Here is an important thing to understand about your patients who say they “just don’t have the money” for the dental work they need…
We have to recognize that our patients have money and are choosing what to spend it on. Think about these scenarios:
Please don’t think your patients don’t have the money for dental work. Yes, there are a few that truly don’t, but the majority of your patients do have money to do their dentistry. They are walking into your office with their new iPhone 7s, the keys to their new car, and their $7 coffee. When you tell these patients that they need dentistry and it is going to cost a certain amount of money, their default response is “But doctor, I don’t have that kind of money.”
Well, think about what you would choose yourself. Which would you rather spend money on, a new iPhone or a new crown? I would pick a new iPhone any day. We have to recognize that our patients have money and are choosing what to spend it on, which is usually something that they want (a new iPhone), not something they need (dental work). It is important to recognize that when patients say they don’t have money, there is a good chance that they actually do. You just have to be a little bit more persistent to help them see the long-term benefits of spending the money on their own dental health… instead of spending it on short-term wants, like yet another expensive coffee drink.