Actionable Scripts & Strategies for Front Desk Team of a Dental Practice

There are many places where dentists could find the tips on how to answer the question that the patients have for the front-desk team - What is the price of Invisalign, What is the price of dental implants, or What is the price of a filling? No doubt tips help to get a sense of what is important and what is not, but here we bring to you exclusive real-life scenarios where we have helped our dental clients to answer the price question. Now, one important thing to keep in mind is that these days the price question can appear anywhere, not just during a phone call with your front desk staff, but also maybe as a web form from your website or a social media enquiry. It is really important to understand how you should answer it in all the different places. Let's get into the different scenarios quickly without wasting any time.

If you are looking for tips on what the strategy should be for answering the price question from patients, click here to learn more. Or if you are wondering whether it is right to quote a price range, read it here.

Some Examples of how your front desk staff can expertly handle the price question, turning a potential lost lead into a booked appointment

The first scenario is about a phone call inquiry. This was a common question asked at one of our dental clients' clinics in Edmonton, Alberta. Let's dive into how to answer this sensational question.

Scenario 1: Phone Call Inquiry ("How much is an implant?")

Patient: "Hi, I'm calling to find out how much a dental implant costs?"

Front Desk (Good Response): "That's a very common and important question, and I completely understand you want to know what to expect financially. Dental implants are a fantastic solution for replacing missing teeth, and the cost can vary quite a bit depending on your unique situation – things like how many implants you need, if you require any preparatory work like a bone graft, and the type of restoration. Because every patient's needs are different, Dr. [Dentist's Last Name] would really need to see you for a personalized assessment to give you an accurate estimate and discuss all your options. During that consultation, we can also explore payment plans and your insurance benefits.

We're actually booking consultations this week. We have an opening on [Date] at [Time] or [Date] at [Time]. Which of those works best for you to come in and get a precise answer?"

Why this works:

• *Validates:** "That's a very common and important question..."

• **Explains "Why":** Briefly details factors affecting cost (individual needs, preparatory work).

• **Shifts to Value:** Highlights "personalized assessment," "discuss all options," "payment plans."

• **Clear Next Step:** Immediately offers consultation times.

If you are looking for tips on what the strategy should be for answering the price question from patients, click here to learn more. Or if you are wondering whether it is right to quote a price range, read it here.

Scenario 2: Follow-up for High-Value Cosmetic Services (e.g., Invisalign)

Patient: "I'm interested in Invisalign. Can you tell me the price?"

Front Desk (Good Response): "That’s wonderful! Invisalign is a truly transformative treatment, and our patients love the discreet way it straightens their smiles. The investment for Invisalign truly depends on the complexity of your case – how much movement is needed, and how long your treatment plan will be. To give you an exact quote, we invite you to a complimentary Invisalign consultation with Dr. [Dentist's Last Name]. During this visit, we'll do a full assessment, show you what your new smile could look like using our 3D scanner, and walk you through all the steps and transparent financing options.</p> <p>Would you like me to book that complimentary consultation for you next [Day of week], perhaps [Time]?"

Why this works:

• **Enthusiasm & Benefit:** "Truly transformative," "patients love..."

• **Explains Cost Variability:** "Depends on the complexity... how long."

• **Highlights Consultation Value:** "Complimentary," "3D scanner," "transparent financing."

• **Soft Close:** Assumes the booking.

If you are looking for tips on what the strategy should be for answering the price question from patients, click here to learn more. Or if you are wondering whether it is right to quote a price range, read it here.

Scenario 3: Web Form Inquiry About Price

When a patient fills out a form specifically asking for pricing, your response should be prompt and follow similar principles via email or a follow-up call.

Email Response Template:

Subject: Re: Your Inquiry About [Service] at [Clinic Name]

Hi [Patient Name],

Thank you for reaching out to [Clinic Name] regarding the cost of [Service]! That's a very common and important question, and we understand you want to know what to expect.

To give you the most accurate and personalized estimate, Dr. [Dentist's Last Name] would need to assess your unique needs. The cost for [Service] can vary based on individual factors like [mention 1-2 generic factors, e.g., 'your specific oral health condition' or 'the complexity of your case'].

We invite you to schedule a comprehensive consultation with Dr. [Dentist's Last Name] here at our clinic. During this visit, you'll receive a custom treatment plan, a precise cost estimate, and we can discuss all your financing and insurance options.

Would you like us to call you to schedule this, or you can call us directly at [Phone Number] at your convenience?

We look forward to helping you achieve your smile goals!

Best regards,

The Team at [Clinic Name]

Key Training Takeaways for Your Dental Team:

• Empathy & Active Listening: Understand the patient's underlying concern.

• Confidence & Knowledge: Your team must sound knowledgeable about the service and the consultation process.

• Value-Centric Language: Always pivot the conversation from cost to the benefits and solutions your practice provides.

• Clear Call-to-Action: Always offer a specific next step (a date and time for booking).

• Role-Playing & Practice: Regularly practice these scenarios until they feel natural.

If you are looking for tips on what the strategy should be for answering the price question from patients, click here to learn more. Or if you are wondering whether it is right to quote a price range, read it here.

The Powerful Benefits of this Approach: Beyond Just Booking an Appointment

By mastering the art of the price question, your dental practice will achieve:

• Higher Conversion Rates: More price inquiries turn into actual booked consultations.

• Attraction of Value-Driven Patients: You filter out true price shoppers and attract patients who appreciate quality and long-term results.

• Increased Patient Trust: Transparency about why a consultation is needed builds trust and reduces anxiety.

• Reduced No-Shows: When patients understand the value of the consultation and feel a connection, they are more committed to showing up.

• Improved Patient Education: Even if they don't book immediately, they've learned something valuable from your team.

Want to equip your front desk team with these rock-solid strategies and turn every inquiry into a successful consultation? Contact Klick Dental Marketing today for specialized front desk training tailored for dental practices!

If you are looking for tips on what the strategy should be for answering the price question from patients, click here to learn more. Or if you are wondering whether it is right to quote a price range, read it here.