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Case Acceptance Mastery

Case Acceptance Mastery

Conquering Case Acceptance at Your Dental Practice
4
CE Credits Available for this course

Strategies to improve case acceptance from front to back office.

Case acceptance starts as soon as patients or prospective patients call your practice. In this course, Front Office Rocks Founder Laura Nelson outlines, step by step, how to improve case acceptance at your practice from front to back office. Learn what it takes to provide good over-the-phone and in-person customer service that it results in case acceptance time and time again. Plus, find out strategies to ensure successful treatment plans, case and treatment presentations, and consultations.

Testimonial

“Prior to Laura, we had about 50-60% case acceptance. From just implementing some simple steps, we are up to 85-90% treatment plan acceptance.”

Celeste SamolesOffice Manager

Outline

Importance of Case Acceptance
Case Acceptance Before Answering the Phone
Case Acceptance Before Answering the Phone
N/A
Dental Whale
Laura Nelson
Phone Etiquette in the Dental Office
Phone Etiquette in the Dental Office
Laura shares 3 tips to consider regarding phone etiquette, how to speak from the heart & finding out why patients are calling.
Providing Good Customer Service in the Front & Back Office
Providing Good Customer Service in the Front & Back Office
Laura shares the steps to take when patients enter the front and back office in order to provide exceptional customer service.
Developing the Right Treatment Plan
How to Develop the Right Treatment Plan
How to Develop the Right Treatment Plan
Laura shares how to develop the right treatment plan by establishing a company culture centered around taking care of patients.
Building Treatment Plans Based on What Patients Need
Building Treatment Plans Based on What Patients Need
Laura explains the dentist’s obligation to patients and their different approaches, plus the best way to build treatment plans.
How to Sell Treatment to Patients & Get Them to Commit
How to Sell Treatment to Patients & Get Them to Commit
Laura explains why confidence is vital when discussing the cost of treatment plans with patients & who should do the selling.
The Buying Cycle & Understanding How it Works
The Buying Cycle & Understanding How it Works
Laura explains the buying cycle, when it begins, and how the dental team can help patients understand what they are buying into.
Case Presentation
The Ins & Outs of Case Presentations
The Ins & Outs of Case Presentations
Laura discusses the importance of prioritizing case presentations and consultations, then delves into building patient trust.
The Right Time & Place for Conducting Consultations
The Right Time & Place for Conducting Consultations
Laura explains why dentists should present treatment to patients, as well as when and where consultations should take place.
The Best Setting for Treatment Presentations
The Best Setting for Treatment Presentations
Laura shares the value of providing treatment presentations to patients in office & how to get them to return for consultations.
Handling Patient Responses to Treatment Plans & Following Up
Handling Patient Responses to Treatment Plans & Following Up
Laura explains the path to take according to a patient’s answer to treatment, plus how to follow up and keep in touch with them.
Best Practices for Follow Ups
Best Practices for Follow Ups
Laura discusses the process for follow ups, how to provide payment options, and make it easier for patients to book their visit.
Case Acceptance Focus On the Right Patient
Emotion-Based Buying & Its Relation to Case Acceptance
Emotion-Based Buying & Its Relation to Case Acceptance
Laura explains how patients make decisions based on their emotions and the steps to take to sell them based on this principle.
Areas of the Brain that Create Buyer’s Urge in Patients
Areas of the Brain that Create Buyer’s Urge in Patients
Areas of the Brain that Create Buyer’s Urge in Patients
How to Help Patients Value Their Teeth Over Money
How to Help Patients Value Their Teeth Over Money
Laura provides insight into how patients value their teeth and smile & how to handle patients who value money over nice teeth.