Script for presenting the HOF quote to the patient
Many HOF quotes fail not because of the price, but because of the order in which they were presented. When the price comes before the plan, the patient compares it to their bank balance. When it comes after they understand the why, they compare it to what they want.
The script below organizes the conversation in seven steps, from the goal to the follow-up agreement, without pressure and without promising results.
Ready phrases for each stage
What never to do when stating the price
| Avoid | Prefer |
|---|---|
| Stating the price without context | Presenting the plan first and only then the price |
| "This price is only for today" | A clear expiry date, in writing |
| Promising the result as an argument | Using the simulation as an illustration |
| Comparing with another professional | Talking about your plan and your criteria |
| Pressuring through the patient's silence | Giving time and agreeing on the follow-up |
Does the simulation help when stating the price?
When the patient sees the projection, the conversation stops being about the product and becomes about the goal. That helps them understand the plan by area, but it never replaces the clinical assessment. For the logic of pricing, see pricing per ml and how to explain the quote by area.
For the most common objections, see patient objections and answers and the facial harmonization quote template.
Frequently asked questions
What is the ideal order for presenting the quote?
First the patient's goal, then the plan, then what each stage does and only then the price. Stating the price before the reasoning tends to create resistance.
Should I show the price per ml or the total price?
It depends on your policy. The price per area and the total, with what is included, tend to be clearer than a loose price per milliliter.
Should the patient decide on the spot?
No. Giving time is part of good care and prevents regret. Leave the quote in writing, with an expiry date, and agree on when to pick the conversation back up.
Can I offer a discount for signing up today?
Same-day closing pressure can breach rules and damage trust. If there is a commercial condition, present it transparently, following your professional board's rules.