What should a dental practice do when the patient’s veto-holder fails to appear for the treatment presentation?
Assess whether the absence is an honest scheduling conflict or a signal that the support person is avoiding the visit, then act accordingly. If the team senses a real conflict, the right move is to reschedule the appointment so the veto-holder can attend. The lift in case acceptance from having the decision partner present is substantial enough to justify the inconvenience. If the team senses the absence is avoidance, options narrow. Ask the patient whether someone else, a friend, an adult child, a different family member, could attend. If no substitute is available, the practice can choose: continue rescheduling attempts, deliver the presentation to the patient alone, or hand off the presentation to a capable team member while the doctor stays in reserve. Proceeding without the veto-holder reduces the probability of a yes on larger cases regardless of clinical strength. Document the decision either way. The case may still convert. It is statistically less likely. Set expectations accordingly internally.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.
