May 15, 2025

When people feel unsure about the economy, they tend to pause before making big decisions, even about their health and dental care.

Patients who typically move forward with treatment might hesitate, ask more questions, or want to think things over. It's not that they don't value their teeth; they're just weighing their options more carefully.

You're not alone if you've noticed more patients asking about costs, checking their insurance benefits, or asking for time to consider their treatment plan. This shift in behavior often shows up when consumer confidence dips. In April 2025, for example, the U.S. Consumer Confidence Index dropped to 86.0. That means people are feeling cautious, and caution can show up as delayed appointments or postponed care.

People still need dental care and want healthy smiles. With the right approach, you can help patients move forward with the care they need, even when they feel uncertain about everything else.

Understanding What Patients Are Thinking

When the economy feels a bit shaky, people don’t necessarily stop caring about their health; they want to be more thoughtful about how they spend. That might mean prioritizing what's "essential" and postponing what feels optional. Patients might choose an extraction over a root canal or skip cosmetic upgrades they once seemed excited about.

This doesn't mean they don't want the best care. It means they're more focused on cost, timing, and how treatment fits into their life and budget. Being aware of this shift is the first step. Once you know what your patients think, you can adjust how you present treatment to help them feel confident saying yes.

Different Models, Different Strategies

Every practice has its way of operating. Whether you're insurance-based, fee-for-service, or somewhere in between, your strategy for case acceptance should fit the model in which you are working.

Patients tend to consider what their plan will cover for primarily insurance-based practices. If insurance doesn't pay for it, they may wonder if they need it. This is where patient education is key. Let them know that just because something isn't covered doesn't mean it's not important. Walk them through their plan and how you can help them make the most of it. For example, timing part of the treatment before and after their benefits reset. Small things like handling claims paperwork for them can also make a big difference in how supported they feel.

If you're a fee-for-service practice, the focus shifts to value and trust. Patients are paying out of pocket, so they need to feel confident that what they're getting is worth it. This is the time to highlight your strengths, materials, expertise, personalized approach, and the long-term benefits of acting now instead of waiting. Emphasizing things like comfort, durability, or how a treatment prevents more expensive issues later helps people understand the real value behind the price tag.

Hybrid practices should take a flexible approach. Some patients will rely on insurance, while others pay directly. The key is to quickly identify which group a patient falls into and then tailor your conversation accordingly. But the core message should stay the same: This is care that matters, and you’re here to help them move forward with it in a way that makes sense for them.

Talking About Money

Talking about money can be tricky. However, how you approach that conversation can make or break case acceptance. The goal isn't to avoid the topic; it's to make patients feel informed, respected, and supported.

Start by keeping things simple. Avoid dental jargon or insurance codes that only make sense to your team. Break down the treatment cost, show what insurance covers, and explain the patient's portion in a way that makes it easy to digest.

Timing and setting matter, too. Try to avoid discussing fees at the front desk or in a rush. Use a private, quiet space where the patient can focus, and make sure whoever is having that conversation, whether it’s the doctor or a treatment coordinator, is confident, kind, and empathetic.

It’s also helpful to avoid language that downplays the value of treatment. Saying “I know it’s expensive” can make the treatment feel less worthwhile. Instead, focus on what you can do to help, offer options, ask questions, and let patients know you're here to work with them. If they need time to think, make sure to follow up. A friendly call or message a few days later keeps the door open and shows you care.

Trust is Key

Trust plays a huge role in whether patients say yes to treatment. When people feel seen, heard, and understood, they're much more likely to move forward. Start by building that relationship right away. Ask about their day. Listen closely when they share concerns. Extra warmth can go a long way in making someone feel at ease.

When it comes time to explain treatment, focus on the "why." Help patients understand what's going on, what will happen if left untreated, and how this treatment will help them feel better, chew more comfortably, or smile confidently. And be honest, if something is optional or cosmetic, say so. People appreciate transparency and don’t want to feel pushed.

Using visual aids is another great trust builder. Showing patients clear photos of their teeth or a scan of a worn-down filling helps them connect the dots. It's no longer just your word; they can see the problem and understand the need.

Trust doesn’t end when the patient agrees to treatment. Deliver on what you promised, follow up after the visit, and keep communication open. These small touches build lasting loyalty and lead to more “yeses” down the road.

Make Payment Easier

One of the biggest reasons patients hesitate is cost. That’s why flexible payment options are more important than ever. Third-party financing tools like CareCredit or GreenSky can be a win-win. Patients can split their costs into manageable payments, and your practice gets paid upfront. Don’t assume patients know these options exist; bring them up in every significant treatment conversation. A simple "We have monthly payment options if that helps" can go a long way.

For those who don't want to use financing, consider offering in-office options like splitting payments across visits or giving a small discount for prepayment. Just be sure everything is clear, written, and easy for your team to manage.

Technology also plays a role. Online payment portals, mobile payment links, and text reminders make the process more convenient, and convenience builds follow-through. Giving patients various ways to pay increases the chances they'll do so in a timely, stress-free way.

Reducing the Roadblocks

Even when patients want to move forward, small obstacles can cause delays. That’s why it’s so helpful to think through the entire process from their perspective and smooth out any bumps along the way.

Start with scheduling. Offer early morning or evening appointments and make it easy to book online or confirm by text if you can do treatment the same day it's diagnosed, even better, as sometimes patients would rather get it done while they’re already there instead of making another trip.

When presenting a treatment plan, avoid overwhelming them with too many options. Focus on what's most important first. If the case is complex, break it into phases. Make sure your paperwork is easy to understand and complete. Digital forms and e-signatures can help with that.

Finally, keep the conversation going. Follow up to see if patients have questions and let them know they can reach out anytime. Providing clear, helpful info, maybe even a quick video or brochure about the treatment, can help them feel more informed and confident about moving forward.

Leverage Technology

Today’s dental tech isn’t just cool, it's handy for helping patients understand their treatment and feel good about their decisions. Intraoral cameras let patients see the issue in their mouth. 3-D scans give them a better understanding of alignment, wear, or crowding. These visuals make the problem real and the solution more tangible.

Smile simulation software can be a powerful tool if you're doing aesthetic or complex cases. Showing patients what their smile could look like after treatment makes the benefit more immediate and exciting.

Even AI-assisted diagnostics can play a role. When patients see their scan and hear that the computer flagged something, too, it feels like a second opinion that reinforces your recommendation.

Helping patients say yes in times of economic uncertainty isn’t about pushing harder; it's about making it easier: easier to understand the need, easier to see the value, easier to manage the cost, and easier to trust that your team has their best interest at heart. When your communication is clear, your payment options are flexible, and your process is smooth, patients are more likely to move forward with care, even when everything else feels uncertain.

It's about showing patients that you get it. That you understand their concerns. And that you're here to help them stay healthy, stay confident, and make the right choice without pressure, confusion, or unnecessary stress. That keeps the chairs full, the patients happy, and your practice growing, no matter what the headlines say.

Not sure where to start? Contact us today!

References

• The Conference Board. (2025, April). Consumer Confidence Index. https://www.conference-board.org
  
  
• Dental Economics. (2023). Improving case acceptance and patient communication. https://www.dentaleconomics.com