Let’s Go! Case Acceptance & More!

As the year picks up speed, it’s a smart time to evaluate your strategies and techniques to ensure you’re set up for strong year-end momentum. Focusing on three key drivers can help boost revenue and keep your practice moving forward.

1. Drive new patient growth – at double patient value, they bring new production
2. Manage attrition wisely – 25% of active patients aren’t booked. Let go of the right ones.
3. Increase case acceptance – a powerful revenue lever.

With our 30-year history of delivering stellar service to our clients, we should be your go-to for new patient growth and managing attrition. We’re industry leaders with a proven track record—helping thousands of dental practices attract, convert, and retain high-value patients through precision-targeted direct mail and digital campaigns.

If your numbers aren’t where you want them, now’s the time to level up.

[Tell Me More]

For case acceptance, we asked a few of our clients, colleagues, and friends to give us their top-of-mind quick tips to share with you to help you brush up on your presentation game.  

Dr. Travis Campbell is a dentist, multi-practice owner, best-selling author, speaker, and owner of the dental insurance website, the Dental Insurance Guy. He’s known as the practice whisperer because of his ability to deliver actionable insights that help dentists become successful business owners.

Here are his tips for increasing case acceptance: 

1. Avoid confusing patients.  A confused mind will be unable to make a decision, which is often why patients don’t commit or give an excuse like needing to talk to their spouse (as if the problem isn’t still there) or needing to check their schedule (that everyone has on their phone in their pocket now).  
2. Never give patients multiple financial treatment plans. 
3. Use simple English, not dental language.
4. Stop thinking you can educate a patient on four years of dental school in 10 minutes.
5. Don’t review every option.  Find out what they want and provide an option that matches the patient’s goals.
6. Focus on the outcome they want, not the treatment. 
7. Avoid insurance details.
8. Don’t itemize treatment plans.

“Direct mail is the most consistent marketing type. Most failure comes from internal system failures; phone conversion, patient experience, treatment diagnosis and acceptance, and collections. I've worked with Patient NEWS since 2020 for both of my practices and can attest to the effectiveness of their proven systems, which truly help dental offices realize highly successful results from their direct mail campaigns.” – Dr. Travis Campbell

Mr. Kelly Schwartz, founder of Schwartz Consulting Group, has an extensive history in professionally training and coaching dental practices. Over the last 29 years, he has coached over 800 clinics across 27 states and is well-versed in helping practices grow and reach their full potential.

Here are his tips:

1. Engage patients with questions, not commands. Instead of telling patients what they need, ask them what they want – whether it’s to save, prevent, or improve the function of their teeth. No adult likes to be told what to do, but they appreciate being involved in their own care decisions.
2. Follow up with care, not pressure. Most patients don’t say “No,” they say, “Not yet.” Implement a structured follow-up system to reconnect with them 30-45 days after presenting treatment. Focus on their well-being rather than urgency – when patients feel you genuinely care, they are more likely to schedule.
3. Use the intraoral camera to involve patients. Show and don’t just tell. Instead of making statements, show images and ask engaging questions like, “Do you see this crack, large filling, or worn tooth? Does this concern you?” This approach makes patients more aware of their dental health and encourages them to take action.

“Patient NEWS dental marketing is best-in-class when it comes to direct mail for dentists. I have been referring my clients for years and can attest to the comprehensive and proven system they have in place to ensure your mailings are precisely targeted to attract the ideal new patient and engage and retain existing patients. And their team is awesome to work with! Highly recommend if you want to grow your practice.” – Kelly Schwartz

Dr. Paul Goodman, you know “Dr. Nacho”, the founder of Dental Nachos, the massive Facebook group and company whose mission is to help dentists dramatically increase success and happiness at every age and stage of their career. Dr. Goodman has years of experience in helping dentists increase success and find fun in dentistry. He’s also a multi-practice owner and founder of Dentist Job Connect, which connects practice owners with dental associates and dental hygienists who are looking for jobs.

Here are his tips for improving case acceptance:

1. Showcase patient success stories with video. Take short patient testimonial videos (with proper HIPAA consent) highlighting their experience. When a hesitant patient sees someone just like them who had a great outcome, it builds trust and confidence in moving forward with treatment. 
2. Use patient-friendly language. Avoid clinical jargon that can create fear or confusion. Instead of saying, “Your crown has failed,” try, “It’s time to replace your crown,” or “Your tooth has worked hard and deserves a strong replacement.” Simple, friendly wording makes decisions easier for patients. 
3. Create a positive, engaging experience. Case acceptance isn’t just about explaining treatment – it’s about making patients feel comfortable and understood. Use a warm, conversational approach to turn a potentially stressful decision into an easy “yes.” 

“As a dental practice owner of 15 years, I can confidently say that Patient NEWS delivers amazing analytics AND a treatment plan for marketing success that makes sense for your practice. As a dentist that works with a significant number of patients in the 50-years-and-up demographic, we value both online marketing as well as direct mail to share with patients in our community how we can help them CHEW and SMILE with confidence. – Dr. Paul Goodman

THANK YOU TO OUR AMAZING CLIENTS & FRIENDS!

We sincerely appreciate the case acceptance contributions from Dr. Hazel Glasper, Dr. Christopher Phelps, Dr. Travis Campbell, Kelly Schwartz, and Dr. Paul Goodman. It was so kind of them to take time out of their day to support us and share their thoughts on case acceptance. We hope you have enjoyed reading and will take away a tactic or two to try at your practice.

Our team is standing by to help you stand out and unlock production growth for your practice. Our clients generate 25% more new patients than the industry average and boast average annual production over $2 million.

Know your numbers could be better? Let’s fix that. Start with a free marketing assessment and get a custom patient growth plan that shows exactly how your practice stacks up – and how to grow stronger.