Why do big dental cases need so many selling steps?
Because everything that makes these cases worth doing also makes them hard to buy. The advanced services come with large dollar signs attached, since it took you years of training and a lot of chair time to deliver them. Now stack that money on top of an experience nobody enjoys. People do not love staring up at our faces looking down into their mouths with tools going in and out. Big money plus a procedure they dread plus many points to decide equals positive choosing getting hammered. So you cannot run a tidy one, two, three pitch. More money and more steps mean more complexity, and complexity is exactly what kills the easy yes. Plan for the steps. The size of the case demands it.
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.