How to Get More Patients to Say YES to Dental Treatment (Without Feeling Salesy)
One of the biggest growth killers in dental practices isn’t marketing.
It isn’t staffing.
And it isn’t even patient demand.
It’s patients saying “no” — or “I need to think about it” — to recommended treatment.
Low case acceptance quietly drains production, increases cancellations, and limits practice growth. But the truth is: most patients want to move forward — they just don’t understand the problem, don’t feel urgency, or don’t feel confident in the decision.
In a recent episode of the No BS Dental Growth Podcast, Chris Pistorius sits down with Eric Vickery, a nationally recognized case acceptance coach who has worked with 250+ dental practices, to break down exactly how top practices get more patients to say YES — without pressure, discounts, or awkward sales tactics.
Why Patients Really Say No to Treatment
According to Eric, patients don’t say no because of price — they say no because:
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They don’t fully understand what’s happening
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They don’t feel urgency (especially if there’s no pain)
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They feel confused or overwhelmed
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They don’t trust the communication or process
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The conversation feels transactional instead of relational
One of the biggest mistakes practices make is jumping straight to treatment:
“You need a crown.”
To patients, that sounds like:
“This is going to cost a lot of money.”
Instead, successful practices focus first on helping patients understand the condition, consequences, and why it matters.
The 95/5 Rule: The Secret to Higher Case Acceptance
Eric teaches a powerful principle called the 95/5 Rule:
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95% of the conversation should focus on the problem, condition, and consequences
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Only 5% should focus on treatment
Why?
Because patients don’t buy procedures — they buy solutions to problems they understand and believe are real.
When patients clearly understand:
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What’s happening
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What could happen if they wait
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Why it matters to their health
They stop feeling “sold to” — and start feeling confident saying yes.
Phone Skills Matter More Than Most Practices Realize
Case acceptance doesn’t start in the operatory — it starts on the phone.
Many offices lose patients before they even schedule because:
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Calls feel rushed or transactional
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Teams answer questions instead of guiding the conversation
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Patients feel like they’re calling a price shop, not a trusted provider
High-performing practices train their front desk teams to:
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Build rapport quickly
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Ask better questions
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Take control of the conversation respectfully
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Help patients feel heard, welcomed, and confident
The result?
Higher booking rates, fewer no-shows, and patients who arrive more prepared to accept care.
How to Handle “I Need to Think About It”
One of the most common objections in dentistry is:
“I need to think about it.”
Eric explains this usually means something wasn’t fully understood or emotionally anchored — not necessarily that the patient doesn’t want treatment.
Instead of pushing, top practices:
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Acknowledge the concern
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Ask clarifying questions
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Identify whether the hesitation is about cost, urgency, value, or understanding
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Provide reassurance and clarity, not pressure
Often, when communication improves earlier in the process, this objection rarely comes up at all.
Presenting Finances Without Pressure
Money matters — but it doesn’t have to be uncomfortable.
High-performing practices present finances as:
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A supportive conversation
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A way to make care affordable
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Multiple clear options (not ultimatums)
When patients feel guided instead of judged, they’re far more likely to move forward — even with larger treatment plans.
The Bottom Line: This Isn’t a Patient Problem — It’s a Systems Opportunity
When case acceptance is low, the solution isn’t usually:
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More discounts
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More marketing
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Or more pressure
It’s better communication, better systems, and better structure — from the first phone call to the financial conversation.
And the good news?
These are trainable, fixable, and scalable skills.
🎧 Listen to the Full Episode with Eric Vickery
In this episode of the No BS Dental Growth Podcast, you’ll learn:
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Why patients really say no
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How to increase case acceptance by 25–30%+
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Scripts and frameworks that get patients to say YES
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How to stop cancellations and hesitation
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Real strategies used by 250+ successful practices
👉 Listen to the full episode here: [Insert Podcast Link]
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Ready to grow with a system that works? Schedule a Free Strategy Session
🛠️ Tools & Tips:
SmartFollow™ – Automated lead follow-up
CallGuard AI™ – Review & coach call performance
PatientLine™ – AI phone assistant for overflow and after-hours
💬 Let’s Talk Strategy:
👉 Book a free strategy session:
https://kickstartdental.com/get-in-touch/
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