{"id":940,"date":"2021-08-02T06:00:11","date_gmt":"2021-08-02T06:00:11","guid":{"rendered":"https:\/\/www.practicesolutionsinc.net\/blog\/?p=940"},"modified":"2021-08-02T11:57:55","modified_gmt":"2021-08-02T11:57:55","slug":"delivering-w-o-w-treatment-presentations","status":"publish","type":"post","link":"https:\/\/www.practicesolutionsinc.net\/blog\/2021\/08\/delivering-w-o-w-treatment-presentations\/","title":{"rendered":"Delivering W.O.W. Treatment Presentations!"},"content":{"rendered":"<p>The ability to proficiently present treatment and fees is critical to the success of your practice.\u00a0 The more your patients understand their dental needs and the fees associated with treatment, the more likely they are to accept your recommendations. You want the patient to understand exactly what they need, why they need it, and the importance of getting it done now.<\/p>\n<p><iframe loading=\"lazy\" title=\"YouTube video player\" src=\"https:\/\/www.youtube.com\/embed\/Gxs3K1xvT-4\" width=\"560\" height=\"315\" frameborder=\"0\" allowfullscreen=\"allowfullscreen\"><\/iframe><\/p>\n<p>Most people dislike surprises when it comes to dental care and costs.\u00a0 Real understanding on the part of the patient leads to case acceptance. Use stories and analogies focused on real life benefits for the patient.\u00a0 For example, eating corn on the cob or steak or even just being able to smile.<\/p>\n<p>It is vital that the team member (presenter) presenting treatment and fees is confident and comfortable with this role. Seventy percent of case acceptance breaks down because of the way the fees were handled.\u00a0 The presenter must understand dentistry and absolutely believe in the value and the quality of dentistry delivered in the practice.<\/p>\n<p>Teach all team members the procedures that are being performed in the office.\u00a0 Together as a team create and practice consistent treatment verbiage.\u00a0 Utilize the same verbiage the doctor uses to avoid any confusion and keep everyone in the practice on the same page.<\/p>\n<p>It is critical that the presenter discuss the treatment and fees with enthusiasm.\u00a0 Listen to the patient\u2019s financial concerns, enthusiastically promote the payment options, and clearly communicate the financial protocol.\u00a0 Our patients\u2019 perception is based on only 7% of our words, 38% our tone of voice, and 55% our body language.<\/p>\n<p>Consistent fees and payment protocols are vital to build the presenters confidence and proficiency. A dental practice is not a bank or a charity and deserves to get paid for services rendered. Never be uncomfortable about charging appropriate fees or pre-judge a patient\u2019s ability to pay.<\/p>\n<p>It is a lesson I learned well over 30 years ago.\u00a0 I can clearly remember misjudging a patient\u2019s ability to pay only to find out later they were extremely wealthy.\u00a0 The patient arrived for their appointment disheveled and dressed in a dated threadbare running suit.\u00a0 I later learned the patient had just come from working on a home project.\u00a0 The phrase &#8220;don&#8217;t judge a book by its cover&#8221; is a great metaphorical reminder that means one shouldn&#8217;t prejudge the worth or value of something by its outward appearance alone.<\/p>\n<p>The following approach will enable the presenter to deliver W.O.W. Presentations.<\/p>\n<p><strong>Mindset<\/strong><\/p>\n<p>The goal of the practice is to make it as comfortable as possible for the patient to have the very best dentistry available.\u00a0 Adopt a mindset of being an advocate to help the patient get the treatment they need and desire.\u00a0 Present treatment with care and concern not assumptions, judgement or criticism.<\/p>\n<p><strong>Informed Consent<\/strong><\/p>\n<p>A successful treatment presentation results in informed consent not just scheduling treatment.\u00a0 Verify the following information with every patient.<\/p>\n<ul>\n<li>Sequence<\/li>\n<li>Time<\/li>\n<li>Compliance<\/li>\n<li>Investment<\/li>\n<\/ul>\n<p><strong>Handling Objections<\/strong><\/p>\n<p>It is essential for the presenter to actively listen to the patient\u2019s concerns and comments. Their responses focused on What\u2019s In It For The Patient (WIIFTP).\u00a0 Use patient focused benefits verbiage.\u00a0 Speak in \u201clayman\u2019s\u201d terms so the patient clearly understands what is being said.<\/p>\n<p>I teach W.O.W. Presentations.\u00a0 W.O.W. is an acronym for weed out the weeds.\u00a0 A weed is anything that might make your patient feel uncomfortable, unwelcome, or unsafe and possibly destroy the relationship.<\/p>\n<p>I have found the <em>Feel, Felt, Found Method <\/em>to show empathy works extremely well.<\/p>\n<ul>\n<li>I can understand why you might feel this way.\n<ul>\n<li>It tells the patient you heard them and empathize with them.<\/li>\n<\/ul>\n<\/li>\n<li>Other patients had initially felt that as well.\n<ul>\n<li>It tells the patient they are not alone and things can change.<\/li>\n<\/ul>\n<\/li>\n<li>What they have found was\u2026.\n<ul>\n<li>It tells the patient what another person found when they followed through, they got the results they wanted.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><strong>\u00a0<\/strong><\/p>\n<p><strong>W.O.W. Process \u2013 Work, Options, When<\/strong><\/p>\n<p>It is important that there is consistency of treatment presentations amongst team members as well as clear documentation of all patient conversations.\u00a0 Utilize the W.O.W. Process to deliver consistent and effective treatment presentations. This is a second acronym for W.O.W. which is work, options and when.\u00a0 The W.O.W. Process is a simple three step process.<\/p>\n<ul>\n<li>Work\n<ul>\n<li>Review treatment and fees with patient.<\/li>\n<\/ul>\n<\/li>\n<li>Options\n<ul>\n<li>Offer options, finalize, and sign payment arrangements.<\/li>\n<\/ul>\n<\/li>\n<li>When\n<ul>\n<li>Offer two available appointments and schedule an appointment.<\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p>Delivering a W.O.W. presentation is a win for the patient and the practice, resulting in a healthy smile for the patient and healthy bottom line for the practice.<\/p>\n<p><strong>Email judykay@practicesolutionsinc.net to receive your white page on Delivering W.O.W. Treatment Presentations.<\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>The ability to proficiently present treatment and fees is critical to the success of your practice.\u00a0 The more your patients understand their dental needs and the fees associated with treatment, the more likely they are to accept your recommendations. You want the patient to understand exactly what they need, why they need it, and the [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[2,3,4,5,6,186,7,8,9,10,11,12,13,14,15,16,17,18,19,22,23,24,25,27,204,191,32,33,34,35,36,37,38,39,41,192,56,44,197,46,49,50,51,52,53,195,196,1,55],"tags":[61,63,68,73,76,82,84,87,88,89,91,93,94,101,107,121,138,144,146,149,153,159,160,170,179,182],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Delivering W.O.W. 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