Alright, dental hustlers! Let’s talk about how to Improve case acceptance for dental implants! If you’re tired of hearing “Let me think about it” after presenting a dental implant treatment plan (cue internal screaming), you’re in the right place. We’re diving deep into the world of case acceptance and how to turn more of those “maybes” into “HECK YES, sign me up!” using killer techniques from The Challenger Sale, a game-changing book that flips traditional selling on its head.
But wait—there’s more! We’re also talking about why Patient Membership Plans are the unsung heroes of case acceptance, and how BoomCloud™ makes running these plans a total breeze. Plus, I’ll share a case study that’ll make your jaw drop (in a good way, not in a “you-need-a-dental-implant-now” way). Ready? Let’s roll!
Why Dental Implant Case Acceptance Rates Are So Low (and How We Can Fix It)
To Understand how to improve case acceptance for dental implants, Let’s start with the cold, hard truth. Dental implants are a big investment, and case acceptance rates for these procedures can be depressingly low if you don’t have the right strategies in place. Here’s what we’re dealing with:
PPO Patients: 30% – 38% Case Acceptance Rate
- The Ugly Truth: Sure, you’re getting some case acceptance, but it comes with a side of fee cuts, insurance denials, delayed cash flow, and administrative nightmares. Oh, and now some insurance companies are using AI to deny claims faster. Thanks, technology!
- Bottom Line: You’re losing money on every case that gets accepted because PPO reimbursements are a joke.
Cash Patients: 24% Case Acceptance Rate
- The Harsh Reality: Cash patients are super price-sensitive. They’re the ones who look at your quote for dental implants and suddenly remember they need to save for a new boat or that European vacation they’ve been dreaming about.
- The Problem: There’s no recurring revenue, no financial commitment, and no loyalty. It’s a one-and-done deal.
Membership Patients: 40%+ Case Acceptance Rate
- The Good Stuff: Membership patients are already invested in their oral health. They pay a subscription fee, are more likely to trust your recommendations, and are loyal AF. Plus, they’re easy to refer because your membership plan is simple and attractive.
- BONUS: You get recurring revenue, and they spend 2X to 4.5X more than PPO patients. Mic drop.
The Challenger Sale Techniques for Closing More Dental Implant Cases
Ever heard of The Challenger Sale by Matthew Dixon and Brent Adamson? If not, add it to your reading list ASAP. The book breaks down five types of salespeople: The Hard Worker, The Lone Wolf, The Relationship Builder, The Problem Solver, and The Challenger. Spoiler alert: The Challenger is the one who wins most often.
Here’s how to use Challenger techniques to boost your implant case acceptance:
1. Teach Patients Something New
Don’t just give a bland overview of dental implants. Show your patients the value and the long-term benefits they’ll get. Explain how investing in implants now saves them from more expensive (and painful) procedures down the road. Educate them on the health benefits, like preserving jawbone density and improving overall quality of life.
Example Script:
“Did you know that choosing dental implants can actually save you money over time? Dentures and bridges need frequent adjustments and replacements, but implants are designed to last a lifetime with proper care. Plus, you’ll keep your jawbone healthy and strong.”
2. Tailor Your Message
Understand your patient’s unique needs and financial concerns. For example, if they’re worried about cost, highlight the payment options you offer (more on that soon) and emphasize the value they’re getting. If they’re concerned about pain, explain your pain management techniques and the benefits of a membership plan that covers follow-up care.
3. Take Control of the Conversation
Don’t be afraid to guide your patients. Be confident and assertive (but not pushy) when presenting treatment options. Patients trust experts who take charge and explain things clearly.
Example Script:
“I totally get that dental implants are a big investment. But based on your oral health needs, they’re the best option for long-term success. Let me show you how our membership plan can make this more affordable and stress-free.”
How to Improve Case Acceptance for Dental Implants with Membership Plans
Okay, let’s talk about Patient Membership Plans and why they’re the unsung heroes of case acceptance. When patients are already paying for a membership, they’re more likely to say “yes” to treatment. Why? Because they’ve made a financial and psychological commitment to their oral health.
Benefits of Membership Patients:
- Higher Case Acceptance: As we mentioned, membership patients say yes 40% of the time compared to 24% for cash patients and 38% for PPO patients.
- Recurring Revenue: Cha-ching! Membership fees give your practice financial stability.
- Loyalty and Trust: Membership patients feel valued and taken care of, so they stick around and refer friends.
- Easy Referrals: Your membership plan is easy to understand and easy to sell, making it a no-brainer for patients to tell their friends.
How to Set Up a Patient Membership Plan
Ready to jump on the membership bandwagon? Here’s how to do it:
1. Design Your Plan
- Preventive Care: Two cleanings per year, X-rays, and exams.
- Discounts on Treatments: Offer 15-20% off major procedures like dental implants.
- Priority Booking: Make your members feel like VIPs.
2. Set the Right Price
Research your local market and income demographics. A typical plan ranges from $25 to $50 per month, depending on the perks you offer.
3. Promote It Like Wild Fire!
- In-Office: Train your team to mention the membership plan to every patient.
- Online: Run social media ads and send email blasts.
- During Consults: Mention the plan when presenting treatment options, especially for big-ticket items like dental implants.
BoomCloud™: Your Membership Plan’s BFF
Running a membership plan manually? No, thanks. That’s where BoomCloud™ comes in. It’s the ultimate software for creating, managing, and growing your patient membership program.
Why You’ll Love BoomCloud™:
- Automated Billing: Set it and forget it. BoomCloud™ handles all the billing, renewals, and payments.
- Real-Time Analytics: See your MRR, ARR, and membership growth stats at a glance.
- Easy Member Management: Track who’s signed up, who’s due for a renewal, and who’s spending the most.
Case Study: Dr. Smile Bright’s Implant Success
Dr. Smile Bright (yep, that’s a real name… okay, maybe not) used BoomCloud™ to launch a membership plan and saw some jaw-dropping results:
- Members Signed Up: 500 patients at $35/month
- Monthly Recurring Revenue (MRR): $17,500
- Annual Recurring Revenue (ARR): $210,000
- Increased Patient Spend: Membership patients spent 3.5X more on high-ticket items like dental implants compared to PPO patients.
Thanks to BoomCloud™, Dr. Smile Bright’s practice grew their revenue and reduced their reliance on insurance. Plus, their team didn’t have to deal with insurance red tape. Win-win!
Learn More About BoomCloud™: BoomCloud™ – Membership Plan Software
Final Thoughts: Start Closing More Dental Implant Cases Today
Dental implants are life-changing for your patients, and with the right approach, you can get more patients to say yes. Use Challenger Sale techniques or hire my good friend Genevieve Poppe – The patient whisperer!, set up a killer membership plan, and let BoomCloud™ handle the heavy lifting. Your case acceptance rates (and your bank account) will thank you.
Ready to boost your case acceptance and grow your practice? Get started with BoomCloud™ today and make your membership plan the best thing since fluoride toothpaste.
Sign Up for BoomCloud™ Here: BoomCloud™ – Membership Plan Software
Now go out there, close more cases, and make your patients smile—literally!
