What is the buy hurdle and why does it sink so many implant cases?
The buy hurdle is whoever else is attached to the patient. The husband, the wife, the boyfriend, the trustee, the aunt who is writing the check. That person is the hurdle standing in the way of the decision, and most dentists never address them. So the patient goes home, that person was never part of the conversation, and they sabotage a good decision by quietly instilling doubt. You never even see it happen. The fix is to make this a matter of fact part of your process. Before the consultation you decide who needs to be there, and you say so plainly in your cover letter. When you treat it as routine, it becomes routine. Stop pretending the patient decides alone. Find out who else is in the picture and get them in the room from the start.
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.