Case Acceptance – Discounts encourage buying in bulk

If your office’s membership plan includes more than just a bundled package of preventative services and extends a discount on treatment, than you are well positioned to see an increase in case acceptance. Research on the buying behavior of people that are part of a membership program consistently shows that buying in bulk increases when people receive a discount as a result of being a member. Next time that you are at Costco, look across at the shopping carts lined up at the register. Chuck full of and usually overflowing. We all buy more when we are getting a good deal. If you are going to offer a discount with your membership plan, emphasize it when presenting treatment. Be sure to present the full cost of care and then highlight the discount that comes with your membership program. Presenting quadrant and comprehensive care with a big cost savings will leave patients with a feeling that they are receiving great, quality dental care at a good deal and you should see start to see an increase in case acceptance.