Why is involving other decision makers like a spouse or parent essential for converting larger dental cases?
Because they will be involved in the decision whether the practice invites them in or not. The patient sitting in the consultation is rarely the only person whose opinion shapes the final yes or no. A spouse may hold quiet veto power on any expense above a certain threshold. A parent of an adult patient may still be consulted out of habit. A close friend may be the one whose opinion the patient trusts most for major decisions. A practice that ignores these other decision makers presents the case once to the patient, who then carries an incomplete and second-hand version of it home, where it gets evaluated by people who have no direct contact with the doctor. The case dies in that secondary conversation. The fix is to identify the other decision makers early, invite them to attend the consultation in person or by phone, and let them experience the doctor and the reasoning directly.
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.
