No dentist wants to see motivated patients suddenly become "unmotivated" when they discover the cost of recommended treatment. The 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 the following:
- Convenience
- Flexibility to patient needs
- Simplicity
- Speed of the entire process
Don't discount anyone as a candidate. Practices should not only make patient financing available, but should also offer it to all patients. Dentists should avoid making what Levin Group calls "wallet biopsies." Knowing who can afford care cannot be ascertained at a glance.
Roger P. Levin, DDS, is the chairman and CEO of practice management consulting firm Levin Group.
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