Looking for the “Best Dentist” (on my plan)

I just got an email inquiry through my website.  Here’s a copy of the email:


HowDidYouHearAboutUs: Web search.
DoYouHaveADentistNow: No.
AreYouHappyWithYourSmile: No.  I would like to improve my smile.
DidYouFindThisSiteInformative: Yes!  Very informative!
WouldYouRecommendThisSite: Yes!
Telephone: XXXXXXX
Remote Name:
Date: Wednesday, February 15, 2012


best dentist in XXXXXX Beach Florida


I was wondering if you accept Careington Care 500 Plan?


It’s no surprise that most people want the best for themselves, whether it’s a consumer product or a personal service.  But, many of them also want the “best (lowest) price.”

I remember hearing somewhere that you can have:   Low Price, Fast Service, and High Quality… if you pick ONLY TWO.

I decided a long time ago, I would not compete on low price.  As my friends Howie Horrocks and Mark Dilatush at the marketing firm, New Patients Inc., say:  “It’s a race to the bottom.” (when you compete on price)

If people ask about my fees, and they do….  I’m never bashful about informing them I am not a cheap dentist.  I’ll tell them matter-of-factly that my fees are near the highest, if not the highest in the area.  I don’t make excuses.  I don’t rationalize.  I don’t tell them about using the best materials and the best labs…. blah, blah, blah.  I just tell them my fees are near the top.  And, then I shut up.  Let THEM read between the lines.

When I visit the Ferrari dealer to ogle the gorgeous cars, I ask the price.  And, the salesman happily tells me.  He doesn’t rationalize by explaining how they use the best materials and can go faster than anyone else.  He doesn’t stammer out a dissertation on the advanced engineering, nor does he tell me about Ferrari’s racing heritage.  He just says, “That car is $260,000.”  Nothing else needs to be said.

Feeling the love for a Ferrari 360 Spyder!  I wonder if they take my discount car plan?

So, how do you answer an email like this?  I’m not sure of the best approach.  But, here’s what I sent:


Hello!  Thanks for visiting my website and taking time to email me.  I’m not a member of any plans that restrict your choice of dentists to a list.  I just looked up your plan (Google), and it appears to be a discount plan (not insurance). 

Of course, I’d be happy to see you as a private patient (most of my patients are private, self-pay).  I’m simply not able to perform the services that are routine in my office under a discount plan.  Feel free to call and speak with Jo-Ann to set up an appointment.  She can also tell you about costs, so there are no surprises. 

Have a great day!


Comments and thoughts?

Edit to update:  This patient never replied nor ever made an appointment.  So, THAT approach didn’t work!  Click here to see a different approach that DID work.

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7 Responses to Looking for the “Best Dentist” (on my plan)

  1. Perfect reply….short, sweet and to the point.

  2. MasterD says:

    Those “discount” plans are such a scam…I feel bad for the patients that get suckered into it.

  3. Alan Mead says:

    Let us know if she emails back!

  4. Open Contact says:

    Whats wrong with you mike, you so greedy dont wanna do a molar RCT for $493. LOL
    Thats so funny.
    Mike, unfortunately for the time being i am in network with the evil metlife. So a metlife pt comes in and her preventive is covered at 90%, so when she gets to front office she says she wants to cancell her husband and kids appointment as we dont have a modern office , no computers in the operatories, and how her last dentist office was drop dead gorgeous, so we are like whatever and my receptionist tells her it will be 8.97 for today, and she hands out her debit card>>declined, credit card>> declined, and now she wants to write a check. Amazing, i dont know where we are headed. we want the best, even though we know we cant afford it, and get into this whole mortgage mess.

    • Open Contact says:

      Just in case you thought i made mistake thats $8.97 (eight dollars).

    • The Dental Warrior says:

      Rut-roh… I don’t have computers in my ops. 😮 I STILL prefer film x-rays over digital. Case in point was a case yesterday that came with digital images… my films were MUCH more diagnostic. Anyway… when someone complains based on such silliness (and implies you’re uglier than the last guy), you’re better off when they leave.

      Thanks for chiming in!

  5. Pingback: Don't Just Answer the Question. | The Dental Warrior® - A Blog for DentistsThe Dental Warrior® – A Blog for Dentists

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