Why is pausing after I state a fee so important?
Because silence does work that talking cannot. When you give a patient a fee range, the instinct is to barrel into the next sentence to escape the discomfort. Resist it. Pause. Let the number sink in. Give the patient room to react, to think, or to tell you something you needed to hear. Most dentists never learn what a patient really feels about a fee because they talk over the moment that would have revealed it. That pause is not awkwardness, it is respect, and it is information gathering. The discomfort you feel in that silence is yours, not the patient’s, and acting on your own discomfort by rushing ahead costs you. Say the number, close your mouth, and wait. What comes back is almost always worth more than whatever you were about to say.
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.