After dissecting Average Treatment Presented in the previous Data Snapshot, it’s only logical that we look at the other side of that coin: the percentage of patients who say “Yes” to the treatment you present. This metric is simple at its core, but represents something crucial: your ability to transfer trust, communicate value, and align with your patients’ goals and readiness.
A high acceptance percentage brings more production and stability into your schedule, but when the percentage is low, the opposite is true. Those missed yeses create holes in your schedule that either go unfilled or are filled without strategy or intention, leading to unpredictability.
Making an impact on this metric starts with one step: knowing your percentage. You can easily track it using your practice management software, and if it’s off track, you can implement countermeasures. A low percentage indicates that there are gaps in the way you communicate the value of treatment, so helping patients understand the value of moving forward with treatment will yield the best results:
- Use “So that” statements to ground your clinical conversations in patient outcomes instead of price.
- Create a series of go-to phrases to equip your admin team to handle objections by building value for the treatment.
- Develop “Feel, Felt, Found” statements to help patients get over the “I need to think about it” hump: “I understand how you feel. So many of our patients have felt the same way. What we’ve found is…”
These are small changes, but over time, you’ll see them have a large impact — your patients will become more loyal to your practice, which will improve both its health and their own.
