How does involving the dental decider in earlier appointments help case acceptance?
It makes them happier with the eventual decision. Sheena Iyengar’s research on shared decision-making shows that ‘non-chooser’ parties (the spouse, the financial decider, the family member providing input) are more supportive of the chooser’s decision when they have been informed throughout the process rather than handed a finished plan at the end. For dental practices, this means inviting the decider to as many touchpoints as possible: the initial qualifying conversation, the consultation visit, the diagnostic appointment, the case presentation. The more the decider has been part of the journey, the more they support the yes. The decider brought in cold at case presentation is more likely to push back, not because they disagree, but because they were not given the chance to develop ownership of the decision.
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.
