winning the consult: getting patients to say “yes” …11/15/2011 1 winning the consult: getting...
TRANSCRIPT
11/15/2011
1
Winning the Consult:
Getting Patients to Say “Yes” to Invisalign
David Galler DMD
150 Broadway Suite 1310
NY NY 10038
www.drdavidgaller.com
The statements, views and opinions expressed in this program and related course materials are those of the speaker.
Align Technology, Inc. may not endorse such statements, views
or opinions.
Attendees are responsible for legal and regulatory compliance of any marketing and referral programs.
ACT
4 Steps To Increase Volume
Profitability of Invisalign
7 Point In-Office Plan Of Action
How To Do A Consult
HOW TO NAIL A CONSULT
SALESMAN
VS.
BEING EFFECTIVE AS
DOCTOR
How To Do A Consult
It all comes down
to the…
CONSULT
HOW TO DO A CONSULT
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Winning the Consult
3 Obstacles to Treatment:
1. Effective
2. Fear
3. Financial
Title: Verdana 32 pt.
Sub topics: Verdana 24 point
CHALLENGE #1
“Doctor,
Can Invisalign really fix my teeth?”
I’ve been TOLD
it won’t work for
me…
Don’t I need to
wear braces….
Does it really
work all the
time???
That little piece
of plastic can fix
my teeth???
I. Is Invisalign Effective???
“ I can give you the SMILE You Have Always Wanted…”
I. Is Invisalign Effective???
Give Someone A SMILE
Title: Verdana 32 pt.
Sub topics: Verdana 24 point
CHALLENGE #2
“Doctor,
I don’t think I can wear them…”
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I can’t come to
the office every
week…
What if people at
work see it….
Will my speech
be effected???
Does it hurt???
II. Fear Of Dentistry???
II. Fear Of Dentistry
Ramona Floyd Professional Voice
on Audio Book Tape
I Can’t Wear Them!!!
Meet Eileen
Age 67
I Can’t Wear Them!!!
Meet Carol
Age 11
I Can’t Wear Them!!!
Meet Veronica
Age: Teen REBEL
Can YOU tell?
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Will People Notice On YOU?
II. Fear Of Dentistry???
• The Pressure On Your Teeth Is Minimal Compared
To Braces, And Lasts Only 48 Hours.
• Most People Speak Very Clearly After The First Day.
• NO Drills Or Anesthesia NEEDED! No Frightening
Dentist Visits.
• Aligners Are Clear And Perfectly Molded To Your
Teeth. This Makes Them Virtually Invisible.
• Average Case Time Is 9 Months.
• Short Visit At Office Only Once A Month.
Title: Verdana 32 pt.
Sub topics: Verdana 24 point
CHALLENGE #3
“Doctor, I can’t afford Invisalign…”
Seems silly to
spend money
on teeth…
My flex spending
doesn’t cover
cosmetics….
I don’t have that
kind of money…
My insurance
won’t cover
it…right?
III. Financial
III. Financial
Average Cost of Invisalign Treatment:
$5000
FACT: Most Major Dental Insurance Plans have some Adult Orthodontic Benefit (D8090).
(Aetna, Metlife, United Healthcare, Delta, Cigna, Guardian)
-$1500
$3500
III. Financial
Cost of Invisalign Treatment:
$3500
FACT: Most Employers Offer Flexible Spending Accounts (FSA) or Patients Can Set Up A Health
Savings Account (HSA)That Can Be Used for Orthodontic Treatment
(TAX FREE & USE IT or LOSE IT) -$500
$3000
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III. Financial
Cost of Invisalign Treatment:
$3000
FACT: Third Party Financing will allow
24 Month No Interest Payments
(Care Credit and CHASE) (Easy Applications On-line Approval in Minutes)
$125/month
III. Financial
Theoretically, For A Gorgeous Healthy Smile For Life:
$125/ month $4.16/day
AVG US Citizen SPENDS ON
CAR
$27.58/day*
AVG US Citizen SPENDS On FAST
FOOD/Coffee & Restaurants
$7.58/day*
* Source WikiAnswers and Goftp.com
7 Point In-Office Plan Of Action
How To Do A Consult
7 POINT PLAN OF ACTION
PLAN
OF
ACTION
PLAN OF ACTION
•7 PRACTICAL APPLICATIONS FOR MONDAY MORNING
1. ORGANIZE THE FLOW OFCONSULT
2. WEAR ALIGNERS DURING CONSULT
3. SHARE SUCCESS STORIES AND TAKE PICTURES
4. SAMPLE ALIGNERS TO HOLD AND FEEL
5. HAVE YOUR FINANCIALS PREPARED BEFOREHAND
6. CLOSING PHRASE
7. Be Ready to TAKE RECORDS
I. Organize The Consult
1.Prove To Your Patients That Invisalign Is EFFECTIVE
And Can Fix Their Smile.
2. Allay Your Patient’s FEARS about Treatment.
3. Calculate FINANCES With Your Patient and Show
Them That Treatment Can Be Affordable.
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II. WEAR ALIGNERS
WEAR ALIGNERS DURING CONSULT!!!
HYGIENIST, RECEPTIONIST, DENTIST AND
ASSISTANT
PROVES TO YOUR PATIENT HOW INVISIBLE
PROVES THAT YOUR STAFF BELIEVES IN INVISALIGN
GETS PATIENT EXCITED ABOUT TREATMENT
(CAN ALSO HAVE THEM WEAR VIVERA )
ALIGN GIVES A STAFF DISCOUNT
III. TAKE PICTURES OF YOUR PATIENTS
Very Effective Technique To
Show Your Patients What Their Teeth Look Like
III. SHARE SUCCESS STORIES
IV. SAMPLE ALIGNERS
ALLOW THE PATIENT TO FEEL AND HOLD A SAMPLE ALIGNER
V. MONEY GAME
KNOW THE INSURANCE INFORMATION BEFOREHAND
HAVE FINANCIAL SYSTEM IN PLACE BEFORE CONSULT
MEMORIZE THE 24 MONTH FINANCIAL AMOUNTS
HAVE A RANGE OF CASE COSTS
VI. CLOSING PHRASE
“DOES THAT SOUND LIKE SOMETHING YOU WOULD
BE
INTERESTED IN?”
1)MAKE APPOINTMENT 2) TAKE RECORDS
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VII. Be Ready To Take Records
HAVE EVERYTHING SET UP BEFOREHAND
FOR INVISALIGN RECORDS
“RECORDS TAKE 15 MINUTES”
NEVER PUSH OFF A CASE THAT IS READY
TO START!!
ACT
4 Steps To Increase Volume
Profitability of Invisalign
7 Point In-Office Plan Of Action
How To Do A Consult
DEC TBD
9PM EASTERN
TUES NIGHT GROUP
WEBCHAT
TOPIC:
ATTACHMENT
METHOD
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