Why Cost Objections Are Holding Your Practice Back

Many patients delay or decline dental treatment due to financial concerns. Even when they understand the need for treatment, the immediate out-of-pocket expense can be overwhelming. Here’s why financing options are critical:

• Higher case acceptance: Patients are more likely to move forward when they can spread payments over time.

• Reduced cancellations and no-shows: Patients are less likely to cancel when they have a clear and manageable payment plan.

• More comprehensive care: Financing allows patients to opt for higher-quality treatments instead of settling for the cheapest option.

• Improved patient trust and satisfaction: Offering flexible payment solutions shows that you care about affordability and accessibility.

If you’re not offering financing options or making them clear and accessible, you’re missing out on potential revenue and patient loyalty.

1. Understand Your Patients’ Financial Concerns

To effectively remove cost objections, you must first understand what’s stopping patients from committing to treatment. Common concerns include:

• Large upfront costs that feel unmanageable

• Lack of dental insurance or inadequate coverage

• Fear of hidden fees or unexpected charges

• Confusion about payment options

By addressing these issues head-on, you can position financing as a stress-free solution.

How to Identify Cost Concerns Early:

• Ask open-ended questions about financial considerations during consultations.

• Train your team to recognize hesitation when discussing treatment plans.

• Offer financing information proactively instead of waiting for the patient to ask.

Example Script: “Many of our patients have concerns about the cost of treatment, which is why we offer flexible financing options. Would you like me to go over some affordable payment plans with you?”

2. Offer Multiple Financing Options

Different patients have different financial needs. Offering a variety of financing solutions increases the likelihood of finding a plan that works for them.

Common Dental Financing Options:

1. Third-Party Financing (e.g., CareCredit, Sunbit, LendingClub)

• Instant approval process with minimal hassle for patients.

• Low or no interest promotional periods for qualified applicants.

• Allows patients to spread payments over several months or years.

• Great for larger treatments like dental implants, orthodontics, and cosmetic dentistry.

2. In-House Payment Plans

• Set up customized payment schedules for patients who may not qualify for third-party financing.

• Can be interest-free or low-interest, depending on practice policies.

• Keeps the patient relationship within the practice instead of outsourcing to a lender.

3. Membership Plans for Uninsured Patients

• Annual subscription-based plans that cover preventive care and offer discounts on treatments.

• Helps retain patients who don’t have dental insurance.

• Provides a predictable recurring revenue stream for your practice.

4. Split Payments & Hybrid Plans

• Allow patients to pay half upfront and the rest over time.

• Combine third-party financing with in-house options for maximum flexibility.

Example Script: “We offer several financing options, including monthly payment plans, low-interest financing, and in-house plans. Let’s find one that works best for you!”

3. Clearly Communicate Financing Options to Patients

Many patients are unaware that financing is even an option. Make sure your financing solutions are easy to find and understand.

How to Present Financing Clearly:

• Include financing details on your website (FAQ section, treatment pages, and dedicated financing page).

• Mention financing during treatment presentations—don’t wait for patients to bring it up.

• Train your front desk team to confidently explain financing options and assist with applications.

• Display financing signage in your waiting area and operatory rooms.

• Use patient-friendly language when discussing financing to avoid intimidating jargon.

Example Website Copy: “We believe finances shouldn’t stand in the way of a healthy smile. That’s why we offer affordable monthly payment plans through CareCredit and in-house financing. Ask us how we can help you get the care you need—without breaking the bank.”

4. Train Your Team to Handle Cost Objections Effectively

Your team plays a crucial role in helping patients feel comfortable with financial decisions. Make sure they:

• Understand all financing options and can explain them clearly.

• Practice objection-handling techniques to reassure hesitant patients.

• Use empathy and active listening to build trust and confidence.

• Follow up with undecided patients to answer lingering questions.

Example Cost Objection Responses:

❌ Patient: “I can’t afford this right now.”
✅ Team Member: “I completely understand. That’s why we offer flexible payment plans. Let’s find an option that fits your budget.”

❌ Patient: “I don’t have insurance.”
✅ Team Member: “That’s not a problem! We have affordable membership plans that include discounts on treatment.”

❌ Patient: “I need to think about it.”
✅ Team Member: “Of course! Many patients feel the same way. If you’d like, I can walk you through some financing options now so you have all the information you need.”

5. Follow Up with Patients Who Decline Treatment

Even if a patient says “no” today, they may be more open to treatment later—especially if financing is an option.

Best Follow-Up Strategies:

• Send a follow-up email or text with financing details after their consultation.

• Check in after a few weeks to see if their situation has changed.

• Offer limited-time discounts or incentives to encourage action.

Example Follow-Up Message: “Hi [Patient Name], we understand that cost is a concern. Just a reminder that we offer affordable financing options to make your treatment more manageable. Let us know if you’d like to discuss your options—we’re here to help!”

Final Thoughts: Make Financing a Standard Part of Your Practice

A strong financing strategy doesn’t just remove cost objections—it empowers patients to say “yes” to treatment, improves retention, and boosts revenue.

At Closing More Cases, we help dental practices implement effective financing strategies to increase case acceptance and grow their business.

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