{"id":1041,"date":"2018-01-15T15:56:27","date_gmt":"2018-01-15T15:56:27","guid":{"rendered":"http:\/\/dentalsuccesstoday.com\/blog\/?p=1041"},"modified":"2018-01-15T15:56:27","modified_gmt":"2018-01-15T15:56:27","slug":"play-defense-for-treatment-acceptance","status":"publish","type":"post","link":"https:\/\/dentalsuccesstoday.com\/blog\/play-defense-for-treatment-acceptance\/","title":{"rendered":"Play Defense for Treatment Acceptance"},"content":{"rendered":"

A few weeks back, we began a discussion about Offense and Defense inside your practice.\u00a0 There could not be two more important topics.\u00a0 Offense is pretty obvious and my Huddle outlined it beautifully for you to fully be aware of \u201cpoint scoring\u201d opportunities with your patients every day.<\/p>\n

Defense on the other hand\u2026 It\u2019s tough.\u00a0 It\u2019s a grind.\u00a0 A battle that most just don\u2019t play and many actually ignore.<\/p>\n

In other words, they are completely reactive to circumstances instead of proactive with opportunities.<\/p>\n

I\u2019d like to finish this topic up quickly over the next couple weeks so we are going to break it down into three categories.<\/p>\n

Today, we talk about playing defense when it comes to treatment acceptance.<\/p>\n

As you will remember, I always say, \u201cWith case acceptance, the battle is won before it is ever fought.\u201d<\/p>\n

And that is exactly what defense is all about.\u00a0 Think of this analogy: if on defense you let other teams score points then you put incredible pressure on your offense.\u00a0 No matter how many points the offense scores, if someone undoes that by letting the opposition win, then you start all over.<\/p>\n

On the other hand, if you get the ball back by stopping the offense, or even better if you score points on defense then you are actually helping the offense do their job and taking pressure off of them.<\/p>\n

In dentistry, with patients we are almost completely reactive.\u00a0 We wait for problems to happen, objections to come up, everything is about waiting to see what the patient is going to do or say and then responding.<\/p>\n

Bad idea.\u00a0 Because the patient doesn\u2019t know.\u00a0 And typically, unless you have a really good one, their goal is opposite of yours.\u00a0 They want to leave with as much money still in their pockets regardless of the benefits they are leaving behind.\u00a0 You want the opposite\u2026 patients to walk out with as much benefit as possible and leave behind the money.<\/p>\n

Therefore, when it comes to case acceptance defense is really key.<\/p>\n

The short list you already know:<\/p>\n

A phone call that sets expectations<\/p>\n

An interview with the patient that establishes goals<\/p>\n

Taking PROACTIVE smile photographs<\/p>\n

Bring up problem areas in advance of the Doctor<\/p>\n

Then there are nuances such as making sure your patients have seen testimonials of other patients and talking about patient success stories (especially once you know the possible issues\/problems your patient has).<\/p>\n

Playing defense is about getting the patient to commit every step of the way \u2013 not waiting until the end to just make it about money.<\/p>\n

This is why I say that every team member impacts case acceptance.\u00a0 More often than not, it is the patient coming out of the clinical side of the practice who is not yet fully convinced and then we are trying to talk to them about money.<\/p>\n

You have to think ahead.\u00a0 Better to tackle the objections \u2013 clinically \u2013 in the back and make the treatment important to the patient BEFORE we go into discussion about money.<\/p>\n

No matter how great you think you are at this \u2013 you can always improve.\u00a0 Besides, every patient matters so you don\u2019t know who is going to have questions or not; therefore you have to assume every patient needs to have extra defense to make sure they are pushed over the goal line before they leave clinically.<\/p>\n

You can play defense with more photographs, you can have tough conversations, in fact giving a little tough love about the severity of a problem is a good thing.\u00a0 You can always reassure them you are going to help but you never apologize for the treatment they need.<\/p>\n

Defense is also about keeping control of the patient if they say yes, no or maybe.\u00a0 Most people revert back to \u201cI\u2019m going to think about it\u201d or some other generic sentence.\u00a0 Your ability to keep the patient in motion and committed to some next step is key.\u00a0 You only have control when they are in the office.\u00a0 Remember that.<\/p>\n

Today, assess your defensive moves before, during and after through every part of the experience.\u00a0 Really give each other some ideas or even some constructive criticism on ways to improve.\u00a0 Everyone is responsible for helping set up each stage in the experience.\u00a0 This is about not just creating treatment offensively but protecting your patients and securing case acceptance defensively.<\/p>\n

This is so important because you lose more treatment than you get as more patients say no than yes (no matter what you \u2018think\u2019 your case acceptance percentages are).\u00a0 If you think you are that great then you are just lacking clarity about how much treatment never makes it out of the treatment room up to the point of closing and scheduling in the first place.\u00a0 Lot of progress lost at each step \u2013 that\u2019s a good thing because it means room for improvement.<\/p>\n

Be more proactive.\u00a0 Decide what that means for you and do it.<\/p>\n

Did you miss this last week\u2026<\/p>\n

—————————————–<\/p>\n

A Note To Those Looking In \u2013 From The Outside\u2026<\/em><\/p>\n

If you are not fully and completely plugged into my world: THE Dental Success Today (named for a reason because that is what it takes to win and achieve your goals \u2013 TODAY), what are you thinking?\u00a0 Are you seriously going to go wandering around another year trying to blindly hit targets you don\u2019t even have.<\/p>\n

Goals are the easy part.\u00a0 Anyone can write down numbers and talk a good game.\u00a0 Few actually have a playbook to make them achievable and probable.<\/p>\n

This year, I\u2019m doing something that I\u2019ve never done before.\u00a0 If you are serious about making 2018 your championship year \u2013 if you are ready to win the super bowl of your career this year \u2013 then allow me to layout your championship game plan so that you, once and for all, are not playing by chance or winning by accident, but rather have deliberately engineered your practice, your team, your patients, your profits and especially yourself to win.<\/p>\n

It\u2019s extremely limited, we\u2019ll talk first to see if you qualify, no risk to you, nothing to buy, this is about separating the winners from the losers.\u00a0 Gear up and let\u2019s go, we\u2019ve got a game to play, a year to win\u2026<\/p>\n

Get Your 2018 Championship Game Plan >>><\/strong><\/a><\/p>\n\"\"<\/a>\n","protected":false},"excerpt":{"rendered":"

A few weeks back, we began a discussion about Offense and Defense inside your practice.\u00a0 There could not be two more important topics.\u00a0 Offense is pretty obvious and my Huddle outlined it beautifully for you to fully be aware of \u201cpoint scoring\u201d opportunities with your patients every day. Defense on the other hand\u2026 It\u2019s tough.\u00a0… Read more »<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[3],"tags":[],"class_list":["post-1041","post","type-post","status-publish","format-standard","hentry","category-huddle"],"yoast_head":"\nPlay Defense for Treatment Acceptance<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/dentalsuccesstoday.com\/blog\/play-defense-for-treatment-acceptance\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Play Defense for Treatment Acceptance\" \/>\n<meta property=\"og:description\" content=\"A few weeks back, we began a discussion about Offense and Defense inside your practice.\u00a0 There could not be two more important topics.\u00a0 Offense is pretty obvious and my Huddle outlined it beautifully for you to fully be aware of \u201cpoint scoring\u201d opportunities with your patients every day. 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