Why are single-tooth implant patients more likely to shop on price?
Single-tooth cases carry a price fixation more often than not. It does not mean these patients will refuse your regular fee. It means price is far more likely to be the deciding factor, so handle them differently than someone facing a full-arch decision. Here is the eye opener. If you have a much larger Big New Offer than the doctor down the street, those shoppers actually hand you an advantage. People want the more qualified provider, and you never have to say a word about being qualified, which sounds silly on the phone anyway. You just drop a giant offer packet in their lap and let it speak. That is one of the strongest ways to fight discounting without discounting. The fix for the price-sensitive single-tooth caller is a prepaid exam fee on the table, which takes training and advanced phone work to do well.
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.