One of the key elements of a successful dental practice is a high treatment rate. According to a 2015 Levin Group survey¹, almost two-thirds of all U.S. dental practices fall short of the recommended 90% close rate, meaning that these practices fail to reach their true potential.

If you already have a dental treatment plan template by Dental Intelligence but are struggling to reach your target case acceptance rate, it may be time to consider what factors affect your practice’s refusal of treatment rate.  Addressing these factors will improve your practice’s performance and help patients make the best treatment decisions for their needs.

Lack of Trust

Patients find dental practices intimidating so they may be reluctant to put their faith in dentists with whom they don’t feel a personal rapport. While focusing on providing high-quality dentistry is vital, fostering a feeling of compassionate care and trust is also important. 

Treating patients like people is the first step to creating trust. Instead of rushing patients in and out of treatment rooms, consider slowing down and getting to know each patient more intimately. This may be as simple as asking about family and work before digging into oral health.

By focusing on patient comfort and providing a caring and compassionate atmosphere, patients are more likely to consent to treatment and recommend your practice to family and friends. 

Lack of Understanding

Many oral health issues are asymptomatic, making patients skeptical about treatment options for problems they don’t think they have. It’s not enough to simply tell a patient they have an oral health concern and propose a treatment plan — the dentist should also spend time explaining the condition and the consequences the problem will present if left untreated. 

Many dentists fall into the trap of assuming that patients know more about a certain procedure or oral health concern than they do. Fostering a sense of understanding through visual aids, brochures, and examples while also allowing patients to ask questions can dramatically reduce refusal of treatment rates. 

Lack of a Dedicated Dental Treatment Coordinator

Small practices can get away with having dentists go over the patient’s treatment plan in detail, but as your practice grows, your dentists will find they don’t have the time to thoroughly present each patient’s treatment plan.

A dedicated treatment coordinator can handle treatment presentations on the dentist’s behalf. These presentations typically cover every facet of the treatment plan, from explaining the problem to outlining the treatment process and addressing patient questions. These presentations, held in a comfortable, private room, give patients the reassurance and information they need to consent to treatment. 

Lack of Follow-Up

While same-day consultations and treatments are ideal, most patients don’t like feeling rushed and want to spend time weighing their options. While giving patients space can help provide comfort and trust, it also gives them time to second-guess their options, and very few will call to schedule a treatment themselves.

Instead, it’s up to the treatment coordinator to follow up on patients, either on the day of the consultation or two to three days after. The coordinator should have a pre-planned follow-up script and be ready to address any lingering concerns while gently encouraging the patient to seek treatment. 

Lack of Financing as a Reason for Refusal of Treatment

One of the largest factors in the refusal of treatment is the patient’s ability to afford the recommended treatment. Unfortunately, patients are reluctant to admit their financial concerns and will generally invent other excuses for why they refuse care. 

Practices that offer financing and treat these options as routine are more likely to make patients feel comfortable about their difficulties and in control of their choices. With patient financing options by Wisetack from Dental Intelligence, you can make the treatment acceptance process easier. More options lead to more patients consenting to recommended treatments and returning for routine care. 

Increase Treatment Acceptance

Understanding why patients refuse care is essential to providing them with the reassurance they need to accept recommended treatments. Practices with a formal plan for treatment presentations and treatment planning (read our guide on dental treatment plan phases) are more likely to have informed, consenting patients, leading to increased revenues and improved performance. For more information about treatment acceptance or treatment planning, schedule a consultation with our team at Dental Intelligence today!

Resources

¹ Dental Economics

‍