Dr. Allen Nazeri shares two ways to boost dental practice revenue: upselling patients on higher-quality options like metal-free crowns, and cross-selling complementary services such as whitening after cleanings. Both are framed as ethical questions staff can ask to increase transaction value.
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I'm often asked, Dr. Allen, can you give us a tip or a tool that I can increase the revenue of my dental practice immediately? Well, I'm going to give you a couple of tips today. One is upselling. Well, upselling, the definition of upselling is selling a better version of a product or service to a customer. Now this happens all the time when you're shopping. If you go to a Apple store, they may ask you, do you want the iPhone with 8 gigabytes of memory or do you want one with 64 gigabytes of memory? If you go to a movie theater, they may ask you, do you want to upsize your popcorn for additional $3? Now, in dentistry and medicine, we do not ask patients if they want to upsell their product, but it's our ethical and moral obligation to let Pat know a better version of things exist. So if they have, if you're talking to a patient regarding a PFM crown, why don't you ask them, would you like to have something, a crown that does not have the black line and the metal showing? And I guarantee you everyone would like to have a better version of a product or service. Now, whether or not they decide to pay for the additional service, that's a separate discussion. Another way is by cross selling a service or a product. An example of a cross selling is what McDonald's does and makes millions of dollars every day. By asking a simple question about do you want fries with that? Well, what is the fries in your practice? Could it be that if someone is coming for a dental cleaning, you can teach your receptionist would like to have your teeth whitened after the dental cleaning or if they're there to have, let's say, a checkup and a cleaning, you can ask, would you like us to also take a set of X rays and examine your teeth? By asking simple questions, you certainly can increase the transaction volume in your practice. And these are no trick questions. These are just simple good questions that we need as a business. Ask for patients and patients will respond favorably. If this is the first time you're reaching my channel, this is Dr. Alan. I help doctors develop the scale and exit from their businesses successfully. I hope you can join me at one of my programs, either seminar, a workshop or a telecoaching program sometime soon. Thank you very much.
