How to stop patients procrastinating before Budget Day: 10 tactics every dental team can use now

Turn hesitation into action with simple changes to your patient journey this autumn

This Friday morning the media continue with speculation that the Chancellor will break Labour's Election promises (again) and raise either the basic rate and/or higher rates of personal tax on 26th November.

Based on historical experience, this is either us being softened up, ready for the blow - or a clever tactic to create gratitude when the axe falls elsewhere.

I suspect the first is more likely, but when was politics ever predictable (as we saw in Caerphilly last night).

Whatever the outcome, in sales we can now confidently predict that some consumers, in some market sectors are likely to:

• Procrastinate on their purchasing decisions before Budget Day and

• Adjust their economics afterwards.

Great - as if we didn't have enough to deal with at the moment.

Time, therefore, to call a meeting with your teams - Front of House, Marketing, TCO and Clinical, to discuss these issues openly and decide how you are going to change your approach at every step of The Patient Experience, to compensate for market sentiment.

10 Ways to Compensate for Consumer Procrastination (Pre-Budget Day)

1. Pre-Budget Consultation Campaign

Launch a short-term marketing message: “Book your consultation before Budget Day — protect your smile before potential tax changes.” This positions the treatment as time-sensitive without being alarmist.

2. Finance Options Front and Centre

Update your website, brochures and reception conversations to highlight patient finance clearly. Train your Front of House and TCO to proactively offer finance as a standard part of every larger treatment plan.

3. “Start Small” Strategy

Encourage patients to take the first step — whether it’s diagnostics, hygiene or scans. Breaking treatment into manageable phases reduces psychological friction.

4. “Valid Until” Deadline Dates on Plans

Include an expiry date on all new treatment plans (e.g. 14–28 days). This adds gentle urgency and opens the door for structured follow-up.

5. Front of House Reminder Protocols

Use your CRM or practice management software to set automated or manual reminders for patients who’ve had consultations but haven’t booked. Keep the tone friendly and helpful, not pushy.

6. End of Treatment Reviews With Upsell Pathways

Use this period to revisit completed patients and open conversations about elective or cosmetic work. They trust you already — now’s the time to nudge them forward.

7. Short-Term Offers With a Logical Rationale

If appropriate, introduce limited offers such as complimentary whitening with Invisalign, or free scan events. Present these as part of your Budget Awareness Campaign — not discounts, but added value.

8. Increase Visibility of Before & After Cases

Patient procrastination is often emotional. Show what’s possible. Share more visual proof via Instagram, newsletters, in-practice displays and video testimonials.

9. TCO-Led Follow-Up Blitz

Dedicate time weekly to have your TCO call patients who are mid-way through their decision-making. Script this around timing: “We know people are hesitating right now, but let’s talk about what’s possible.”

10. Team Language Alignment

At your next huddle or team meeting, discuss a unified approach to Budget Season objections. Equip everyone — not just TCOs — to answer: “Shall I wait until after the Budget?” with clarity and confidence.

Print this blog, call that meeting, have that conversation.