What is the purpose of giving a small gift to the patient at the start of a dental consultation?
To reinforce reciprocity at the moment the in-person selling process begins. The assistant or sales-trained team member who meets the patient in the consultation room offers a small gift with friendly framing: “We are glad you came in today, and we have a little gift for you to say thanks. Would you like this one or this one?” The gift can be a small food treat, a copy of a book the doctor authored, a DVD about the practice, or any item of modest real value. The mechanism is the same one behavioral science has documented across many contexts. A genuine no-strings gift activates the human urge to give something in return, which translates into increased willingness to engage, listen, and eventually commit to treatment. The gift is small enough that it does not feel like a transaction. It is real enough that the patient registers the gesture. Done sincerely, it lifts the consultation immediately.
If the answers you are finding here resonate with you, my team and I work with a small group of clients each year. The next step is a complimentary Discovery Consultation and Practice Review with Dr. McAnally.