Upsell Sequence for Dentists Email Guide
Why Upsell Sequence Emails Fail for Dentists (And How to Fix Them)
You just invested in a new intraoral scanner. It's modern.
But if your patients don't see the value, it's just an expensive paperweight. Many dentists find that after a patient accepts an initial treatment plan, there's often missed potential to offer additional, highly beneficial services that could improve their oral health and practice revenue.
You've already built trust; now it's about deepening that relationship. An effective upsell sequence isn't about pushing unnecessary services.
It's about educating patients on comprehensive care, reinforcing their trust in your expertise, and ultimately, improving their long-term oral health while boosting your practice's bottom line. It transforms a transaction into a continued relationship.
The templates below are designed to help you gently introduce advanced treatments and premium services, turning satisfied patients into fully engaged partners in their dental health journey.
The Complete 3-Email Upsell Sequence for Dentists
As a dentist, your clients trust your recommendations. This 3-email sequence helps you introduce valuable tools without sounding like a salesperson.
The Congrats
Celebrate their purchase and validate their decision
Hi [First Name],
We wanted to take a moment to acknowledge your recent decision regarding your oral health. Choosing to move forward with your [RECENT TREATMENT, e.g., restorative work, hygiene visit] is a significant step, and we're truly pleased you've entrusted us with your care.
It shows your dedication to maintaining a vibrant smile and overall well-being. This commitment is the foundation for long-lasting dental health, and we're here to support you every step of the way.
We believe in helping our patients with the best possible care, and your proactive approach is something to celebrate. Your comfort and health are always our top priorities.
As you continue on this path, remember that consistent care and informed choices make all the difference. We're excited to see the positive impact of your decision.
Best, [YOUR NAME]
This email uses the psychological principle of post-purchase rationalization. By congratulating the patient on their decision, it reinforces their belief that they made the right choice, reducing any potential buyer's remorse and strengthening their trust in your practice. It also sets a positive tone for future communications.
The Upgrade
Introduce the enhanced version or add-on
Hi [First Name],
You've already made an excellent choice for your oral health with your recent [RECENT TREATMENT, e.g., hygiene visit, crown placement]. Now, consider how you can take that commitment even further for optimal long-term benefits.
We've seen how effectively [PRODUCT NAME] helps patients like you maintain superior oral hygiene and prevent future issues. This advanced solution complements your current care, offering enhanced protection and peace of mind beyond what traditional methods provide.
Think of it as the next level in safeguarding your smile. [PRODUCT NAME] is designed to [SPECIFIC BENEFIT 1, e.g., target plaque in hard-to-reach areas] and [SPECIFIC BENEFIT 2, e.g., promote healthier gums], ensuring your investment in your dental health truly goes the distance. We'd be happy to discuss how [PRODUCT NAME] can specifically benefit you during your next visit, or you can learn more about it on our website.
It's about giving you every advantage for a truly healthy future.
Best, [YOUR NAME]
This email introduces the concept of 'the upgrade' by framing the new offer as a natural progression from their initial purchase. It uses the 'better value' principle, suggesting that while their current choice is good, an even better option exists. By focusing on enhanced benefits and long-term prevention, it appeals to the patient's desire for optimal outcomes and continued well-being.
The Limited Time
Create urgency for the upsell offer
Hi [First Name],
A quick reminder about the special opportunity to enhance your oral health with [PRODUCT NAME]. This unique offer, designed to give you superior protection and lasting results, is available for a limited time only.
We understand life gets busy, but we don't want you to miss out on the chance to secure [PRODUCT NAME] at this advantageous rate. Many patients find that this addition to their routine makes a significant difference in preventing common issues and maintaining their brightest smile.
This special offer for [PRODUCT NAME] will conclude on [DATE, e.g., Friday at 5 PM]. After this, the regular pricing will apply, and we won't be able to extend this particular benefit.
Take this final moment to invest in an even healthier, more confident future. Simply reply to this email or call our office to secure your [PRODUCT NAME] before it's too late.
Best, [YOUR NAME]
This email employs the scarcity principle and loss aversion. By clearly stating a deadline and emphasizing what the patient will miss out on (special pricing, enhanced benefits), it creates urgency and motivates immediate action. The 'final reminder' framing also gently nudges those who might be procrastinating.
4 Upsell Sequence Mistakes Dentists Make
| Don't Do This | Do This Instead |
|---|---|
✕ Assuming patients fully understand all treatment options presented in a single chair-side conversation. | Follow up with clear, concise digital information or a dedicated email sequence explaining complex procedures and their benefits in simple terms. |
✕ Only discussing potential upsells or additional treatments during the initial consultation. | Integrate a structured upsell sequence that introduces complementary services at appropriate points after the patient has committed to their primary treatment plan, allowing them time to consider. |
✕ Overwhelming patients with too many details or hard-selling advanced procedures immediately. | Focus on education and patient-centric benefits in a phased approach. Frame upsells as enhancements to their existing health goals, not just additional costs. |
✕ Neglecting to re-engage patients who accepted basic treatment but declined advanced options initially. | Segment your patient communication. For those who declined, send tailored content that addresses common concerns or introduces new information about previously declined services, perhaps with a future incentive. |
Upsell Sequence Timing Guide for Dentists
When you send matters as much as what you send.
The Congrats
Celebrate their purchase and validate their decision
The Upgrade
Introduce the enhanced version or add-on
The Limited Time
Create urgency for the upsell offer
Timing is critical. Send within days of the initial purchase.
Customize Upsell Sequence for Your Dentist Specialty
Adapt these templates for your specific industry.
General Dentists
- After a successful hygiene recall, offer an upgrade to a premium electric toothbrush or advanced fluoride treatment, explaining long-term benefits for decay prevention.
- For patients accepting basic restorative work, introduce digital scanning for future crown fabrication or a subscription for in-house whitening, positioning it as comprehensive care.
- Utilize Dentrix or Open Dental patient notes to identify patients who might benefit from sleep apnea screenings or custom athletic mouthguards, then follow up with targeted emails.
Cosmetic Dentists
- After a patient completes a whitening treatment, suggest bonding or veneers to address minor imperfections, framing it as the next step to a truly 'perfect' smile.
- For patients considering a single cosmetic procedure, introduce a full smile makeover consultation, showcasing how multiple treatments create a cohesive, stunning result.
- Use Weave or RevenueWell to send follow-up messages to patients who expressed interest in clear aligners but haven't committed, perhaps offering a virtual consultation.
Pediatric Dentists
- After a child's successful check-up, offer dental sealants for permanent molars or custom-fitted mouthguards for active kids, emphasizing preventive care.
- For parents of toddlers, introduce early orthodontic evaluations or nutritional counseling for oral health, highlighting long-term benefits for development.
- Create an 'Oral Health Superheroes' package that includes a premium toothbrush, special fluoride rinse, and regular check-ups, making prevention fun and easy for parents.
Orthodontists
- For patients choosing traditional braces, introduce clear aligner options or accelerated treatment technologies as an upgrade, focusing on aesthetics and speed.
- After treatment completion, upsell a comprehensive retention program that includes a permanent retainer and a set of clear removable retainers, ensuring lasting results.
- For parents bringing in one child for a consultation, suggest a family orthodontic assessment, positioning it as a proactive approach for siblings.
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