Get More Patients to Say ‘Yes’ to Treatment

How many patients have walked away from your practice without committing because they weren’t 100 percent sold? Every “I’ll think about it” represents thousands in lost revenue—not to mention the diminished chance of retaining them long-term.

What if you had a way to turn hesitation into confidence, every single time? A clear, proven approach that addresses patient concerns, builds trust, and guides them toward saying “yes” before they leave your chair. With a 7-step checklist, you can take the guesswork out of patient communication. Ready to see how it’s done? Let’s dive in!

1. Shift to a Patient-Centered Conversation

A 2021 study in Patient Education and Counseling found that patients who felt actively listened to and involved in decision-making were twice as likely to accept recommended treatment plans. They perceived a higher sense of trust and rapport with their dentist. This makes them more receptive to recommendations.

The best way to implement this is by truly listening to patients and engaging with them as individuals. Start by asking open-ended questions that show genuine interest, such as, “How are you, Mrs. Peterson?” or “How is little Timmy?” Likewise, use their name often—it adds warmth and connection.

Additionally, practice active listening by paraphrasing their concerns: “So, Mrs. Peterson, you’ve noticed sensitivity on the upper left side, and you’re concerned about the cost of treatment. Did I get that right?” This demonstrates that you’re fully present in the conversation.

To take it a step further, you can keep notes on personal details they share, like an upcoming vacation or a family milestone, and follow up at their next visit: “How was your daughter’s wedding?” This approach fosters a deeper connection and shows that you value them as more than just a patient.

Lastly, when presenting treatment options, frame them collaboratively: “Here are a couple of approaches we can consider. Which feels most comfortable for you, Mrs. Peterson?”

Ultimately, patient-centered communication builds trust and makes people feel cared for—not sold to. In essence, successful treatment acceptance starts with genuine listening and a shared vision of better oral health.

2. Show, Don’t Just Tell

Research from the Journal of Prosthetic Dentistry (2020) indicates that using visual aids—such as intraoral photographs, diagrams, and videos—improves patient understanding by up to 60 percent. When patients see their cavities on a screen, the diagnosis feels more real and urgent.

To put this into practice, start with an intraoral camera to capture images of problem areas and display them on a monitor. Showing these images makes the diagnosis clear and relatable. For procedures like dental implants or Invisalign, short animations—no more than 30 seconds—can quickly explain how they work. If a patient is considering cosmetic treatments, show before-and-after photos of real cases while ensuring HIPAA compliance.

Essentially, visual tools create a more tangible understanding of a patient’s options and make conversations more engaging.

3. Address Financial Concerns Upfront

According to a 2022 survey by the ADA Health Policy Institute, cost is the number one reason patients delay or decline dental treatment. If you don’t discuss fees or payment arrangements early, patients may quietly balk and never follow through.

To address financial concerns, start by providing patients with transparent pricing—a detailed printed estimate that breaks down their treatment. Patients feel more at ease knowing exactly what they’re paying for. Most importantly, offer flexible payment plans, such as third-party financing or fixed monthly payments, to make larger treatments more affordable with manageable monthly payments.

For insured patients, give a realistic estimate of out-of-pocket costs, and if coverage is uncertain, be upfront about it being an approximation.

4. Leverage the Power of Social Proof

Social proof is a psychological phenomenon where people look to others to determine correct behavior. In a Harvard Business Review article, it was noted that testimonials and peer examples can increase consumer trust significantly—usually more so than standard marketing copy.

To harness the power of social proof, showcase the positive experiences of your current patients. Ask satisfied patients to provide brief written or video testimonials about their treatment success—they can speak volumes more than traditional marketing.

Likewise, encourage happy patients to leave reviews on platforms like Google or Yelp, where potential patients often look before choosing a dentist. Finally, maintain a before-and-after gallery (with consent) in your waiting room or on your website. Real-life transformations create a compelling visual story that builds trust and confidence in your practice.

5. Create an Unforgettable Patient Experience

You can be the best dentist in the world, but if your front-desk staff is rude or your office environment is off-putting, patients won’t say “yes” to treatment. Studies from The Journal of Medical Practice Management reveal that patient experience is a major predictor of treatment acceptance and overall patient retention.

Creating an unforgettable experience starts with the little things that make a big impact. Train your front-desk staff to warmly greet patients by name and with a genuine smile—it sets a positive tone from the start. Additionally, minimize wait times, and if delays happen, apologize and provide an estimated wait time, along with amenities like coffee, water, or cozy seating to keep patients comfortable.

Finally, follow up with a quick call the day after a procedure to check-in. This small gesture builds trust and reassures patients, making them more likely to return and accept future treatments.

Back when I was rotating through a public clinic, I noticed staff often looked exhausted and barely acknowledged patients at the reception desk. Patients felt like a number, not a person. When I later joined a private practice, we emphasized a spa-like atmosphere—soft music, friendly greetings, and even blankets if patients got cold. Of course, our acceptance rates went up, up and up.

6. Personalize Treatment Recommendations

A 2019 meta-analysis in the International Journal of Dental Hygiene concluded that personalization—mentioning a patient’s specific needs, concerns, or background—improves adherence to dental advice and recommended treatments by roughly 25 percent.

How do you do this? Take quick notes on personal details like family, hobbies, or job stress in your patient management software, and refer to these in conversations. Additionally, be mindful of cultural or personal beliefs influencing their preferences, such as choosing porcelain over gold crowns. This shows patients you genuinely care, making them more likely to follow your advice.

7. Offer Several Treatment Tiers (But Guide Them to the Best)

When patients see a single high-priced treatment option, the cost can make them flee. Offering tiers—for instance, a “good,” “better,” and “best” approach—helps them understand the range of possibilities. A 2017 consumer psychology study in the Journal of Behavioral Decision Making showed that 57 percent of people prefer mid-tier options when presented with three choices.

Offering treatment tiers empowers patients to make informed decisions. Essentially, present options as “good,” “better,” and “best” to show a range of possibilities. For example, a metal crown might be the basic, budget-friendly choice; porcelain-fused-to-metal offers a balance of cost and aesthetics; and an all-ceramic or zirconia crown represents the premium aesthetic option. While guiding patients toward the best choice for their clinical needs, giving them alternatives fosters a sense of control and trust in your recommendations.

8. Time Your Presentations Wisely

According to a 2020 article in the Journal of Clinical Dentistry, patient willingness to discuss treatment is highest when they’re not in pain or rushing to get out of the chair. They’re also more open to conversation before any anxiety-inducing procedure.

Timing is everything when presenting treatment plans. For emergency cases, wait until the pain is managed before explaining multi-step treatments.  Whenever possible, use a quiet consultation room to discuss comprehensive plans, as it helps them feel relaxed and focused. During routine visits, like a cleaning, mention potential concerns briefly and schedule a follow-up consult for in-depth discussion. Choosing the right moment ensures patients are more open to understanding and accepting your recommendations.

9. Follow Up with Personalized Check-Ins

Many patients need time to think or talk to family members before committing to treatment. Following up can nudge them toward acceptance. A 2019 report by Dental Economics noted that practices with a systematic follow-up approach saw a 20-30 percent increase in overall case acceptance.

Essentially, personalized follow-ups can turn “maybe” into “yes.” Typically, you would reach out within 48 hours of the consultation with a friendly call or email to answer any lingering questions. Emphasize that you’re available to help, not to upsell. Gently remind them of the key benefits they valued most, like pain relief, a brighter smile, or improved function. If they seem ready to proceed, suggest a workable schedule or financing plan. For those still on the fence, offer a second opinion or another consult at no extra charge.

The Bottom Line

Getting patients to say “yes” to treatment is about more than just being a skilled clinician; it’s about empathy, clarity, and connection. Whether you’re working in a public clinic or a private practice, these strategies make a difference. Remember:

• Speak in plain language, anchored in empathy.
• Show them visually what’s happening and why.
• Address cost concerns and provide real-world examples.
• Follow up thoughtfully.

Once you master balancing clinical detail with real connection, your acceptance rates will naturally climb. Small tweaks in communication impact a patient’s trust and, ultimately, your case acceptance.