CONSULT. It all comes down. How To Do A Consult 11/15/2011 SALESMAN VS. BEING EFFECTIVE AS DOCTOR. How To Do A Consult

Transcription

1 Winning the Consult: Getting Patients to Say Yes to Invisalign The statements, views and opinions expressed in this program and related course materials are those of the speaker. David Galler DMD 150 Broadway Suite 1310 NY NY 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 NAIL A CONSULT SALESMAN VS. BEING EFFECTIVE AS DOCTOR HOW TO DO A CONSULT It all comes down to the CONSULT 1

2 Winning the Consult 3 Obstacles to Treatment: 1. Effective 2. Fear 3. Financial CHALLENGE #1 Title: Verdana 32 pt. Sub topics: Verdana 24 point Doctor, Can Invisalign really fix my teeth? I. Is Invisalign Effective??? That little piece of plastic can fix my teeth??? Don t I need to wear braces. Does it really work all the time??? I ve been TOLD it won t work for me I. Is Invisalign Effective??? I can give you the SMILE You Have Always Wanted Give Someone A SMILE CHALLENGE #2 Title: Verdana 32 pt. Sub topics: Verdana 24 point Doctor, I don t think I can wear them 2

3 II. Fear Of Dentistry??? Does it hurt??? Will my speech be effected??? II. Fear Of Dentistry Ramona Floyd Professional Voice on Audio Book Tape What if people at work see it. I can t come to the office every week 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? 3

4 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. CHALLENGE #3 Title: Verdana 32 pt. Sub topics: Verdana 24 point Doctor, I can t afford Invisalign My insurance won t cover it right? My flex spending doesn t cover cosmetics. I don t have that kind of money Seems silly to spend money on teeth 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 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 4

5 Cost of Invisalign Treatment: $3000 FACT: Third Party Financing will allow 24 Month No Interest Payments Theoretically, For A Gorgeous Healthy Smile For Life: $125/ month $4.16/day (Care Credit and CHASE) (Easy Applications On-line Approval in Minutes) AVG US Citizen SPENDS ON CAR AVG US Citizen SPENDS On FAST FOOD/Coffee & Restaurants $125/month $27.58/day* $7.58/day* * Source WikiAnswers and Goftp.com 7 POINT PLAN OF ACTION PLAN OF 7 Point In-Office Plan Of Action 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 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. 7. Be Ready to TAKE RECORDS 5

6 II. WEAR ALIGNERS WEAR ALIGNERS DURING CONSULT!!! HYGIENIST, RECEPTIONIST, DENTIST AND ASSISTANT III. TAKE PICTURES OF YOUR PATIENTS Very Effective Technique To Show Your Patients What Their Teeth Look Like 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. SHARE SUCCESS STORIES IV. SAMPLE ALIGNERS ALLOW THE PATIENT TO FEEL AND HOLD A SAMPLE ALIGNER V. MONEY GAME VI. CLOSING PHRASE KNOW THE INSURANCE INFORMATION BEFOREHAND HAVE FINANCIAL SYSTEM IN PLACE BEFORE CONSULT MEMORIZE THE 24 MONTH FINANCIAL AMOUNTS HAVE A RANGE OF CASE COSTS DOES THAT SOUND LIKE SOMETHING YOU WOULD BE INTERESTED IN? 1)MAKE APPOINTMENT 2) TAKE RECORDS 6

7 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 DEC TBD 9PM EASTERN TUES NIGHT GROUP WEBCHAT TOPIC: ATTACHMENT METHOD To obtain your CE certificate for this program please complete a brief survey at: Upon completion of your survey* you will have immediate access to your CE certificate. *This survey is only available to the participants who attend the live presentation via the webinar/phone. Participants who complete the archived program on AligntechInstitute.com need to complete a CE test to obtain their CE certificate. 7