You're Losing Patients to Pricing Calls: How to Fix it | MMM

When a potential patient asks, “How much do you charge for that?” your answer can either keep the door open or completely close it.

In this Monday Marketing Move episode, we look at one of the most common front desk moments in dentistry: a potential patient finds your practice online, calls with a pricing question, and hears, “It depends, you’ll have to come in.” While that answer may be technically true, it often leaves callers feeling stuck, unsure, or dismissed before they have enough information to take the next step.

This episode reframes those calls as part of your marketing, not just scheduling. Your front desk team does not need to “sell dentistry.” They do need to help callers feel understood, give accurate information within clear boundaries, and guide them toward a confident decision. You’ll learn a simple four-step call framework: answer, ask, orient, and offer, plus a practical team huddle exercise to help your practice handle pricing questions with more clarity, consistency, and care.

What You'll Learn in This Episode:

• Why “It depends, you’ll have to come in” can stop a patient conversation too soon.
• What potential patients may really be asking when they ask about price.
• How your front desk plays a key role in your dental marketing.
• A simple four-step framework: answer, ask, orient, offer.
• How to share approved fees or ranges without overpromising treatment costs.
• One respectful question that helps uncover what the caller needs to know.
• How to explain first visits, estimates, and insurance checks clearly.
• Why no-pressure appointment options work better than fear-based urgency.
• How to run a 15-minute team huddle around common pricing calls.
• What information your team should keep updated for consistent call handling.

Listen now to help your team turn pricing calls into clearer, kinder conversations that give potential patients the confidence to take the next step.

‍

Host: Michael Arias

Join my newsletter: https://thedentalmarketer.lpages.co/newsletter/‍

Join this podcast's Facebook Group: The Dental Marketer Society

‍

Love the Podcast? Follow on Your Favorite App! https://lnkfi.re/TDMPod

‍

‍