What happens when a dental practice leaves gaps in its case presentation?
The patient fills the gaps with answers you will not like. Humans default to worst-case interpretations when information is missing. If your case presentation does not explain why a procedure takes six visits, the patient will assume something is wrong. If you skip the financial discussion structure, the patient will assume the financial discussion is uncomfortable for a reason. If you do not name the decider’s role early, the patient will assume you do not know how to handle complex cases. Each gap becomes a negative inference. The fix is to put every expected step in writing, walk the patient through it verbally, and reinforce the ‘why’ at each transition. Leave no gap unfilled. Anything you do not explain, the patient will explain to themselves badly.
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.
