What is fee framing in a dental sales process?
It is deliberately setting expectations about cost at the right moments so the final number never lands as a shock. Fee framing shows up at several stages. Sometimes in the information packet, though that is mainly useful if you are busy enough to screen patients out hard. Sometimes in the consult itself. And it absolutely belongs at the diagnostic visit, where you prepare the patient for treatment costs so there are no surprises at presentation. It even appears again as a range during the actual case presentation. The thread running through all of it is the same. You introduce cost in controlled, honest steps rather than dropping a big number cold. Think of it like acclimating someone to cold water instead of shoving them in. Map out where in your process each frame happens, and stop letting price be a surprise.
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.