Understanding Patient Objections To Treatment

Episode 002

In your dental business, you’re likely to come across patients who hesitate to agree with your proposed treatment plan. As I’ve learned in recent years there are three main types of objections we as dentists will hear, and ways we can help overcome them..

Objections To Treatment Photo

On this episode of the Business of Dentistry podcast, I’m elaborating on these three areas of objection, including examples and solutions for each category. By changing your perspective and viewing the situation from the patient’s viewpoint you can take your dental practice to the next level!

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The first objection we need to overcome is time. We all have busy schedules, and your patients are no different. Often your timeframe for treatment may be inconvenient for your patient. Perhaps they expect immediate results, or their availability does not correspond with your office hours.

I suggest addressing this concern by specifically laying out all the details for your patient, and trying to accommodate them as much as possible. If you can explain the long-term value of their dentistry work, and how you will make each appointment as productive and efficient as possible your patients will feel reassured.

The second objection is fear, which I think we are all aware of. Many patients have a fear of dental work, whether it be a learned behavior, or because of a negative experience in the past.

If you can learn how to manage their fear and understand where they’re coming from, you will gain respect and trust. I believe that as dental professionals we can become desensitized to patients’ fear because we are exposed to it on a daily basis. But if your patient seems fearful listen to them and address their exact concerns. This might mean calming their fear, or it could mean referring them to another dentist.

Money is another objection that many patients have and is the third one we will talk about. Some of your patients may not have the means to pay for your service, or they might not see the value in what you’re providing. Another possibility is that they are overestimating the cost of treatment.

Address this concern by providing the amount for their treatment. If your patient knows the cost upfront, they will be more likely to make necessary arrangements. Another option is to provide payment options, but I do not recommend in-office financing. I also think it’s important to explain the value you’re providing, whether that means anticipating what can happen to their teeth if they delay treatment, or how much they will have to pay down the road if they forgo treatment.

By taking a look at these three areas from your patients’ perspective you will be better qualified to offer solutions and provide them with reassurance. For more about addressing patient concerns listen in to this episode of the Business of Dentistry Podcast!

Tweetable: “We need to focus on the value and the benefits.”

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Dr. Bruce Ouellette
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