Most practices assume growth means seeing more patients. But practices that grow sustainably know the real opportunity lies in getting more value from each patient visit.
When patients are educated and confident about what is possible, they are more likely to choose higher value treatments such as implants, cosmetic options, or clear aligners. These services are not extras. They are a core part of delivering long term care and improving quality of life.
If you want to increase per patient revenue in a meaningful and ethical way, here is a better approach.
1. Make Specialty Services Part of the Everyday Visit
Do not treat cosmetic or specialty services as optional. Instead, build them into the routine care process.
Examples:
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Use intraoral photos to show cracks, wear, or early signs of damage
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Add screening questions during intake or cleaning
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Offer smile design tools to help patients visualize improvements
Even simple questions like “Are you happy with the appearance of your teeth?” can open the door to valuable discussions.
2. Train Your Team to Talk About Value
Most patients do not connect with technical language. They connect with outcomes and personal impact.
Instead of saying “You need a crown on number fourteen,” try saying “There is a crack in your back tooth. If we leave it alone, it could become painful or infected. A crown would protect it and prevent that from happening.”
When the team can speak with clarity and confidence, patients feel more comfortable making decisions.
3. Always Follow Up
Many patients will not make a decision during the first visit. But that does not mean they are not interested. It means they need more information and time.
Follow up with:
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A simple summary of the treatment options
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Cost estimates and payment plan information
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Stories or testimonials from other patients
This extra step often makes the difference between an undecided patient and one who says yes.
The Outcome
You do not need to sell. You need to guide. By including specialty services in your workflow, training your team to speak clearly, and using follow up to reinforce the message, you can increase per patient revenue in a way that supports better care and healthier smiles.