It is discouraging when patients say they can’t afford your recommended treatment. Perhaps you’re so tired of hearing that objection that you compromise the plan or get more forceful about the dire consequences of not doing the treatment. But this approach has its limitations. Instead, you can adapt a communication style that takes you out of the business of overcoming objections and instead encourages patients to convince themselves to get the treatment.
The Stern Dentist
When a patient says she can’t afford treatment, there could be three things she means:
- I want this treatment but I don’t have access to any resources that will make this possible.
- I don’t trust you and I need a polite way of getting you off my back.
- I don’t value the solution you’re offering (or my problem doesn’t need this solution.)
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