Great Patient Conversations: The Link Between Cost Concerns and Value Creation

Patients often cite cost as the reason that they are reluctant or unwilling to move forward with needed, recommended dentistry, but sometimes, perceived value plays a more significant role in their decision-making process. Let me give you an analogy. I have friends who refuse to pay $5 for a cup of coffee at a popular coffee shop because they can get what they perceive to be coffee of comparable quality for a cheaper price at a convenience store on the corner. Can they afford the $5? Yes, of course, but they have placed a certain value and price on coffee, and that is what they are willing to pay. In dentistry, many patients place a value or price on treatment that aligns with their dental benefits. Because of this insurance mindset, some believe that any dentistry that isn't covered by their benefits is "just too expensive." What they need to understand is that all too often, not having the dentistry performed can actually be more costly to both their oral and overall health.
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