AADOM LIVEcast: Building Patient Financing into Your Marketing Strategy

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Video Description:

59% of patients have forgone dental care due to cost fears. And, for those who do visit the dentist, payment considerations are top of mind before ever stepping foot in the office.

When it comes to helping patients commit to their dental care, providing financing options can be a powerful tool to help patients plan and budget for the treatment they need.

However, patients need to know financing options exist before sitting in the chair. That means making financing visible throughout your patient journey—as you attract patients using your website, manage patient communication via email and text messages, and once they arrive at your office. When you generate awareness about your financing options, patients experience less financial stress, and you’ll see higher case acceptance, fewer cancellations and no-shows, and ultimately more production.

Course Learning Objectives:

• How to integrate financing into each stage of the patient journey
• What channels to leverage to maximize marketing success
• What successful financing marketing looks like with real-life examples
• How to modernize patient financing to enhance the patient experience

10 Ways to Build Patient Financing Into Your Marketing Strategy

Among adults who have not visited the dentist within the past years, 59% cited cost as the reason. And, for those who do visit the dentist, payment considerations are top of mind before ever stepping foot in the office.

When it comes to helping patients commit to their dental care, providing financing options can be a powerful tool to help patients plan and budget for the treatment they need.

The challenge is how to let patients know that financing options exist before ever sitting in the chair. This means making financing visible throughout your patient journey—as you attract patients using your website, in how you manage patient communication via email and text messages, and as patients arrive at your office. When you generate awareness about your financing options, patients experience less financial stress, and you’re likely to see higher case acceptance, fewer cancellations and no-shows, and ultimately more production.

With this in mind, here are 10 ways to start marketing your pay-over-time options today:

1) Identify what’s in your toolbox

Contact your patient financing vendors for digital and print marketing materials. Chances are they have the materials you need to start marketing your options and can share best practices for how to use them. They will be happy to help you.

2) Add patient financing options to your website

Include a section about your payment options and include patient financing. Make it clear what those financing companies are and the benefits each offers patients.

3) Make social media posts about your financing options

Set up a regular cadence of social media posts highlighting that patients don’t have to pay all at once for dental care. Remind them how simple it is to see what their options are.

4) Add financing to your appointment confirmation communications

Are you texting and/or emailing patients appointment confirmation details? Make sure to include financing options and share a pre-qualification link so patients can see what they’re approved for before ever stepping into your office.

5) Include financing in your appointment reminder emails and text messages

Just like #4, share your financing options again when you send your reminder messages. Don’t forget the pre-qualification link too.

6) Include your financing options on new patient intake forms

Help alleviate the stress new patients feel by adding a section to your new patient intake forms that addresses your financing options. The section doesn’t have to have them do anything other than simply stating the options you offer and how they can apply.

7) Add signage about your financing options to your lobby

You may want to include a window cling in your entryway, a countertop mat for the receptionist counter, a poster for your waiting area, a table tent for your lounge tables, informational brochures, and more. Be sure to ask your vendors for materials as you shouldn’t have to build these on your own.

8) Add signage to the treatment consultation room

Materials you may want to include here will be similar to the materials you place in the lobby—brochures, posters, and countertop mats can ensure patients are aware of their financing options before you talk about the treatment cost.

9) List out your payment options on treatment plans

Don’t wait for patients to object to price in order to verbally mention your patient financing options. When reviewing a treatment plan with the patient, always list out all of their payment options—cash, check, credit card, patient financing, etc. and walk them through each. When you get to financing, offer to show them how it works.

10) Reconnect with established patients by sending an email about your patient financing options

Use this email as an opportunity to stay top of mind and remind patients that they don’t have have to pay for everything upfront and can split the bill into easy payments. Include your pre-qualification link as well and reach out to anyone that completes the pre-qualification process so you can proactively book new appointments.

Remember, offering financing to every patient maximizes opportunities to say “yes” to needed dental care. By weaving patient financing into your communication touchpoints, you’ll help more people overcome cost barriers, providing a stress-free experience, and a fuller schedule.

To learn more about Sunbit’s pay-over-time technology available at thousands of dental practices across the country, visit sunbit.com/dental.

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Learn about the presenter:

Adrian Valente is the Director of Training at Sunbit, the fast-growing patient financing technology company, and supports training, enablement, and community engagement. His training methodologies have been used by more than 115,000 dental, auto, and optical professionals on how and when to offer financing to customers. As the resident subject matter expert for all things Sunbit, you’ll find him hosting podcasts, events, interviews, and coaching sessions across the verticals they serve.