The QDP Blog

The Science Behind the Dental Membership Plan

Members-only stores such as Costco and Sam’s Club have revolutionized the retail industry in recent years. Professors from Harvard and Columbia Business Schools recently conducted a study to find out exactly what consumers find so appealing about these types of stores. The study indicated that it’s more than just low prices; it’s the presence of membership fees alone that lead shoppers to often buy more goods than they can fit in their car. They believed that the rise in widespread popularity of stores like these demonstrates that consumers:

  • Equate membership plans with savings
  • Consider these retailers more exclusive
  • Perceive added value in members-only stores

So how does the study impact dentists? Our dental patients are consumers too! Just as a Costco membership taps into proven buyer behavior, a dental membership plan in your practice can help build value, foster loyalty and increase case acceptance leading to meaningful practice growth. Implementing an in-house dental membership plan signals to patients that your dentistry is valuable, a value they know they will not get at any other practice, leading to increased patient loyalty. And because of the money they are able to save on preventive care, they will now be able to afford more treatment, increasing case acceptance.

A Costco-style dental membership plan can grow your practice by reinforcing the value of your services while making sure your care remains affordable and accessible to your patients. Now that is buyer behavior worth tapping into!