Why do diagnostic fees actually help with case acceptance?
Charging for diagnostics is not just about covering your time, though it does that. The fee itself does work in the sale. When a patient pays for a thorough diagnostic visit, they are making a small commitment, and people value what they invest in. A free workup gets treated like it is worth nothing, because that is what you told them it was worth. A real diagnostic fee, set at a deliberate level, signals that what you are about to do is serious and complete, not a quick glance. It also filters. The patient who will not pay for a proper evaluation was rarely going to commit to the larger case anyway. So the fee both raises perceived value and qualifies the people in front of you. Set your diagnostic fees on purpose, at a level that reflects the depth of the work.
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.