For years, you've offered 20% off dental procedures during February. Do you know how much you're giving away? Most practices give away 1.5% to 3.5% of gross revenue in discounts. Learn ways to promote dental services year-round without the dangers of discounts.
Join me onThursday, Feb. 15 at 12 to 1 and 3 to 4 p.m. ETfor two live webinars on "Change Your Approach: Every Month Is Dental Month."What you'll learn:
Understand the consequences of discounting professional services
Incentives that will entice clients to accept pets' treatment
Pricing strategies to encourage early treatment
Ways to add value to your dental services
What to tell clients when you stop the dental discount
How to monitor and measure your results
This training program includes:
Live and recorded webinars
1 hour of CE credit
Unlimited playback of recorded webinar
Not available Thursday? Your enrollment includes unlimited playback of the recorded webinar so your team may learn at its convenience.
You can't give an accurate estimate of dental fees from a phone conversation. A doctor will need to examine the patient to assess the dental disease, needed medications before and after the procedure, possible extractions, and the patient's current health status for anesthetic protocols. Dogs have 42 teeth and cats have 30. Each one needs examined! Focus on scheduling an exam.
Choice 1: Schedule a dental exam
Tell the caller, "We would be happy to provide a treatment plan for your pet's dental procedure. To give you an accurate fee, a doctor will need to examine your pet to determine the grade of dental disease, check for any loose or diseased teeth that may need to be extracted and assess your pet's overall health, so we may use the best anesthetic protocols and medications. You'll also get answers to your questions. During the exam, we will provide a treatment plan that explains the specific services your pet will need and our fees. Our doctor exam is $____. When can we schedule your pet's exam? I have appointments available at 10 a.m. Monday or 3 p.m. Wednesday. Which do you prefer?"
Choice 2: Offer a free dental assessment
Schedule an appointment for a veterinarian to examine the new patient and provide a dental treatment plan. Tell the prospective client, "A doctor will need to examine your dog to determine its grade of dental disease and overall health. We offer a complimentary dental assessment for new patients, which is a value of $___. When do you want to schedule your pet's exam? The doctor could see you at 9 a.m. Thursday or 1 p.m. Friday. Which do you prefer?"
Choice 3: Credit back the paid doctor exam fee when the dental treatment is performed.
Each month, Wendy S. Myers writes articles for veterinary journals, distributors and veterinary companies. You may find all of her articles in our online library. Download and print articles to share at staff meetings and for employee training.