Yes, No, and Payment Terms
Those of you familiar with my case-acceptance protocol know that I recommend presenting multiple options – usually, three – when presenting fee…
Learn the business skills of case acceptance.
Author: Landy
When Your Fee is Higher than the Competition
In your increasingly competitive business, more and more patients are shopping – as I’ve noted in earlier posts, in my estimation this is the c…
When to Hit the “Eject Button” With Fee Negotiators
One of the questions I addressed from the audience during a recent webinar last night dealt with the issue of “hagglers” ? people who try to us…
When the Question is Not Yes or No, but Which
A common occurrence in fee presentations has the visiting spouse making a decision to begin treatment at your practice and leaving the meeting with…
When It’s Time to Close, Stay on Topic
As you know, in business, the term “closing” refers to “sealing the deal”. In orthodontics, that doesn’t just mean that the patient has m…
The Records ‘Nudge’
When it comes to the issue of fees, and specifically, what services to charge for, I see more variation in the handling of records fees than any ot…
Should You Discount to Match a Competitor’s Fees?
In my last article we discussed handling several issues related to discounting, one of those issues being whether or not to match a sibling discoun…
No Consequence, No Urgency
Those of you who have worked with me previously know that, to confirm the training date you have selected for your practice, I send out a brief L…
How to Deal With Cultural Based Negotiating
Most practices encounter negotiation issues with various ethnic groups that, if not understood and addressed properly, can make getting to “yes…
Driving Patient Value
If someone were to ask me what things have contributed the most to my success in twenty years of owning my business, the most important would be …
