How to Thrive—Not Just Survive—When the Economy Slows Down

When the economy tightens, dental patients start to think differently. They may delay treatment, prioritize only what insurance covers, or ask more questions about cost. But recession doesn’t have to mean retreat.

In fact, some of the most successful practices today were built—or significantly grew—during economic slowdowns.

If you’re looking for ways to stay busy and profitable during a recession, here are proven, creative strategies that can keep your schedule full and your bottom line strong.

1. Focus on Preventive and Recurring Revenue

Patients might delay big procedures, but most will still say yes to:

• Exams

• Cleanings

• X-rays

• Periodontal maintenance

• Fluoride treatments

This is your opportunity to double down on prevention. Build systems to ensure that every patient is scheduled for their next visit before leaving. Reactivate overdue patients. And train your team to emphasize the long-term savings of preventive care.

Pro Tip: Use your hygiene department as your growth engine—it’s your most consistent source of production during downturns.

2. Launch or Promote an In-House Membership Plan

Many patients lose dental benefits during a recession. Others are underinsured. An in-house membership plan gives them affordable, predictable access to care—and gives you recurring revenue.

Offer:

• 2 exams, 2 cleanings, 1 set of x-rays annually

• 10–20% off restorative or cosmetic work

• Perio maintenance and child plans as needed

Patients love it, and it positions you as a patient-first practice, not insurance-dependent.

3. Optimize Case Presentation and Financing

When money is tight, patients aren’t necessarily saying “no”—they’re saying “not now” or “can I afford it?” Equip your team with tools to overcome that hesitation.

• Break large cases into phased treatment plans

• Offer third-party financing (CareCredit, Proceed Finance, Sunbit)

• Provide in-house payment plans for trusted patients

• Train your team to present treatment in terms of value, not just cost

A recession is the best time to make your care more accessible—not cheaper.

4. Reactivate and Re-Engage Existing Patients

You don’t need to spend thousands on marketing to stay busy. Often, your best source of production is already in your database.

Create a reactivation campaign for:

• Patients who haven’t been in for 6+ months

• Treatment plans that were presented but never accepted

• Patients who had insurance last year but haven’t returned

Send texts, emails, or postcards with:

• Friendly reminders

• Seasonal incentives (e.g., “Use Your Benefits Before They Expire”)

• Personalized messages from the doctor

Bonus: Assign a team member as your “reactivation champion” and track progress weekly.

5. Get Smart with Marketing—Don’t Go Dark

While competitors cut marketing during slow times, you can gain market share by staying visible.

Focus your messaging on:

• Affordability and financing

• Trust and transparency

• Solutions for uninsured patients

• Same-day or emergency care availability

Keep your Google Business profile updated, collect 5-star reviews, and share patient success stories on social media.

6. Offer Same-Day Treatment to Maximize Each Patient Visit

When patients are in the chair, time is of the essence. Use same-day dentistry to:

• Increase production per visit

• Reduce cancellations and no-shows

• Boost patient convenience and satisfaction

Same-day crowns, fillings, or hygiene + restorative combos help you do more with the patients you already have.

7. Evaluate Your PPO Mix

During recessions, it’s tempting to join more plans just to stay busy—but busy doesn’t always mean profitable.

Instead:

• Audit your PPO contracts

• Identify high-volume, low-reimbursement plans

• Consider negotiating or dropping unprofitable ones

• Shift patients to in-house plans or fee-for-service options where possible

Remember: The goal is productive, profitable chair time—not just a full schedule.

8. Offer High-Value, Low-Cost Services That Drive Referrals

You don’t have to discount everything—but strategic low-cost services can help you attract and retain patients.

Consider offering:

• Complimentary second opinions

• Whitening specials or bundles

• “New patient” packages with X-rays + exam + cleaning

• Smile makeovers or Invisalign previews using digital scans

These services build trust and get people talking—referrals go up when people feel you’re going the extra mile.

9. Maintain a Strong Team Culture

Your team feels the pressure too. During a recession, morale can drop—but it doesn’t have to.

Keep your team:

• Involved in production and growth goals

• Celebrated for wins, even small ones

• Trained and confident in communication and case presentation

• Focused on delivering exceptional patient experiences that lead to referrals and reviews

10. Stay Calm, Strategic, and Proactive

The practices that suffer most during a recession are the ones that freeze—cut marketing, avoid decisions, and just hope it gets better.

But the practices that thrive?

They stay flexible. They track data. They focus on value. And they lead with confidence.

The Bottom Line

Recessions challenge you to be smarter, leaner, and more intentional. But they also offer a chance to fine-tune your systems, deepen patient trust, and build long-term loyalty.

So no—you don’t need to fear the downturn.
You just need a strategy that keeps you busy, profitable, and focused on what you can control.

Benjamin Tuinei

Founder - Veritas Dental Resources, LLC
Phone: 888-808-4513

Services:
PPO Fee Negotiators | PPO Fee Negotiating | Insurance Fee Negotiating
Insurance Credentialing | Insurance Verifications

Websites:
www.VeritasDentalResources.com | www.VerusDental.com