Fee Changing Tips
Before raising fees, insure that your initial appointments for new patients have a low and very competitive fee. High first exam fees can scare new patients/clients away.
If you are considering raising any of your fees in the future, patients/clients can tolerate slight frequent fee increases better than sudden sharp ones. Review your fees every four to six months and if you decide to raise them, do so gradually.
Generally, it is much easier just to have an increase of up to 10% per year across the boards, excluding any loss leader items or routines.
Only discuss fee increases with your patients/clients if they inquire about the subject. Then do so directly, not apologetically. Link your increase to rising costs and explain that they are for the benefit of the patients/clients. Tell your patients/clients that you could use cheaper materials of lower quality or do less thorough exams, but that you insist on only the best for your patients/clients and refuse to compromise; therefore the fee increase.
Always speak of your fees positively. State that a fee is a substantial investment in health, comfort and well-being. Don't ever use words such as "expensive" or "costly".
If you perform "no charge" services, list those on your statements to remind your patients/clients of the nice things you do for them but haven't charged a fee.
To determine how your fees compare with other practices in your area, you can do one of several things: a) contact your local or national professional organization and request that the information pertinent to your area be sent to you or b) have a staff member contact other offices in your area and ask them what their fees are for similar services that you provide. Getting this data will provide you with what you need to know to set a properly competitive fee structure.`
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