How to Sell More Dental Products at Your Clinic
Selling oral health products at your dental clinic is one of the easiest ways to increase profits. You may only make a small amount on each product you sell in comparison to your treatment margins, but this quickly adds up into large takings.
Unfortunately, so many clinics don't bother trying to push dental products to their patients. Usually, these dentists believe that their patients will never buy from them because prices at local supermarkets are cheaper. While it's true that you won't be able to compete on price unless you're dealing with very high volumes of product, there are so many other points you can compete on: quality, convenience and support.
If you want to sell more products at your dental clinic, take a look at these simple tips.
Only Stock the Best Products
Most large supermarkets have a sizeable range of toothpastes, toothbrushes and the like. However, supermarkets choose their product ranges primarily based on prices and margins. If you choose your product range based on customer satisfaction, you've already set your clinic apart from those retailers. Using your dental knowledge and online research, make sure you choose a range of products that really work. That way, even though your prices will be higher, your patients will still buy from you because they'll be getting a lot more for their money.
Offer Rewards and Freebies
Don't be afraid to offer your patients free products and rewards for their loyalty. Many clinics avoid giving patients something for nothing because they're afraid of the financial losses, but freebies are actually very-low-cost, high-margin marketing options when done right. Imagine, for example, that you offer patients a free tube of premium-quality toothpaste with their first hygienist cleaning session. The toothpaste may cost you a few dollars, but when your patients use it and see that it really works far better than the supermarket alternatives, they'll be sure to buy another tube the next time they visit, and the next time after that too. Remember to promote your rewards on social media as well for maximum uptake.
Learn About Your Products
One thing no supermarket will ever give your patients is dental advice. The workers in the local shops can tell your patients where the toothpaste is, but they have no dental knowledge—and, therefore, know nothing about the products they're selling. This is where you have the advantage. Answering customers' questions about the dental products you have on offer is a great way to convince them to buy, so make sure you learn the products you're selling inside and out. Just remember to focus on the benefits, not the features. Don't tell your patients all about an active ingredient they don't understand; instead, tell them how that ingredient helps keep their teeth white or reduces sensitivity.
For more information, contact a company that sells items like Oral B products.