How is answering the phone part of the sales process for big dental cases?
Because the call doesn’t end the sale, it starts the chain. The person on the phone usually owns at least part of the follow-up, and follow-up is where big cases actually get accepted. If you’ve handed follow-up to your financial presenter, fine, they carry it. But in most practices the phone team is still responsible for chasing the patients who didn’t book or didn’t move forward. That makes them part of the sales effort whether anyone calls it that or not. A high-value implant case rarely closes on the first contact. It closes on the third or fourth touch nobody felt like making. So stop treating the phone as a front desk task that ends when the call hangs up. Whoever holds follow-up holds a piece of your case acceptance.
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.