Price is NOT the issue
A client asks:
“I have a lot of patients at the moment who are deferring treatment because they are telling me that
they cannot afford it at the moment
should I reduce my prices?”
I cannot afford an iPad on 28th May – even though I want one. (Yes – I know – I don’t need one).
I’m not going to call Apple and offer to haggle on the price.
Its not about the price – its about the AFFORDABILITY.
Apple don’t need my business – so they will not have to shift.
But the dentist in question needs his patients’ business – so he will have to shift.
But pricing is not the “shifting point” – affordability is.
I recently took my 15-year old daughter to a private orthodontist.
The treatment plan was £2300.
I couldn’t afford it.
But I could afford to pay over 4 months.
So that was our agreement.
4 cheques for £575 – me happy, daughter happy, dentist happy.
If all of your appointment books are full, you don’t need to haggle.
But if its a choice between a £400 treatment plan, payable over 3 months – or a gap – take the treatment plan.
The only rule nowadays is that there are no rules.
Learn to listen better – and make your treatment plans affordable.