How should a dental practice periodically offer existing patients the next step or newer services?
By systematizing the offer through a checklist that runs at appropriate intervals during routine visits. Existing patients drift through hygiene appointments and routine care without ever being told about treatments that could benefit them, because the team assumes they already know what the practice offers. They do not. A quick survey of any ten existing patients about what services the practice offers will reveal substantial gaps. People forget. Technology changes. Costs shift. Patient circumstances evolve. New procedures become available. The practice that runs a periodic next-step conversation with each existing patient, framed naturally during a hygiene visit, surfaces opportunities both sides have been missing. The offer is made, the patient considers, and if interested, they enter the selling process tailored to their situation. If not, the practice respects the decision and revisits the topic at an appropriate later interval. Existing patients are an underutilized source of comprehensive case work for most practices.
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.