There are many reasons why patients may not attend the dental practice or proceed with recommended treatment. Near, if not at the top, is cost.[i] Some patients may perceive dentistry to be expensive, not understanding the full value of a regular check-up or a proposed procedure. Rather than invest in their oral and general health, they may choose to delay their visit or refuse treatment. Not only is this detrimental to their long-term wellbeing, but it also has a negative impact on the practice. Finding a solution to encourage regular attendance and increase treatment uptake will both enhance the quality of patient care and the consistency of the business’ income.
Patients first
Introducing a dental plan is one such solution. It allows patients to pay a small amount towards their dental care on a regular basis, reducing the impact of payment when a check-up or treatment is due.
The advantages of this are multi-fold. From a financial perspective, it enables individuals to better manage their outgoing, minimising any monetary concerns and encouraging them to maintain regular dental care.
Removal of affordability issues increases access to dental care for many people, in turn supporting improved oral health.[ii] This is because they will frequently undergo oral health screenings and receive preventive care, helping them to avoid the development of dental disease or infection.
The continuity of care afforded also facilitates the building of long-term relationships with the dental team. Consequently, patient trust in their dental provider and clinicians specifically will be strengthened.[iii] Not only does this provide a better experience for the patient during each visit, but it has also been associated with superior health behaviours and a higher quality of life, as well as greater satisfaction in their healthcare professional.[iv]
Business boost
All of the above has just as positive an impact on the dental team and the practice as it does on the patient.
With patients paying monthly premiums, this delivers guaranteed monthly income for improved cashflow. The steady revenue stream is a precursor for business sustainability and predictable growth, ensuring more accurate practice forecasts and enhanced management.
This business development is compounded by enhancing patient loyalty and retention. As they build trust in their clinicians and enjoy positive treatment journeys, they are highly likely to return to the practice for the years ahead. They are also often more inclined to leave positive practice reviews online and recommend the services to friends and family, doing wonders for word-of-mouth marketing. It is well-established that the sharing of personal experiences is an excellent way of attracting new patients.[v] There is also evidence to show that social media may have a significant influence on people’s decision to choose a dental practice,[vi] so having happy patient reviews on different platforms will never be bad for the business!
In addition to all this, the implementation of dental plans streamlines daily workflows and frees up time for the dental team. Automatic monthly payments, increased attendance and improved treatment acceptance all reduce the need for administrative staff to spend time sending appointment reminders and treatment plan reviews, or chasing debts. Instead, they can focus on patients in the practice, support the clinical team in their daily routines or work on business aspects to increase performance in different areas.
The right plan for you
With these and more benefits at stake, it’s important that dental practices choose the right dental plan for their patients and their business model. This requires an assessment of typical patient needs, combined with the structure of the plan itself. In particular, you’ll need to consider the types of treatment or care that your patients would likely need covered in order to make a monthly payment worthwhile and, therefore, appealing for them.
You will also want to work with a provider that you can trust to help you effectively design, implement and maintain a dental plan membership. IndepenDent Care Plans (ICP) excels in this area. Not only will the highly experienced Business Development Consultants help you evaluate your business and plan needs, but they will deliver fully customised and practice-branded solutions that you and your patients can maximise on. Big enough to offer comprehensive support but small enough to do so with a personal touch, ICP will be with you every step of the way.
A win for all
Dental plans are more than just a payment solution for a small group of patients. When done right, they increase accessibility, efficiency and affordability of dental care for all, supporting improved oral health and business growth. See how they might give your practice the boost it needs today.
For more information and to book a no-obligation consultation, please visit ident/co.uk or call 01463 222 999
Author: Dr Robert Donald, IndepenDent Care Plans (ICP) Director
[i] Felgner S, Dreger M, Henschke C. Reasons for (not) choosing dental treatments-A qualitative study based on patients’ perspective. PLoS One. 2022 May 25;17(5):e0267656. doi: 10.1371/journal.pone.0267656. PMID: 35613130; PMCID: PMC9132305.
[ii] Harris R, Raison H, Christian B, Bakare L, Okwundu CI, Burnside G. Interventions for improving adults’ use of primary oral health care services. Cochrane Database Syst Rev. 2017 Aug 28;2017(8):CD012771. doi: 10.1002/14651858.CD012771. PMCID: PMC6483669.
[iii] Tarrant C, Dixon-Woods M, Colman AM, Stokes T. Continuity and trust in primary care: a qualitative study informed by game theory. Ann Fam Med. 2010 Sep-Oct;8(5):440-6. doi: 10.1370/afm.1160. PMID: 20843886; PMCID: PMC2939420.
[iv] Birkhäuer J, Gaab J, Kossowsky J, Hasler S, Krummenacher P, et al. (2017) Trust in the health care professional and health outcome: A meta-analysis. PLOS ONE 12(2): e0170988. https://doi.org/10.1371/journal.pone.0170988
[v] Ekiyor, Aykut & Atilla, E.. (2014). Word of Mouth Marketing in Mouth and Dental Health Centers towards Consumers. Journal of Business Research – Turk. 6. 6-6. 10.20491/isader.2014315937.
[vi] Freire Y, Sánchez MG, Suárez A, Joves G, Nowak M, Díaz-Flores García V. Influence of the use of social media on patients changing dental practice: a web-based questionnaire study. BMC Oral Health. 2023 Jun 6;23(1):365. doi: 10.1186/s12903-023-03078-9. PMID: 37277765; PMCID: PMC10243041.
