The Role of Patient Financing in Treatment Presentation
November 1, 2024
When presenting treatment options to patients, one of the biggest barriers you’ll encounter is often financial. At Align My Practice, we understand that money is one of the five biggest objections patients have when considering treatment. That’s why it’s crucial to present financials in a way that not only makes sense but also addresses the patient’s unique concerns, goals, and values. This personal connection ensures that your treatment presentation checks all their boxes.
While you may know that mandibular advancement surgery or a TAD-assisted maxillary expander might be the best clinical option, it’s important to recognize that this may not align with your patient’s emotional or financial capacity. By offering a flexible approach and listening closely to their needs, you’ll help them feel comfortable and confident in their decision.
Provide Options—But Not Too Many
Patients should never feel pigeonholed into a single treatment plan. Instead, offer alternative options that may be more limited but still yield beneficial results. That said, it’s important not to overwhelm them with too many choices. I typically recommend three solid options:
- Pay-in-Full Discount – Reward patients who can pay the full amount upfront.
- In-House Payment Plan – A structured payment plan that you control.
- Same-Day Start Discount – A popular choice I highly recommend. This incentive works because it taps into the psychology of scarcity, similar to Amazon Prime Day or Black Friday. Patients appreciate knowing they’re getting something today that won’t be available tomorrow.
Flexibility Without Compromising Fees
While you should always stand firm on your fees—be proud of the value you offer—there is room for flexibility when it comes to payment terms. For example, if the initial payment is too high for a patient, split it into two payments. If the monthly payment is a challenge, extend the payment plan by a few months. It’s all about having a “no problem” attitude and meeting the patient where they are.
Know Your Market
In some areas, third-party financing may be essential, so make sure you have options that are a win-win for both you and the patient. However, unless you’re in a market where financial concerns are prevalent, avoid asking for excessive upfront payments. You might be worried about covering your Invisalign lab fees, but rest assured—you’ll get paid.
Engage the Patient—Don’t Just Sell
Remember, patients want to be sold. They’ve already done their research, made an appointment, and showed up in your office. It’s your job to check their boxes and make the decision easy for them. Presenting a compelling treatment and financing plan isn’t a hard sales pitch—it’s a service. By offering flexibility and understanding, you’re not only providing quality care but also saving them time and money.
Need More Support?
If you need help refining your treatment presentation or patient financing options, I’m here to assist. My team training programs are designed to elevate the patient experience, from the initial consultation to treatment acceptance.
I look forward to supporting your practice’s growth!
~Shelley 😊
Owner, Align My Practice
https://alignmypractice.com/
shelley@alignmypractice.com
949.329.4620