RevUp Dental

Is your dental practice stuck growing? It's not your dental skills holding you back, it's what's happening under the hood. RevUp shows you where you're losing patients and fixes it with proven systems, training and marketing that makes you money.

Blog By:
Nick Fotache

Let’s face it—when someone calls your dental office and the first thing they ask is “How much does it cost?”, it can feel like they’re just shopping around. But here’s the truth: most of the time, they’re not trying to price-match like they’re buying a toaster. 

They’re just unsure of what else to ask.

This moment—the very first phone call—is your shot at making a great impression. So let’s talk about how to take a basic price inquiry and turn it into a real conversation that builds trust, shows value, and gets that patient booked.

What’s Really Behind the Price Question?

A lot of callers lead with cost simply because they don’t know what else to say.

They're not dental pros—they’re nervous, unsure, maybe even overwhelmed. They might be worried about the procedure, unsure if it’s even necessary, or just confused about how dental fees work. So they go with the one thing they can ask: “How much is it?”

If we treat this like a dead-end question, we miss a huge opportunity.

Common Responses That Fall Flat

Most front desks do one of two things:

- Give a quick quote – which can feel cold and transactional.

- Avoid the question – which can seem evasive or frustrating.

Neither option builds trust. The goal isn’t to dodge or shut down the conversation. It’s to open it up.

Turn the Call Into a Real Conversation

Start by saying something friendly and helpful. Then, instead of jumping straight into prices, ask a gentle question like:

“I’d love to help with that! Just so I can point you in the right direction, do you mind if I ask a couple quick questions?”

Now you’re not just quoting a number—you’re showing interest, asking about them, and shifting the energy of the call.

You can ask things like:

- “Have you had this treatment before?”

- “Are you dealing with any pain or discomfort?”

- “What’s your main concern right now?”

 This helps you understand where they’re coming from—and it gives you a chance to guide them toward the right solution.

Show Them Why You’re Worth It

Once you’ve got a feel for what they need, this is your chance to shine.

Talk about what makes your practice different:

- Your dentist’s experience or gentle approach

- Technology that makes treatments faster and more comfortable

- Real stories of happy patients

People don’t choose a dentist based on price alone. They choose based on how they feel—safe, understood, and confident that they’re in good hands.

Bring It Back to Cost—The Right Way

Once you’ve had a real conversation and built some trust, then it’s okay to circle back:

“Now that I understand a bit more, we’d likely recommend [X treatment], which usually starts at around [$X]. But we’d be happy to set up a consultation to go over everything in detail and give you a clearer idea.”

Now the price feels like part of the bigger picture—not the whole picture.

Give Your Team the Tools to Win

These types of calls can feel tricky—but they don’t have to be. When your front desk team knows how to respond with empathy, curiosity, and confidence, they can turn a casual call into a new patient.

It all starts with shifting the mindset from answering to asking. The better we understand the caller, the easier it is to help them.

Want to help your front desk team take these conversations to the next level?