Why should a dentist give the patient a cost projection at the diagnostic visit instead of waiting for the case presentation?
Because surprises at the case presentation kill cases, and a cost projection at the diagnostic visit gives the patient time to absorb the financial reality before the formal recommendation arrives. The diagnostic visit produces enough clinical information that the doctor can offer a reasonably accurate projected cost range, even if the final treatment options and exact fees come at the case presentation a week or two later. Sharing the projection during the diagnostic visit accomplishes several things. The patient hears the number while still in the diagnostic context, which produces less emotional reaction than encountering it for the first time during the case presentation. They have time to discuss the projection with their spouse, evaluate financing options, and arrive at the case presentation already grounded in the financial range. The case presentation then becomes a conversation about which option fits within an expected fee territory rather than a sticker-shock event. Practices that skip the projection step often see patients freeze at the case presentation when the fee appears for the first time. The projection at the diagnostic visit is one of the highest-leverage moments in the case acceptance process.
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.
