Why do I keep losing cases when the patient leaves to think about it?
Most of the time it is because the real decision maker was never in the room. Spouses, adult children, the person who controls the money. In a lot of industries it is amazing a sale ever closes given how many people have to agree. Dentistry is no different on a large case, and we are terrible about it. We present to one person, that person goes home to talk to someone who heard none of it, and the case quietly dies on the kitchen table. Fix this at the front of your process, not the end. Find out early who else weighs in, and get them involved before you present, even if that means a second appointment. A great presentation to the wrong audience is just a nice conversation. Get the decision makers there and your close rate changes overnight.
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.