New Patient: How much do you charge for a cleaning?

Receptionist: $150.00

NP: That’s more than I thought!

Receptionist: “Yes, well as my mother always says, “You get what you pay for” but on a personal level I can tell you Dr. Smith is not just a great boss, but she’s the best dentist I’ve ever had. My friends and family think so too. She really cares about her patients and always make sure she uses the latest technology, the best materials, and she’s always going to continue education to stay on top of the latest technology. And she has great coffee! By the way, were you referred to us?

The answer above has to be from the heart. It has to be real. You can’t fake sincerity. Your receptionist needs to be “sold” on the doctor(s) and hygienist(s). If they are, it’s easy. And a little humor is always good.

If the patient is a “price shopper” so be it but, still treat the patient with courtesy however, time is money, so on to the next call.

Kevin Tighe, Cambridge Dental Consultants, Senior Consultant, got bitten hard by the business and marketing bug during long summer days working at his dad's Madison Avenue ad agency. After joining Cambridge as a speaker in the mid-1990s, Kevin went on to become Cambridge’s senior consultant and eventually CEO. Cambridge Dental Consultants is a full-service dental practice management company offering customized dental office manuals. Frustrated? High overhead? Schedule a chat with Kevin at