Talking About Money: Value, Cost, and Payment Solutions
Defined and distinct processes that ensure quality systems are the backbone to a thriving practice. The financial conversation is one of those processes. Since there may be anxiety around the topic of money, the financial conversation is one of the most critical dialogues the dental team can have with patients. Financial conversations have three distinct steps: a trifecta of value, cost, and payment solutions.
Deliver value instead of recommending dentistry
Most patients don’t really care to understand the clinical aspects of the dentistry you will be doing. Instead, they want to know their condition, how the dentistry you are recommending is a solution to that condition, and how treatment will improve their life. For example, you are not just filling a tooth; you are offering to eliminate the decay so the patient doesn’t have to get a crown, and they can keep the tooth and eat without pain. You are a catalyst to care, enabling your patients to enjoy the benefits of health and hopefully keep their dental costs down. If patients don’t value the care and quality of life your work brings, then it doesn’t matter what it costs or the payment solutions that are available...
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Deliver value instead of recommending dentistry
Most patients don’t really care to understand the clinical aspects of the dentistry you will be doing. Instead, they want to know their condition, how the dentistry you are recommending is a solution to that condition, and how treatment will improve their life. For example, you are not just filling a tooth; you are offering to eliminate the decay so the patient doesn’t have to get a crown, and they can keep the tooth and eat without pain. You are a catalyst to care, enabling your patients to enjoy the benefits of health and hopefully keep their dental costs down. If patients don’t value the care and quality of life your work brings, then it doesn’t matter what it costs or the payment solutions that are available...
Click Here to Read More