Show the new patient you value them
Feeling valued is key to case acceptance. Take a good look at every step of your operation. Where might you be dropping this ball? (And hey, while you’re looking this - go ahead and consider where you can show your existing patients that you value them, too.)
Dr. Rasner mentions the book, Non-manipulative Selling by Tony Allessandra which is available in various forms here Amazon link and also in audio on the Apple Bookstore.