It's not a good idea to talk about the price too early on during the process, so make sure to build rapport and trust first.
In this article, you're going to learn about the importance of good timing and positioning when it comes to the price.
Once you're on the phone with the patient, it's good to build rapport and find out more about what they're looking for and get them booked in - if they haven't already.
This is the point to 'suss them out' because not all Facebook leads will be at the same stage of the buying cycle, and may still not be ready to commit their time for the consult without some nurturing from your side.
A note about timing:
It’s not a good idea to talk about price this early on in the process.
If they ask, just say this will be discussed during the consult once an assessment is made.
Give the call a human touch, rather than a 'business' or overly stiff approach by asking some open-ended questions.
This way they'll be more likely to:
- Trust you more.
- Give a deposit.
- Be excited about coming into your practice.
Here are some needs-focused/open-ended questions to ask that will get leads to reveal a lot of info about how serious they are - and how urgent the treatment is to them:
What sparked your interest in this treatment?
If there were one thing you could change about your smile, what would it be?
How would you like to change your smile/teeth with <<treatment>>?
When would you like to get <<issue>> resolved by? How urgent is it for you?
What made you decide to solve this <<issue>> now?
How important is it for you to get the result you desire, on a scale from 1 to 10?
The main point here is to steer the conversation towards the transformational value of the treatment rather than the cost.
When you communicate that value effectively you'll have less resistance to the cost and increased treatment uptake.