Handling a Request for a Discount
“What can you do for me on your fees?”“Do you offer a discount?”“Will you match Dr. _____’s fee?” Due to a number of recent changes in…
“What can you do for me on your fees?”“Do you offer a discount?”“Will you match Dr. _____’s fee?” Due to a number of recent changes in…
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…
Several practices I work with have learned an approach to presenting fees that has the TC verbally ‘pitching’ a payment option, waiting for the patient’s…
In my work with Treatment Coordinators, I stress the importance of having an effective structure – and sticking to it – when managing the patient-visitor…
This past week, TCs at two different client practices of mine both encountered prospective patients that came in with a lower fee from another, previously…
One of the key points I make to improve treatment presentations is that people remember much more of what they see than what they hear.…
We’ve all heard the phrase, “you have one opportunity to make a first impression”. In your business, the first impression that your practice makes on…
You are in a business in which the Economic Buyer – the person releasing the funds for treatment – is often not in attendance for…
In last week’s post, I made the point that the packet of information that leaves with your non-committing visitor for their non-attending spouse is the…
Recently a client staff person asked me an interesting question: What is the worst thing a practice can do when it comes to attracting new…