No dentist wants to see motivated patients suddenly become unmotivated when they discover the cost of recommended treatment. The current economy makes this an even more important issue. Fortunately, offering a variety of financial options is a smart solution for patients and practices alike.
Use scripting to effectively introduce patient financing. Successful scripting increases the effectiveness of all team members during appointments by ensuring that each patient gets the same message.
The focus should be on:
- Flexibility for the patient's needs
- Speed of the entire process
Don't discount anyone as a candidate. Practices should not only make patient financing available, but they should also offer it to all patients. Dentists should avoid making what Levin Group calls a "wallet biopsy." Knowing who can afford care cannot be ascertained at a glance.
Dr. Roger P. Levin is CEO of Levin Group, a leading practice management and marketing consulting firm. To contact him or to join the 40,000 dental professionals who receive his Practice Production Tip of the Day, visit LevinGroup.com or email email@example.com.
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