Dentaltown October 2019 - 94
Stay in control of the conversation and help lead the patient
to the appointment. Once you answer a question, redirect
the conversation to the next step of the booking process.
"Do you accept
[blank] insurance?"
Most dental insurance providers cover at least a portion of any preventive treatments. In addition, it's always a good practice to offer to acquire a breakdown of any
patient's insurance policy. The most successful practices get the breakdown ahead of an
appointment to provide an accurate assessment of costs. Offer to have the comprehensive insurance breakdown ready for that patient to go over when you discuss the patient's
treatment plan. If your practice doesn't accept a particular insurance, inform the patient
that you can still bill out to any insurance provider.
Suggested answer: "We are in network with most providers. We'll be sure to send
a request for a comprehensive policy breakdown in advance of your appointment.
I'll have that breakdown available to you when we discuss any potential treatment
plans."
Redirect: "Have you been to our practice before?"
"When is your first
available appointment?"
In regard to general availability, being prepared with appointment options is
essential to gaining new patients. Check availability before the day starts, while always
having the calendar open throughout the day. The quicker you can help patients,
the happier they'll be. Furthermore, guide patients to the best option that fits their
schedules by offering two specific options. In doing so, you'll ask A/B questions that
lead to a firm date and time. This allows patients to avoid mentally shuffling through
their schedules and directs them to the best appointment option.
Suggested answer: "Does earlier or later in the week work better for you?
Earlier? Great, do mornings or afternoons work better for you? Mornings?
We have openings next week Tuesday at 9 a.m. and 11 a.m."
Redirect: "Which time works best for you on Tuesday?"
"When is your first available
emergency appointment?"
Be prepared for urgent appointments by having two emergency slots available each
day. If potential patients are in serious pain, allowing them to come in on the same day
could easily result in loyal patients and future referrals. People always remember being
helped in times of need. Instead of losing potential revenue, always be ready to help.
Suggested answer: "Are you experiencing a lot of pain? We do
have an appointment available this morning at 10 a.m."
Redirect: "Can I put you down for 10 a.m. with Dr. Smith?"
94
OCTOBER 2019 // dentaltown.com
http://www.dentaltown.com
Dentaltown October 2019
Table of Contents for the Digital Edition of Dentaltown October 2019
Dentaltown October 2019 - Intro
Dentaltown October 2019 - Cover1
Dentaltown October 2019 - Cover2
Dentaltown October 2019 - 1
Dentaltown October 2019 - 2
Dentaltown October 2019 - 3
Dentaltown October 2019 - 4
Dentaltown October 2019 - 5
Dentaltown October 2019 - 6
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Dentaltown October 2019 - Cover3
Dentaltown October 2019 - Cover4
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