Why Dentists Should Be Doing Elective-Pay Procedures

Blair Drenner, vice president of strategic business development at eRelevance Corporation, talks about the importance of elective-pay procedures for profitability in dentistry.

Interview Transcript (slightly modified for readability)

“I think profitability and elective-pay procedures are really interesting. First of all, I see a macro trend of all kinds of doctors getting into elective-pay procedures. So, my first piece of advice is, do elective-pay procedures. Get away from just the historic, traditional procedures. And the second is, back to measurability, it’s important to measure your margin on each procedure and prioritize the highest-margin procedure, and promote that and expose that to the market that it’s applicable to.”

More Advice from Blair Drenner

“I think the best way to optimize your lifetime value of patients — of course there’s being a great dentist and providing great services and consults – but I often think of it in terms of how many times that person has engaged with you and keeping them up front and personalized.

Number one is delivering personalized content that’s applicable to them. Meaning, if they’re aging, that you have a care plan that’s specific for their age or gender. The other thing is just making sure that your face comes across as someone friendly to your customer base.

I find, oftentimes, that the way dentists communicate to their most valuable asset, which is their customer base is very bland and generic about procedures rather than a personal touch by them and a consultative care methodology.”

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