How to Talk About Membership Plans During Open Enrollment

Simple scripts, real-world tips, and a cheat sheet for your front office team

Open enrollment season can be overwhelming for patients and for your team. Between insurance changes, schedule bottlenecks, and end-of-year to-dos, it’s easy to overlook a key opportunity: signing more patients up for your membership plan.

But with the right scripts and tools, your team can confidently introduce your plan to more people. 

None of the pushy sales tactics required.

Why Now’s the Time to Talk About Membership Plans

This time of year, patients are actively thinking about coverage. Some are losing it. Others are trying to figure out what their new plan even includes. Many are looking for clarity and stability.

Your membership plan offers just that. It’s simple. It’s affordable. And it gives patients a reason to keep coming back, no matter their insurance status.

But most patients don’t know that, unless your team brings it up.

The Key? Confidence and Clarity

The best conversations about membership plans don’t feel “salesy.” They feel like problem-solving. Here are a few ways your team can frame the conversation in everyday situations:

During Scheduling:

“We have a membership plan that covers preventive care and makes visits more affordable, even if you don’t have insurance. Would you like me to send you the details before your appointment?”

At Checkout (especially after treatment plans):

“A lot of our patients are choosing our membership plan because it makes their routine care more predictable. If you’re interested, I can walk you through what it includes.”

When Discussing Insurance Changes:

“If your coverage is ending or changing, we offer an in-house membership plan that gives you access to care without dealing with insurance.”

Make It Easy to Say Yes

The more you normalize the conversation, the easier it is for patients to engage. Try adding plan information to:

• Appointment confirmation emails
  
• New patient paperwork
  
• Your website and social media channels
  
• Flyers or QR codes at the front desk
  

And if you’re offering monthly payments through DentalHQ? That’s a huge selling point. People are used to budgeting this way, and it makes the plan feel more accessible, especially during uncertain times.

Bonus Resource: Your Open Enrollment Cheat Sheet

We’ve put together a free front office resource you can download, print, and keep at your desk. It includes conversation starters, FAQs, and a one-sentence plan explainer your whole team can use.

[Download the Cheat Sheet] or book a quick call with our team to set up a plan that boosts sign-ups this open enrollment season.