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How “Chairside Marketing” Can Add $250K+ to Your Practice This Year

Posted by Parthiv Shah on Feb 3, 2025 8:00:00 AM

Parthiv Shah

You’re already spending thousands—maybe tens of thousands—on marketing.

You’re paying for SEO, running ads, sending mailers, investing in social media… all in an effort to get more new patients through the door.

So why are your efforts not paying off the way they should?

Because You’re ignoring the easiest, most profitable source of revenue in your practice.

It’s not the people who haven’t called your office yet.
It’s not the strangers seeing your Facebook ads.
It’s not the leads your front desk is chasing down.

It’s the patients sitting in your chair—right now.

These are the easiest, highest-value cases you’ll ever close. And if you’re not maximizing these opportunities, you’re leaving hundreds of thousands of dollars on the table every single year.

What Is Chairside Marketing? (And Why Most Dentists Get It Wrong)

Most dentists think marketing ends when a patient walks through the door.

That’s a mistake.

Your chairside conversations are your marketing.

Chairside marketing is the art and science of ethically persuading patients to move forward with the treatment they need. It’s about:

  • Educating patients in a way that naturally leads them to say yes
  • Positioning procedures as essential, not optional luxuries
  • Using the right tools and visuals to turn hesitation into commitment

If you’re not doing this strategically, you’re losing cases you should be closing.

Why Are Dentists Ignoring This?

There are three main reasons:

  1. Dental school didn’t teach you to sell. You were trained to diagnose and treat—not to communicate in a way that gets patients to take action.
  2. You assume patients “just know” why treatment matters. They don’t. Patients don’t understand the consequences of waiting—or the true benefits of saying yes.
  3. You’re too busy doing dentistry. It’s easy to get so caught up in clinical work that you overlook the marketing and sales happening chairside.

That stops today.

The Three Chairside Marketing Mistakes Costing You Six Figures

Mistake #1: Hoping Patients “Just Get It”

Your patients don’t have a dental degree. They don’t understand why a procedure is necessary unless you show them.

And if you think simply telling them they need treatment is enough, you’re wrong.

Patients don’t buy what they don’t understand.

How to Fix It:

Educate patients on their condition, the consequences of waiting, and the value of treatment. When a patient sees their future smile, understands the long-term benefits, and realizes what’s at stake, they are far more likely to say yes.

Mistake #2: Talking in Dentist-Speak

If you’re explaining treatment in technical terms, you’re losing them.

Patients don’t care about “osseointegration,” “bone resorption,” or “adjacent teeth compensating.” What they care about is how their life will be affected.

If you sound like a medical textbook, your patient will nod politely… then leave without scheduling.

How to Fix It:

Use simple, emotional language that makes the impact of treatment real for them.

Instead of saying, “You have moderate bone resorption, and the adjacent teeth are compensating,” say:

"If we don’t replace this tooth, the others will shift, which will lead to more problems down the road. You’ll end up needing more treatment, more time in the chair, and spending more money than if we fix it now."

A confused mind always says no. Make the choice clear and easy.

Mistake #3: Avoiding the Money Talk

Many dentists assume that if a patient objects to price, it’s because they can’t afford it.

Wrong.

Patients don’t object to price—they object to spending money on something they don’t see as valuable.

When you lead with cost instead of value, the patient immediately goes into defense mode. Their brain tells them, “This is too expensive,” and now you’re fighting an uphill battle.

How to Fix It:

Build the value first—then talk about cost.

Don’t start by saying, “This implant is $5,000.”

Instead, explain:

  • How an implant protects the surrounding teeth and prevents bone loss
  • How patients who wait end up needing more expensive procedures later
  • How implants last a lifetime, while bridges and dentures require replacements

Then and only then, after they understand why they need the treatment, you show them how to make it work financially.

"We make implants affordable with flexible monthly payments—so you don’t have to settle for a denture that will give you problems later."

Now, instead of thinking, “Can I afford this?” they’re thinking, “How can I make this work?”

How Chairside Marketing Can Add $250K+ to Your Practice

This isn’t about gimmicks, high-pressure tactics, or “selling” in the traditional sense.

This is about getting more patients to say yes to treatment they genuinely need.

Here’s what happens when you implement strategic chairside marketing:

  • Case Acceptance Goes Up. Patients see, feel, and understand why they need treatment—so they say yes.
  • You Sell More High-Value Cases. Instead of doing one crown, you’re doing full arches. Instead of one implant, you’re doing multiple.
  • You Monetize the Patients You Already Have. No extra ad spend. No chasing new patients. Just maximizing what’s right in front of you.

The Simple Chairside Marketing System That Works

You don’t need to reinvent the wheel. You don’t need to change your entire practice. You just need the right tools.

Dentists using the right tools report:

  • Higher case acceptance
  • More full-mouth cases
  • Fewer patients saying, “I’ll think about it.”

If you’re serious about closing more high-value cases and stopping the cycle of lost revenue, now is the time to take action.

Schedule an appointment with me, Parthiv Shah, to learn how.

Or keep hoping patients “just get it” while your competitor closes the cases you’re losing.

The choice is yours.

To your success,

Parthiv Shah

Topics: emotional language, compensating, High-Value Cases, Case Acceptance, Chairside Marketing, osseointegration, bone resorption

 parthiv shah

 

Are you one of the 99% of small businesses who are spending money on marketing but unhappy with results & ROI?

I can help you establish controls and measurements so you can know, understand and MEASURE what is working and what is not working in real time. In one hour I will help you identify your KPI (Key Performance Indicators) and connect all your digital marketing assets (website, social media, finance) to a digital dashboard and a mobile app so you can track and measure everything going forward in real time.

 

 

 

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