Why shouldn’t my phone script start with asking about dental insurance?
Because the first thing out of your mouth tells the caller whether you see a person or a payment. Most phone slips being pushed on practices open with do you have dental insurance, when did you last see a dentist, when were your last X-rays. That is business first, and it gets delivered like a survey, curt and clipped, license and registration style. The caller already feels like a number everywhere else. Lead with insurance and you confirm their fear. A good phone slip is top heavy on relationship and emotion, with the business questions further down. That is unusual, most are flipped upside down, but it is the order that works. Especially if you are selling outside the insurance system, the relationship is most of the sale. Save the coverage questions for after they trust you.
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.