At what moment does the dental case acceptance process actually begin?
At the first phone call, not at the consultation. The patient is forming impressions from the first ring. How quickly the phone gets answered. What the team member sounds like. Whether the practice asks the right questions or just rushes to book an appointment. Whether the financial conversation is handled gracefully or awkwardly. Whether confirmation calls go out as promised. By the time the patient walks into the operatory, half of the case acceptance work has already happened, for better or worse. Practices that focus all their selling attention on the consultation room and ignore the phone, the confirmation cycle, the waiting room, and the front desk leave most of the leverage on the floor. The whole patient journey is the selling process. The clinical consultation is one chapter in it, not the whole book. Treat every touchpoint as part of the conversion.
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.