Increasing the amount of average bill. Up-sell system in your dentistry

One of the main ways to increase the amount of average bill in a dental clinic is the introduction of related sales or up-sell system. Up-sell primarily carried by a dentist or administrator. There are three ways to make up-sell in your dentistry.

If your clinic uses materials, the cost of which is different, you need to make sure that patients choose a more expensive services and materials. How to do it?

The more expensive service to sell - the best dentist receives. The patient trusts his dentist, and it is likely that he will listen to the doctor's recommendations. The doctor, for example, can offer different filling materials to choose from, explaining in detail the advantages of the more expensive filling: match the color of the enamel, durability and so on. If the price doesn’t differ much, the person is likely to choose the more expensive option, which ensures him that the filling doesn’t fall in the near future out and he will not have to visit the dentistry, as few people like to treat the procedure itself.

The most important thing is to tell about all the pluses of more expensive material in a very interesting and ”tasty“ way. Your patient isn’t an expert in such matters, so he will fully rely on the opinion of the dentist. Don’t focus on the price of services - underscores its value: the higher the quality, durability and reliability. Explain to the patient that by paying more now, it will benefit in the long term.

When the patient goes to you with complains with a toothache, you certainly cure his teeth, but what prevents him to offer other preventive treatments or aesthetic? For example, after caries treatment the doctor tells the patient: "You know, our dentistry is undergoing a very interesting event: you can make ultrasonic teeth cleaning with forty percent discount! Ultrasonic cleaning is very useful, because even if you brush your teeth twice a day, it is very difficult to get rid of tartar at home. Ultrasonic cleaning allows keeping teeth healthy for long time. There is also a small cosmetic effect: usually the teeth become lighter on one or two tones. Our administrator will help you to make an appointment for cleaning."

If the doctor strongly recommends that any procedure in most cases, the patient agrees to take advantage of it, especially with such a tempting discount.

So your staff can offer almost all services provided at your dentistry: consulting by specialists, teeth whitening, and so on. Any services can be supplied as attendant ones. There will always be patients who are interested in your range of services; many of them simply don’t know what services you have. The target of your employees is to talk about these options, explain to the patient why it may be necessary to take this or that procedure. It is important to convey to the customer their value. In addition, you can do special discount for people who apply your dentistry next time.

In the next article: Increasing the average bill for dental services: Sell more.