Purpose
This guide provides a proven, patient-centered approach to presenting Clerri Membership. The goal is to help patients afford care, not to "sell" them something they don't need.
Casper Culture Approach
When presenting Clerri:
- Present it to every uninsured patient
- Recommend it with confidence — don't sound unsure
- Focus on helping patients afford care
- Show the savings visually whenever possible
- Remember: we are guiding patients, not selling to them
Step 1: Opening the Conversation
1 Understand the Patient
Front Desk / Treatment Coordinator:
"Before we go over today's visit, I just want to check — do you currently have dental insurance?"
If patient says no:
"No problem at all. Many of our patients don't, which is exactly why we created our Clerri Membership Program. It's designed to help families receive the care they need without the headaches of traditional insurance."
Step 2: Position Clerri as Patient Care (Not a Sale)
2 Frame as a Solution
"Instead of paying full price for visits and treatment, the Clerri membership allows our patients to receive their preventive care for the year and discounted treatment whenever they need it."
"The biggest difference from insurance is that it's simple and immediate. There are no waiting periods, no claim approvals, and no surprises."
"It's just a way for our patients to make dental care more affordable."
Pause. Let that sink in.
Step 3: Explain the Value Clearly
3 Show What's Included
"With the Clerri membership, your exams, cleanings, and necessary x-rays for the year are already included."
"On top of that, you also receive discounts on any additional treatment, whether that's fillings, crowns, or even Invisalign."
"So it helps protect both your health and your wallet."
Step 4: Show the Math (Make the Decision Easy)
4 Visual Savings Comparison
"Let me show you what that looks like."
Without Membership
Exam & X-rays
$275
With Clerri Membership
Exam, X-rays, and Cleaning Today
$117
"So today alone you would save about $158, and your preventive visits for the rest of the year would already be covered."
"That's why many of our patients choose to enroll — it usually pays for itself right away."
Step 5: Handle Objections the Casper Way
Objection 1: "I need to think about it"
"Of course. I completely understand."
"Can I ask — is there anything about it that you'd like me to clarify?"
Then reinforce:
"The main advantage is that it starts today, so you benefit from the savings immediately."
Objection 2: "I don't come to the dentist often"
"That's actually when the membership helps the most."
"It helps keep you on track with preventive care and protects you financially if something unexpected comes up."
"Our goal is to keep small problems from becoming big ones."
Objection 3: Patient compares it to insurance
"That's a great question."
"This isn't insurance. It's actually much simpler."
There are:
- No deductibles
- No waiting periods
- No annual maximums
- No claim denials
"It's simply a membership that allows our patients to receive care at reduced fees."
Step 6: Close Confidently
6 Assumptive Close
"So what we'll do is go ahead and enroll you so you can start saving today."
"It only takes a minute."
Pause.
"Would you like to use the card you have on file, or a different one?"
Periodontal Membership Script
For patients diagnosed with periodontal disease, use this specialized script:
Step 1: Acknowledge the Diagnosis
"Based on today's exam, the doctor diagnosed periodontal disease, which means we'll need to keep a close eye on your gums with regular periodontal maintenance visits."
"Our goal is to protect your teeth and prevent the infection from progressing."
Step 2: Introduce the Membership
"If you don't currently have dental insurance, we do offer a Perio Membership through Clerri that helps make this type of care much more affordable."
Step 3: Explain the Benefit
"The membership includes your periodontal maintenance visits and also gives you discounts on any other treatment you may need."
"It's designed specifically for patients who need ongoing gum care."
Step 4: Focus on Prevention
"Most patients find the membership costs much less than paying for each visit individually."
"And more importantly, it helps prevent more serious and expensive problems later."
Step 5: Monthly Option
"You also have the option to break the membership into easy monthly payments, so you don't have to pay everything upfront."
Step 6: Close
"Would you like me to go ahead and enroll you so you can start receiving the discounted rates today?"
Team Training Reminders
Key Points
- Present it to every uninsured patient
- Recommend it with confidence — don't sound unsure
- Focus on helping patients afford care
- Show the savings visually whenever possible
- Remember: we are guiding patients, not selling to them
Remember
The Clerri Membership is a tool to help patients access the care they need. When presented with confidence and compassion, it serves both the patient and the practice.