Let's talk about when to bring up fees or how much this thing costs. A lot of times, a patient will walk into the consult and right off the bat, they're really wondering how much it's going to cost. You might start having a discussion and then they'll say something like, "Well, I want to get something done, but it just depends on how much these things cost." It's really hard sometimes for people to understand what to do in those situations, and when the optimal time is to actually discuss what the fees are of the practice for that procedure.
If they start bringing up costs and stuff like that, essentially what I'll do in the consult is, I'll just tell them that's something that we're going to cover today; we have so many different options, and some of them you can't even use unless you have enough bone, and that kind of a thing. So I'll deflect that and just say, "We will cover that; we need to get a whole bunch of more information from you, including the CT scan."
Let's say, for example, it's a zygomatic case. That's going to make it so they can't have a removable option on the top; you do a fixed option with zygomatic on the top. Maybe there has to be a sinus bump and you don't know. That's an excellent way to deflect talking about the money until you can get everything out of them that you need to emotionally connect with them; understanding, really, what's going on with them and why they're so unhappy in their current situation. You have to do that, and then you have to build a vision with them before you talk about fees.
You have to let them sell you on why they want dental implants, and you do that by asking them the right questions, which we'll go over in a later video; that's what you do to deflect that conversation, because you've got to build the emotional value and the actual value. Also before I talk fees, I also discuss what makes us unique; a very unique selling proposition. A lot of people will talk about fees, and then they'll try to justify them. So we want to do everything, we want to build as much value as we possibly can, talk about our unique selling proposition, and after we do that, we can talk about fees.
When we actually bring up fees, costs, and price, however you say it, there's a couple things we need to do to prepare the patient for hearing how much it's going to cost, especially if you are their first consult. If they come in, you haven't built any emotional value or anything like that, you get a CT scan and you say, "Well, it's going to be $45,000; that's our fees here," and then they leave. They have no connection with you, they don't really care, they're going to go somewhere else. They're going to leave and you're not going to close that deal, ever. But, if you do what I'm going to share with you in this next video, and prepare them better for how much dental implants can cost, then you're going to have a much better success rate of them trusting you with your fees.
Hopefully that makes sense on when to talk about fees, and how to deflect it, and the things you need to do before you talk about it; otherwise, they're just going to flip their lid and walk out, unless you get somebody who's prepared. So yeah, there you have it.