Patient Awareness is the Key to Case Acceptance

Have you ever had a new patient who was shocked by the amount of treatment you presented after your initial exam? I see this happen a lot in offices where a new patient - sometimes one who has been under another dentist’s care - has a lot of treatment needs. If this is happening in your office, there is a disconnect between what you’re seeing and what your patient is expecting.

Wouldn’t it be nice to know BEFORE you presented treatment, or even better before you performed the exam, how the patient views their own oral health? Are they thinking: “Boy, I need a lot of dental work” OR “Why do I need this exam? Can’t I just get to the cleaning already?”

Here’s a tip that will show you a way to assess your patients’ awareness of their own condition before the exam. Ask the patient to rate their oral health on a scale of 1 to 10. If they say anything less than 10, ask what would make it a 10. Make sure that this is a question that the doctor asks the patient before the exam NOT something that you add to your forms. Keep in mind, this isn’t going to change your treatment plan, instead it is going to help you with how you present their treatment needs.

This conversation alone gives you valuable insight into how your new patient views their oral health so you know the right way to help them understand their condition, discuss any risks to delaying treatment while minimizing the overwhelm.

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