How should a dental practice handle a patient who says yes but needs to wait more than a month before treatment starts?
With motivational touches and a small deposit. The yes-but-wait patient is at risk of cooling off during the waiting period if the practice goes silent between commitment and treatment start. The fix combines two structural elements. First, scheduled motivational touches across the waiting period. These can be cards, phone calls, small gifts, or other thoughtful gestures, especially for big cases with extended waits. Each touch keeps the practice present in the patient’s life and signals genuine excitement about the upcoming treatment. The patient feels accompanied through the wait rather than abandoned to second-guessing. Second, a small refundable deposit secures their commitment. The deposit holds their reserved spot in the schedule and produces the small psychological commitment effect of money already placed against the case. Patients who put money down are more likely to follow through than patients who only verbally agreed. Framed as a time-holding deposit rather than a payment, the ask is reasonable and the patient typically agrees readily.
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.
