The Great Dental Shift: Leaving PPOs Behind Without Losing Patients

Dental practices are increasingly reevaluating their relationships with PPOs. According to the American Dental Association, approximately 40% of dental practices drop at least one PPO annually, a trend that has gained significant momentum since 2021. While the desire to drop PPOs is common, many offices hesitate due to uncertainty about the consequences. Let's explore how to navigate this transition effectively and maintain patient loyalty.

Understanding Patient Attrition

When an office drops a PPO, the standard plan is to send letters to the impacted patients. Some of these letters are written well, explaining to the patient that it’s not their fault that the insurance company isn’t reimbursing properly. Other letters are written poorly and sound like they’re blaming the patient. Between the two approaches offices can expect an attrition rate of somewhere around 50%.

The Power of Patient-Centric Solutions

To minimize attrition, consider offering patients an alternative that aligns with their existing payment habits. Insured patients are accustomed to monthly payments for their dental care, albeit indirectly through their insurer. When you drop their plan and expect them to pay at the time of service without offering a familiar payment structure, you risk losing them.

Introducing Membership Plans

Transform your approach by introducing a membership plan. Here's how you can frame it effectively:

"Dear Patient,

We're adjusting our insurance partnerships, which may result in changes to your service fees. However, we have an excellent solution: our new membership plan offers all your free exams, cleanings, and x-rays for just $XX per month!"

This approach maintains alignment with patient preferences and can dramatically reduce attrition rates to around 10%.

Benefits of Membership Plans

1. Familiar Payment Structure: Patients continue with monthly payments, mirroring their insurance experience.
2. Transparent Pricing: Clear, predictable costs for essential services.
3. Direct Relationship: Strengthens the bond between your practice and patients.
4. Increased Loyalty: Patients are more likely to stay with a practice that offers flexible, patient-friendly options.

Tips For Implementing Your Transition Strategy

1. Analyze Your PPO Relationships: Identify which PPOs are no longer serving your practice's interests.
2. Design Your Membership Plan: Create a plan that offers value to patients while ensuring profitability for your practice.
3. Communicate Clearly: Craft messages that emphasize the benefits of your new membership plan.
4. Train Your Team: Ensure your staff can effectively explain the transition and new options to patients.
5. Monitor and Adjust: Track patient responses and be prepared to fine-tune your approach.

Dropping a PPO doesn't have to mean losing patients. By offering a membership plan, you're not just maintaining your patient base – you're enhancing the patient-practice relationship and potentially improving your bottom line.

Ready to drop your PPO? EmpowerDDS can help you seamlessly transition from PPOs to a profitable, patient-friendly membership model. Our dental membership solutions are designed to maintain patient loyalty while boosting your practice's financial health. Don't let insurance companies dictate your success – take control with EmpowerDDS. Contact us today to learn how our membership plans can transform your practice and keep your patients smiling!