Closing five-figure cases requires different techniques than closing $3,000 cases. Financing presentation, emotional framing, and involving the decision circle.
A $25,000 treatment plan isn't processed the same way as a $3,000 one. At this price point, patients almost always involve their spouse, children, or financial advisor. The decision takes days or weeks, not hours. Fear of making the wrong choice intensifies with the dollar amount.
Your consultation structure must account for this reality. You're not closing in the chair — you're building enough confidence for the patient to close with their family.
Lead with empathy — reference the patient's emotional intake data. Educate about the procedure in human terms. Present the treatment plan as a quality-of-life investment.
Introduce financing before the patient asks. '$399 per month for 60 months' alongside '$24,000' — always together, never one without the other. Patients who hear financing first process cost differently.
Provide take-home materials. The patient will discuss this with family. Give them something to share: a summary of the treatment plan, before/after examples, financing details, and your contact information. Make it easy for the decision circle to say yes.
Follow up within 48 hours — not with a 'just checking in' call but with a personalized video message referencing specific conversation points. This shows care and keeps momentum.
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