead.
6. Edify the Team
Make sure every patient knows they’re in expert hands:
“Dr. Taylor is one of the best at what they do. You’re in great hands.”
This reinforces trust and helps transfer confidence from the doctor to the treatment coordinator.
7. Sequence Matters
When presenting treatment, be intentional about the order of information:
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Lead with value and outcomes
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Align with the patient’s motivators
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Ask confidently, “What questions do you have? I want you to feel 100% confident moving forward.”
Case acceptance is 80% psychology and 20% skill. With the right training and strategy, your team can significantly increase acceptance rates and help more patients say “yes” to the care they deserve.
Ready to take your team’s treatment planning to the next level? Let Dental A Team help.
?? Visit TheDentalATeam.com to schedule your free consultation today.
Coming Soon: Part 2
In the next blog, we’ll dive into how to handle objections and navigate real-world scenarios that trip up even seasoned pros.
Don't forget to check out our podcast for more tips.
