Why do many dental practices offer complimentary consultations, and when should the fee version be used instead?
The complimentary consultation removes the price-objection from the very first commitment the caller has to make. For practices that struggle to fill consultation slots or whose team members are not yet trained to sell paid appointments by phone, the free format makes the booking conversation easier and lifts new-patient flow. Patients say yes more often when the first step is free. The downside is that some patients who would not actually pursue treatment book the free consultation anyway, which consumes doctor and team time without producing cases. As the practice matures and the team’s phone skills strengthen, moving to a low-fee or full-fee diagnostic visit filters those casual bookings out. Practices with strong niche positioning and a high-value reputation often charge meaningfully for the diagnostic visit. The fee itself becomes a qualifier. Patients who pay are more committed. The right format depends on the practice’s stage. Both work when matched to circumstances.
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.