Fee Scripting
When discussing fees it is important to:
- Establish value
- State fee
- Present payment options and commitment
Establish Value: It is important here to be sure that the patient appreciates all that they will receive as part of their surgery with your office.
"Hello _______. Now that the doctor has described the treatment plan, I will be going over the payment options we offer. The fee is inclusive, of everything the doctor has discussed with you."
State the Fee: Once you have presented the value to the patient, it is time to discuss their investment.
"The fee for your treatment is $_____ . The consultation cost of $_____, which you have already paid, would be deducted from the total procedure fee. Therefore, the balance is $_____." (Note: Omit this section if you do not charge for the pre-treatment evaluation.)
Present Payment Options: Don't second guess which patients may want to pay cash for their treatment and which may choose to finance. Present the same payment options to everyone.
"Now let me describe your payment options (refer to Payment Option Form), which are shown on this sheet. We offer two payment options for our patients."
"The first option is a very flexible plan offered by Capital One Healthcare Finance. We're very happy to offer Capital One Healthcare Finance because it requires no initial payment, monthly payments can be as affordable as $84, and the first payment is not due for 4-6 weeks**. Another bonus with Capital One Healthcare Finance is that there is no prepayment penalty. You could actually have the procedure without any money initially out of pocket and then pay it off at your convenience, either through monthly payments or through a lump sum.
"Capital One Healthcare Finance's process is easy. There are no application fees or forms. All you have to do is call their toll-free number or apply online through their Web site to see if you are eligible."
"The second option is to make full payment for your procedure on the day of your surgery. You can pay in full either by cash, check or credit card."
"Which one of these options will work best for you?"
{Pause and give the patient a chance to review.}
Commitment: "Great - let's schedule your next appointment."
© Capital One Healthcare Finance, 2008
** Based on a loan with an 8.99% APR for 60 months. Terms of the loan may vary based on the treatment fee and credit information. All figures are estimates.
