Case Study: How to Win as the Higher Fee Option
If you have not already done so, in the near future it is likely that you will find yourself competing for cases with GPs who…
Learn the business skills of case acceptance.
Category: NEGOTIATING
Tips for Winning Shopper Cases
In order to provision a July 4th party this past summer, a friend and I decided that we would utilize the services of one of…
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 fees to practice visitors.…
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 case…
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…
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 the…
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 made a…
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…
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 discount…
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…