As a dentist, thriving with an out-of-network practice is not only possible but can also be incredibly rewarding. This guide will show you step-by-step how to achieve success by focusing on four key areas: enhancing your verbal skills to effectively communicate the value of your services, positioning your brand to attract the right patients, implementing strategic marketing to reach your target audience, and refining the new patient experience to ensure satisfaction and retention. By carefully considering and optimizing these aspects of your business, you can build a flourishing out-of-network dental practice.
The Benefits of Going Out of Network
Ditching insurance participation can open doors to a more flexible and rewarding dental practice model. This approach, known by many names such as out-of-network, fee-for-service, unrestricted providers, concierge, and cash pay, allows you to provide personalized care without the constraints of insurance limitations. Embracing this model empowers you to focus on high-quality treatments, build stronger patient relationships, and set your own fees, ultimately leading to greater professional satisfaction and financial success.
“The Unrestricted Dental Practice”
Grace Rizza, CEO of Identity Dental Marketing, recommends referring to your practice as an “unrestricted practice” instead of using phrases like “out of network” or “fee for service” because it emphasizes the freedom and flexibility of your services. The term “unrestricted practice” highlights the absence of limitations imposed by insurance companies, which can appeal more positively to patients. It conveys that your practice prioritizes personalized care and high-quality treatment options without being bound by the constraints of insurance policies. This positive framing can help attract patients who value customized care and comprehensive dental solutions. Another great way to refer to your practice is a “concierge dental practice” which implies a focus on quality, personalized care.
Patient: Are you in-network with my insurance?
Receptionist: We actually operate as an unrestricted practice. This means that while we accept and work with most insurance plans, we are not limited by the restrictions that come with being an in-network provider. This allows us to present treatment options that are truly in your best interest, without any limitations.
For your first new patient appointment, you’ll only pay $99. This includes a comprehensive exam and a detailed treatment plan. We’ll also break down your insurance coverage during the appointment to give you a clear idea of what to expect financially.
Additionally, we offer a concierge dental plan, which is a membership program designed to make high-quality dentistry affordable for our patients. We’ll be happy to discuss all these options with you during your visit to ensure you get the best care possible.
What about a Cleaning?
Grace Rizza recommends encouraging your team to include a cleaning on the same day as their first visit, provided your team can accommodate it. This not only enhances patient satisfaction by ensuring they leave with a clean, healthy smile but also streamlines their care. If a standard cleaning isn’t suitable due to the presence of periodontal disease, consider offering a $50 discount on any periodontal treatment scheduled on the day of their initial visit. This strategy not only addresses their immediate health needs but also provides an added incentive for patients to begin necessary treatments promptly, fostering a proactive approach to their oral health. Here’s an example of that verbiage:
Patient: Will I get a cleaning that day?
Receptionist: During your first visit, we will also schedule time for a cleaning. However, if periodontal disease is present, we won’t be able to perform a standard cleaning. Instead, we can schedule the necessary treatment for that condition and offer a $50 discount if you choose to schedule this treatment at the same time as your initial appointment. Our goal is not just to provide dental care but to help manage any active periodontal disease to prevent progression and tooth loss. At our concierge practice, we ensure you receive the highest quality care tailored to your individual needs while keeping it affordable. Would you like to learn more about our comfort amenities and what to expect during your first visit?
What is Pre-Selling and How Can My Team Presell?
Pre-selling in dentistry is your team’s ability to effectively communicate why a patient should choose your practice specifically, rather than just any dentist. It involves articulating the unique benefits and features of your practice, such as outlining comfort amenities, detailing what to expect during a first visit, and highlighting the values and expertise of the doctor and team. This means that anyone who interacts with patients should be well-versed in your Unique Selling Proposition (USP) and the specific reasons why patients will love your practice. By mastering preselling, your team can build trust and confidence in potential patients even before they set foot in your office. Pre-selling always starts with a question. The dental team should have a list of questions to ask that allow them to assess the patient’s chief concern and desire. They should be able to authentically address concerns, while building the patient’s trust and comfort in the dental team. Here are some questions to ask to assess a patient’s perceived needs:
Dental Team Member:
- What has led to your call today?
- Who can we thank for referring you?
- What is most important to you when it comes to choosing a dentist?
Patient: I haven’t been to the dentist in a while and I’m really nervous about it.
Receptionist: We completely understand, and we’re so glad you reached out to us. Our team would love to be the reason you return to the dentist and regain a healthy oral care routine. We’ve helped many patients just like you who have faced dental discomfort or fear.
Everyone knows someone or is someone who has experienced dental anxiety, and we are here to help. We ensure your comfort in several ways: we offer various comfort amenities like cozy blankets, soothing music, and even sedation options if needed. Our approach is different because we focus on creating a welcoming and judgment-free environment. Here, there are no lectures and no shame. We go to great lengths to ensure your overall comfort, from the moment you walk in the door to the time you leave.
Your comfort and confidence are our top priorities, and we look forward to making your visit as pleasant and stress-free as possible.
What is Sales in Dentistry
Sales is getting a patient to want the dentistry they need. If your team can ask the right questions, build value in your specific processes and strengths, the patients will be in a position to want the care they need.
What’s Next?
Online Scheduling
Strong, Appropriate Brand Positioning
Digital Marketing for Out of Network Dentists
To get more momentum in your fee for service dental practice, claim your complimentary marketing planning session with Grace here: identitydental.com/grace
During this call, Grace or her team member will help you to want the marketing that you need to be successful when going out of network, through honesty and education.
