"No Thanks, I’m just looking"

Business owners in general hate “tire kickers.” Those people that call, or even come in just to check out prices and see what special deals they can get.

The main problem with “tire kickers” is how you deal with them. Once they ask for a price or are tagged as a price shopper or tire kicker they are written off as a lost cause. You think to yourself “they are just shopping, they won’t buy,” and before you know it, you have treated them so badly they don’t buy, and then you just say, “I knew it, they never buy.” The perfect self-fulfilling prophesy.

The next time a tire kicker calls and asks for a price, don’t shut them out. Tell them the price and treat them well. Give them details and benefits and explanations of why your prices are what they are. Something like “We treat our patients with the highest quality materials and care, and we wouldn’t want to have low cost prevent us from giving you the best possible treatment.

Pour it on, the more details and benefits you give, and the nicer you are will make the practice stand out to these shoppers. Present the practice and price with pride, but also build value in it.

If a person calls and asks for the price of an exam, tell them, but also tell them the 17 different exams you do…oral cancer, pocket depth, etc. This will show them that you go the extra mile. Now they pay $120 for several exams, rather than $120 for just a regular, plain old exam.

Our society is based on competition. For that reason, there will always be “tire kickers.” Treat these tire kickers in a way they have never been treated before. Take them through the steps you take with your best patients, and watch how many of these “tire kickers” actually purchase based on the value of your practice rather than the price.

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EMC Dental Marketing is a full-service Dental Practice Marketing, Dental Advertising, and Practice Management agency that focusses on solving a dentists top 2 problems - attracting new patients and retaining the patients they already have.