Case presentation is both art and science. The science is easy to teach and master. The art takes understanding and time. Work on the art of case presentation.
Focus on treatment benefits. To increase case acceptance, focus more on the benefits of treatment and less on the clinical, technological, or other factors. Patients want to understand the benefits more than any other single factor.
Don’t forget that case presentation includes psychology. To increase practice production, you want to increase case acceptance. Presenting cases is not solely a matter of a scientific step-by-step approach. It also involves the art of psychology and truly understanding what a patient wants and working to meet those needs.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email [email protected].
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