How should a dental practice handle an inbound second-opinion patient who visited another dentist first?
By running them through the full structured selling process from the beginning, exactly as if they were a brand-new patient. Inbound second opinions are among the easiest patients to convert because the contrast between the typical other-office experience and the structured selling system is dramatic. The patient walked into the first practice and experienced what most dental practices deliver: a quick exam, a verbal explanation, perhaps a software-printout treatment plan, no structured follow-up. They then arrive at the new practice and encounter a substantial pre-consultation information packet, a friendly structured phone qualification, a calm consultation, a thorough CDP visit, a thoughtful case presentation with a real Case Report, and an organized Q&A process. The contrast does most of the work. Trust builds rapidly. The patient who came shopping for a second opinion stays for the treatment relationship. The practice does not need to compete on price. The selling process itself, executed consistently, is the differentiator.
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.