There are many ‘fast treatment’ protocols and many implants out there be they premium priced or discounted that can WORK with the right case. It’s even legal to design and manufacture your very own implant for about $20 per unit but that’s another subject….
Can You Save Money On Implants?
Sure and many docs are always rushing to cut costs on implant fixtures BUT you want to make sure whatever system you are using has a sound scientific basis and works with your preferred protocol of treatment.
Often times when doctors buy discounted implant systems, they do this so they can across the board cut fees and discount their cases AND even foolishly do this discounting in ADVERTISING. That includes advertising low fee full arch treatment which is the most foolish thing possible in this sub-specialty of treatment where any case with problems can wipe out the profit from many cases that follow.
It’s important to point out that most front end, dumb, indiscriminate, discounting of dental implant treatment in advertising is a ‘reveal’ of that practice’s inadequacies to create or invest in a sales process designed for services that cost as much as new automobiles.
‘Dumb discounting’ is done either out of ignorance or laziness in effort to “fix” sales. “If people aren’t buying, I’ll drop the price until they buy.”
Admittedly, some of these docs are tricked into these ads being told they can easily ‘upsell’ these patients once they come in the door. They soon learn that patients hate upselling (AKA bait & switch) methods and most are turned of by this and either leave OR will only say yes to the low published fee.
Dumb vs. Smart Discounting
Smart-discounting, on the other hand happens on the back-end after diagnosis. It is a well-thought out PLANNED activity that is often customized to each specific patient. The ads getting the patient to the practice are FEE NEUTRAL. This means the practice starts with a better quality patient showing up and not someone who was motivated by the low cost headline screaming – FULL ARCH IMPLANTS $11.997!! [Advertising agencies who preach this method of advertising have deficiencies in skills otherwise they wouldn’t be pushing people down this dead end path!]
Only doctors who’ve been through our MBA level sales training program nail this crucial way of discounting to make cases happen. Smart-discounting protects your margins and makes these cases more fun!
So…. why not fix sales process and then be free to market/advertise as you wish and to sell your cases at the fee you wish and use the implant system you wish?
We include MBA level sales training as part of our advertising client work. Occasionally, I teach it as a stand-a-long option but we still need to first have a 1:1 discussion on that matter.
Ready to be SMART in advertising with no discounts AND also be SMART in selling at an MBA level to rival or exceed every competitor or the local ClearChoice?
To discuss all of this with Dr. McAnally in a one-on-one consultation session, schedule a time here. (The first session is free!)
Full-Arch Program Testimonials
“James, I’ve realized that after adopting your sales process for the implant cases in my practice that we have been leaving 25-50% of our fees on the table. I wish I had discovered you and your training 20 years ago!”
– Dr. Greg Sawyer, Los Gatos, CA
“The Full Arch Program with Medicare Option has given me the implant practice of my dreams.”
– Dr. F. A. Charlotte, NC