Effective Dental Patient Education on the Chair

Dental Case Acceptance is a great opportunity to increase production. If you run a dental office, it’s one of the few areas that can help you grow your practice without breaking the bank. Case acceptance is a challenge, even if you are an experienced dental professional. Therefore, it’s not surprising to learn that only 25% to 35% of new patients proceed with the recommended treatments.

If you run a dental office, you know that there are many factors that influence your success. In this article, we share insights gathered from dental teams across North America and from a survey of more than a thousand patients. We will explain dental presentation challenges that clinics face, and the patient decision process at home, and offer our recommendations to increase dental case acceptance rate.

We hope this will be useful to you in your practice.

The team at Chapter2Dental

How To Increase Dental Case Acceptance Effectively? | Chapter2Dental

Dental Treatment Plan Presentation

Presentation Challenges in a Clinical Setting

  • How to explain diseases and treatments without confusing the patient with technical terms that they have never heard before.
  • How to keep the patient fully engaged during the consultation as the patient’s level of attention can be impacted by anxiety caused by the awareness of a disease or the fear of a painful invasive procedure.
  • How to help the patient visualize the full scope of a multi-step treatment or the evolution of a disease with static stools such as dental models.

Patient Decision Challenges at Home

  • According to the forgetting curve, patients will remember less than 50% of a dental presentation.
  • Patients also rely on the opinions of other family members during the decision-making process. Therefore, how can you support the decision at home, knowing that other family members were not at the consultation?
  • Most patients who need more information about a treatment proposal will search the Internet; unfortunately, they often stumble upon misleading comments on social media and scary surgery videos that will likely discourage them from moving forward.

Addressing Patient’s Key Decision Factors

Here are the key decision factors patient consider when evaluating a treatment proposal, according to a survey we submitted to over a thousand dental patients:

87%

of patients understand the benefit of the treatment

70%

of patients understand the different steps of a treatment

86%

of patients understand the disease and consequences of non treatment

The elephant in the room: the cost of the treatment.

It is important to establish that the cost is not the main reason why most patients do not proceed with treatments; it is the perceived value of the treatment. When we asked patients in our survey what they mean when they say a treatment is too expensive, most patients say that were not convinced that the benefits of the treatment were worth the cost and not that they could not afford the treatment.

The quality of the presentation impacts the perceived value of the proposed treatments.

Build Rapport with Patients and Use Engaging Presentation Tools.

Listen actively and validate.
Even if patients nod their heads, it is a good idea to ask questions from time to time to ensure that patients follow and understand the explanation.

Show empathy and adapt the pace of the presentation.
If a patient seems anxious about a disease or an invasive procedure, allow them time to digest the explanation. On one hand, caring helps to establish trust. On the other, there is no benefit in pursuing your explanations if the patient is not focused.

Use interactive tools to engage with the patient.
The more the patient is engaged during the consultation, the more they will remember from that explanation, so try to use strong visual support and interactive tools to make the presentation as dynamic as possible.

Avoid bloody gory visuals.
There are tons of online videos featuring treatments and diseases, but the problem is that they are way too graphic for patients. Patients need to understand problems and solutions to decide how to move forward but they do not want to be exposed to surgery videos or graphic images.

Too much information is like not enough.
Provide the right amount of detail. Patients do not need to learn how to do dental surgery. Try to get patients to understand the big picture of a condition or procedure first.

Support the decision process at home

Use strong visuals

As we said earlier, patients will forget a great deal of your explanation as they leave your office. Handing over a treatment proposal with a list of procedures without any visual will not do much to support the decision at home. In fact, it might confuse the patient even more. That is why it’s important to share engaging content such as videos and animations that will help the patient recall your explanations and visualize both the problem and the proposed solution in the next few days.

Address questions of friends and family

62% of patients will ask the opinion of others before making a decision. Thus, people who were not at the consultation may also be involved in the decision-making process at home. Therefore, we highly recommend sharing videos and documents that patients can review with friends and family in the comfort of their home. The content should be able to answer questions such as: What is the disease? What is the solution? What are the different steps of the treatment? What are the consequences of not doing the treatment? Etc.

More and more practices use a secure patient communication portal to share documents, images, and videos to support the decision at home.

Increase Dental Case Acceptance with Chapter2Dental

Chapter2Dental is a new generation of dental patient education app to easily assist you in presenting treatments, diseases, and consequences of no treatment. All animations are truly interactive and patient-friendly. Chapter2Dental delivers a new patient experience that inspires confidence with a level of service that exceeds expectations. It is the best and easiest way to improve the patient experience in order to increase revenue, patient loyalty, and practice profitability of your dental office.

Interactive Patient Education Animations,
Models and Videos

The app is super easy to use for all

Easy to use 1
Easy to use 2

The patient-friendly visuals communicate value

patient friendly 1
patient friendly 2
Activate a FREE Trial