Turning Credit Card Fees into a Strategic Conversation with Patients

By Fortune Management

As operational costs continue to rise, many dental practices are taking a closer look at credit card processing fees. While patients appreciate the convenience of paying with a credit card, those transaction fees can quietly cost practices thousands of dollars each year.

The good news is that there is no one-size-fits-all solution. Practices today have several options to help manage increasing processing expenses while still protecting the patient experience. The key is choosing the approach that best fits your practice culture, financial goals, and patient base.

1. Increase Overall Practice Fees

Some practices choose to slightly increase treatment or service fees during annual fee reviews to help absorb higher processing costs. This is simple for patients to understand and avoids separate payment-related conversations. Since price is usually not your differentiator, there’s low risk in price comparison.

2. Add a Credit Card Convenience Fee or Surcharge

Another option is charging patients a fee when they choose to pay with a credit card. It is important to understand that some states regulate or restrict surcharges. In addition, credit card companies have specific rules regarding disclosure, signage, and fee limits. Practices should always review current regulations and work with their merchant processor or legal advisor before implementing this strategy. If you take this path, you would also want to train your team thoroughly on language with patients.

3. Encourage Alternative Payment Methods

Many practices encourage ACH transfers, debit cards, checks, or cash payments as lower-cost alternatives to credit cards. This approach reduces processing expenses without raising fees, gives patients multiple payment choices, and is easier for patients to accept.

4. Review or Change Merchant Processors

Some dental practices are simply overpaying for processing services without realizing it. Reviewing your current merchant agreement or comparing providers can uncover significant savings.

Ultimately, the best approach depends on your practice goals, patient expectations, and financial situation. The most successful practices are not simply reacting to rising costs — they are evaluating options carefully, communicating clearly, and building systems that support long-term growth and patient trust.

For a complimentary fee schedule and merchant service review, please go here: https://lp.fortunenortheast.com/complimentary-dental-fee-schedule-review-0

If these are the kinds of challenges your practice is navigating, we invite you to join us at The Dental Leadership Challenge on June 5th. This virtual event brings together dentists and practice leaders to learn the five practices of leadership and the evolving realities of running a successful practice today.

The most successful dental practices are not simply reacting to change — they are learning how to lead through it.