Regional Support Manager, Louise Anderson, suggests ways to help patients understand how a dental membership plan can be a boon to looking after their oral health.
In today’s competitive dental market, offering a dental membership plan can be a game-changer for both your practice and your patients. Plans provide an affordable and convenient way for your patients to access quality dental care while ensuring a regular monthly income for your practice.
Are you making the most of your opportunities to explain the benefits of a plan to your patients? Here are some of the key benefits of dental membership plans and some tips on how to effectively communicate them to your patients.
An investment in their oral healthcare
Dental membership plans offer a way to spread the cost of routine oral healthcare. How you choose to structure your plan is up to you but the typical two examinations, two hygiene visits annually will help most patients to keep on top of looking after their teeth.
Rather than talking about cost savings initially, it’s a good idea to present membership of your plan as an investment in their oral healthcare. By attending regularly for examinations and hygiene appointments they’re giving themselves the best possible chance of maintaining their oral health as any emerging problems can be caught early.
Helps them to budget
Paying for their oral health maintenance monthly via a plan is a great way for patients to budget for appointments. It allows them to turn up for their examinations or hygiene appointments without having to hand over any money as the cost has already been covered by their membership fee. Patients appreciate knowing exactly what they will pay for their dental care. Membership plans offer predictable monthly or annual fees and so eliminate the surprise of unexpected dental bills.
Also, as monthly fees are generally fixed at a level that would represent a saving over just pay as you go, it can also be a more cost-efficient way of looking after their teeth. Whether you choose to offer a discount off other treatments as part of your plan is for you to decide. However, it can be another way to increase a patient’s perception of the value of a plan whether that’s for routine examinations or more complex procedures.
Encourages regular visits
Regular visits to the dentist are crucial for maintaining oral health. We have found that plan patients attend more regularly than pay-as-you-go patients. As appointments are already paid for via the monthly fees, they’re less likely to be viewed as discretionary as can be the case with some pay-as-you-go patients.
There may also be an element of wanting to get the full value of something for which they have already paid, and who can blame them? Whatever their reasons, attending the practice regularly, leads to better long-term outcomes and fewer costly treatments down the road.
Builds loyalty and trust
Offering a membership plan can help build stronger relationships with your patients. It shows that you care about their long-term health and are committed to making it easier for them to access affordable, high-quality care.
Describing it as a ‘membership plan’ helps to cement the idea that they’re part of the practice, and not just patients. It also highlights that you want them to remain with you for the long term. With patient access being a problem in some areas, that can offer the peace of mind that they will be able to get an appointment when they need it.
Tips for communicating the benefits
Educate your team: Ensure your entire dental team understands the benefits of the membership plan and can confidently explain them to patients.
Use visual aids: Have brochures, posters, and digital content that clearly outline the benefits and savings of the membership plan.
Personalise the pitch: Tailor your conversations to each patient’s needs and concerns. Highlight how the plan can specifically benefit them.
Make use of testimonials: Share success stories and testimonials from current members to build trust and credibility.
By effectively communicating the benefits of your dental membership plan, you can attract more patients, improve patient retention, and ensure your practice thrives. So, start promoting your plan today!
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