Better Dental Financial Presentations Excerpt:
Introduction
Dental Office Financial Presentations can be intimidating and a bit scary. The patient is often concerned about the cost of treatment and what needs to be done to help them. And how are they going to make it work in their lives.
The dentist can be concerned about the patient understanding the importance of the treatment. And what could happen if the patient doesn’t follow through. And does her team know how to present the finances in a way that doesn’t scare the patient away?
And can the person presenting the treatment feel confident and caring at the same time? What about the questions the patient is sure to ask? What’s the best way to answer? Are there words or ways to better communicate?
I believe you will find some help within these pages. Of course, nothing is more helpful than practice. But I’ve got some basic guidelines to help you and your team improve your dental office financial presentations.
Here’s to you! and better dental financial presentations!
Table of Contents:
- 15 Seconds
- First Impressions – First Phone Calls
- Greeting Patients
- Body Language
- The Eyes Have It!
- Smile : )
- Tone *
- How We Say The Words We Say
- Volume
- Clarity
- Speed
- Pause
- Emotion
- What Do We Say?
- Some Scripting
- Patient Hand-Offs
- The Presentation
- The Power of Pre-Payment Plans
- Positive Words
