The “New Normal” approach to Patient Acceptance

Many patients will exit isolation with financial worries, wary of proceeding with necessary treatment, having built a barrier between themselves and the dentist. Finding ways to break that barrier can help the patient connect more effectively and more likely to accept treatment recommendations.

Learning outcomes:

• Life and business will NOT go back to normal. The new normal is a fact.
• Case acceptance strategies will become one of the key skills of a successful dental clinic.
• People will probably tolerate much less unclear communication. The message from the doctor needs to exhale honesty, transparency, real benefits for the patient.
• People will tolerate less, commercial push, aggressive marketing.
• Patients will be more skeptical and will read in between lines if the doctor is pushing too hard to make money.
• Doctors will fear being too commercial and will feel uncomfortable pushing.
• Questions like “what is essential and what is unessential/selective” among dental procedures will become more common.
• How to make doctors comfortable with the new speech and pitch?
• Learning from psychology how to create communication strategies when talking to somebody that is defensive.
• Learning how to sell during recession times in an ethical and elegant way.