Dos and don'ts for increasing production: Creating highly effective case presentations

Superior case presentation is more than just explaining procedures. Case presentation depends on good communication. Understanding and responding to each patient's specific needs will help you to increase case acceptance.

Promote comprehensive dentistry. Practices should address a patient's immediate concerns, but should also focus on lifelong dentistry that takes a comprehensive view of the patient's future dental needs and wants. Unfortunately, a high percentage of dental appointments are still single-tooth treatment. Offering comprehensive care to all patients can result in a significant increase in production and profitability.

Don't forget to emphasize benefits. Although dentists love the technical aspects of treatment, most patients are more concerned about one question: "What's in it for me?" Only by focusing on benefits can patients become truly motivated. Without motivation, it's doubtful they will move forward with treatment.