When prospective or established patients call with questions about the dental services and procedures your office offers, it’s tempting to try and get them in to have the very dental service or procedure about which they are asking done.

Resist temptation. You’ll get farther faster with both potential and existing patients by focusing on providing great service by pleasantly answering every one of their questions than you will by trying to close a sale.

Even though their experiences at your office do nothing too fuel it, many patients both old and new have some residual fear about dental visits. Trying to sell them on the idea of services makes you sound needy and adds another worry to their existing fears—namely, that if you were good at what you do you wouldn’t need to practice salesmanship at all!

This, of course, isn’t true at all. But perception is everything when it comes to turning a prospective client into an actual one, so make sure that your staff is well versed on the difference between providing information and closing a sale.