Should returning dental patients skip steps in the selling process because they already know the practice? No. Run them through the full process anyway, with the same attention given to brand-new patients. The temptation to skip steps with returning or longtime patients comes from a reasonable instinct: they know the practice, the practice knows them, and going through a full intake feels redundant. The reality is that things have changed. The patient's circumstances have shifted since last time. Their dental health has changed. Their financial situation may be different. Their priorities have evolved. Technology and procedures have advanced. Costs have moved. [...]

Should returning dental patients skip steps in the selling process because they already know the practice? No. Run them through the full process anyway, with the same attention given to brand-new patients. The temptation to skip steps with returning or longtime patients comes from a reasonable instinct: they know the practice, the practice knows them, and going through a full intake feels redundant. The reality is that things have changed. The patient's circumstances have shifted since last time. Their dental health has changed. Their financial situation may be different. Their priorities have evolved. Technology and procedures have advanced. Costs have moved. [...]

Should returning dental patients skip steps in the selling process because they already know the practice? No. Run them through the full process anyway, with the same attention given to brand-new patients. The temptation to skip steps with returning or longtime patients comes from a reasonable instinct: they know the practice, the practice knows them, and going through a full intake feels redundant. The reality is that things have changed. The patient's circumstances have shifted since last time. Their dental health has changed. Their financial situation may be different. Their priorities have evolved. Technology and procedures have advanced. Costs have moved. [...]