One of the key aspects of a successful dental practice is a high treatment acceptance rate. Not only do low acceptance rates decrease overall patient health, but they can also affect the practice’s bottom line.

A dental treatment coordinator (DTC) can play a significant role. The dental treatment coordinator’s main responsibility is guiding patients through various options with the goal of treatment acceptance. By relieving dentists of this duty, DTCs can apply their sales skills to reassuring and informing patients, resulting in higher acceptance rates and better quality care. 

Using a dental treatment plan template from Dental Intelligence can encourage patients to consent to treatment and make it easier for your DTCs to present treatment effectively.

The DTC Conducts the Case Presentation and Follow-Up Discussions

In many small dental practices, dentists are responsible for case presentations. Unfortunately, these can take up to an hour for complex cases, dramatically cutting into the dentist’s time. Having a dental treatment coordinator take on the task — while still having the dentist offer additional input and technical expertise — frees the dentist to focus on providing dental care instead of patient administration. 

Treatment coordinators can even increase the success of case presentations, as they will have enough time to make the patient feel comfortable during the session. They will answer any questions and address any concerns, allowing the patient to make an informed decision about their treatment plan. Patients feel reassured by consistently dealing with one person instead of several dentists assigned to their case. As the treatment coordinator builds the relationship, patients will be more likely to seek and accept treatments for their oral health problems. 

Dental treatment coordinators are also responsible for following up on patients who leave without scheduling their treatment. While the ideal scenario is having the consultation and immediately scheduling the treatment, most patients want time to contemplate their options. While allowing patients to do so can build trust, most patients are unlikely to schedule a visit after leaving the practice. Following up within two or three days shows the patient that the dental office cares for their well-being, and the dental coordinator will be able to alleviate any lingering concerns and schedule the treatment during this follow-up session. 

The DTC Outlines Financial Options 

One of the largest factors for care refusal is the financial burden of treatment. Even patients with health insurance coverage may not have the finances to cover copayments, especially for larger, more complex procedures. Unfortunately, many patients are reluctant to bring up financial concerns as the reason for refusal, which is why the dental treatment coordinator should do so first. 

After the case presentation, the dental treatment coordinator should outline the practice's various payment plans. These can include discounts for up-front payments, interest-free monthly payments, or third-party financing. By treating this part of the case presentation as routine, coordinators reduce the stigma of needing financing assistance, which often translates to a higher treatment acceptance rate. Dental Intelligence offers easy patient financing options through Wisetack, which make it even easier for patients to say “yes.”

Characteristics of an Excellent Dental Treatment Coordinator

DTCs are often the face of the dental practice, so they must have the right characteristics to succeed. These characteristics include being:

• Engaging: Treatment coordinators must be able to form a connection with prospective patients. They should be able to provide advice clearly without too much detail to avoid overwhelming the patient and should be able to foster a sense of trust and reliability.
• Prepared: The key to a successful case presentation is preparation, which includes having the right visual aids and script and being ready to answer any patient's questions.
• ‍Persistent: Patients have many reasons to refuse treatment, including fear of pain, financial concerns, or feeling that they don’t need the treatment. A good dental treatment coordinator will be able to listen while being persistent enough to encourage patients to make the right decision, even if the initial answer is a “no”.

The Power of a Dental Treatment Coordinator

A good dental treatment coordinator can be an asset to any practice. They free up dentists to focus on providing high-quality treatments and can increase customer loyalty, improve the customer experience, and keep acceptance rates high. 

Whether you want to learn about dental treatment plans or need assistance with any other aspect of your practice, Dental Intelligence is here to help. Schedule a demo to discover how to take your practice to the next level!