Three ways to increase acceptance of your dental plans
One of the biggest challenges you face every single day at your dental practice is the low rate of acceptance of your dental plans. It frustrates most of you.
Let us have a look at the reasons why this happens at your dental office.
First of all ask yourself the essential question:
Are you targeting the “right” patients?
You are a cosmetic dentist and offer dental plans for 10 K and more.
What kind of patients are you talking to?
Are they less price sensitive or do they try to save money on everything?
Are they willing to invest in their health and can they afford it?
Make it very clear to yourself who your “ideal” patients are. As soon as you have gained this clarity,
the communication becomes very easy.
Second-many of you do not realize that it is not enough to be a talented dentist displaying your skills.
Your dental practice is in the business of marketing and selling the dental services you offer. Many
dentist cannot sell and shy away from selling. If you are one of them hire someone who will do it for you .
Even a member of your staff who enjoys selling can do it.
Last, but not least, find “why” patients want and need the treatment.
Listen carefully to them when they explain to you their desires.
Knowing the “why” makes it very easy for you to convince them to say “yes” to your dental plan.