THINKING BUSINESS
a blog by Chris Barrow

Why are you more expensive?

Patients can query the price of dental implants, sometimes before a treatment plan is created and, more frustratingly, after the plan has been prepared and issued. The question that dentists and TCO’s find problematic is: “I like what you are saying and the way you are saying it – but I’ve noticed that your price is higher than others – what am I getting for my extra money?” Having discussed this many times in recent months, I’ve noticed that there are six fundamental points that are often missed at the early stages of your new patient relationship. If I were a dentist or a TCO, discussing proposed treatment with an existing or new patient, I would build the following into my presentation: Mr/Ms Patient It may well be that you will look around at alternative providers for your implant treatment – we are very happy for you to do so. However, when comparing prices for implant-based treatment, we would like you to take the following factors into consideration: 1. The Clinician ask how many dental implants your clinician has placed, Dr X has placed over YYY 2. The Component ask which implant component is being used in your mouth, how long they have been manufactured and their track record. Dr X uses Y for the following reasons…….. 3. The Customer Care ask to meet the clinical care team and ask how experienced and effective they are. Dr X is assisted by YYY and their track record is…… 4. The Conditions ask to see the surgeries, the equipment and the common areas of the practice. Ask how modern they are. At Dr X’s practice we provide the very best clinical and non-clinical environments. 5. The Circumstances ask yourself whether the dentist and team took a genuine interest in you as an individual and wanted to build high levels of rapport. Here at Dr X’s clinic, we pride ourselves on developing deep and lasting relationships with our patients. 6. The Cash ask yourself whether cheap is good in the area of dental implantology. We don’t offer the cheapest prices here because we believe that the price we charge is fair to all and allows us to do our best work for you. We believe that a patient undertaking implant treatment has a duty of care to themselves to ask these questions – and we are happy to answer them for you.

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