ADDING VALUE TO YOUR SERVICE – FOR PRACTICES, THIS COULD BE HOW THEY SAY ‘YES’ Leave a comment
When choosing a laboratory, cost will often be a factor in a practices’ decision-making process. Some will simply go for the cheapest option if they’ve done their research, trawled the reviews and have decided that there isn’t much else between you and another lab down the road. But others will look beyond the price point for treatment, and will take into consideration how much value they will be getting.
The majority of consumers are willing to pay more if it means they are getting added value for their money. But this must be genuine. A sleek and beautiful website will make a great first impression, but if you don’t tick other boxes it may leave them thinking that they’re paying for style over substance.
BUILD ON THE BASICS
Added value, the extras that can make a difference, must be built on top of a solid foundation of basics. That means getting all the fundamentals right, like having a polite and knowledgeable team and ensuring that all messages and enquiries are responded to promptly. Keep reviewing your administrative processes and don’t underestimate how frustrating inefficiency is. Ensure your website fulfils its intended functions. Even if yours is a straightforward, ‘this is who we are and this is what we do’ website, all information must be up-to-date and links must work. Ask your customers both loyal and new what you could be doing better. This indicates to them that you are committed to exemplary service and that you want them to keep coming back.
When you are promoting the work you do, mention the equipment and materials that you use to create your products. The practice may choose to pass these details on to the patients as, if they are marketing themselves as a centre of excellence, people will want to know that they will be enjoying the advantages of cutting-edge technology and high-end products. The dental team is really an extended circle of skilled professionals, clinicians and artists with the patient in the middle. If they are directly benefiting from the choices their dentist has made, they will be happy to pay for the best.
HAPPY PATIENTS MEAN HAPPY PRACTICES
More practices are seeing the advantages of digital, because digital workflows tend to be smoother and shorter, resulting in enhanced comfort and convenience for busy patients. CAD/CAM in particular has enabled simplified treatment and less chair time, also the fabrication of better prostheses. Better, because they look and fit so well and patients don’t have to wait so long to get the smile of their dreams. For anyone hesitating about saying “yes”, or in two minds about where to go, the fact they will see wonderful results faster thanks to digital processes may be what tips the scales in favour of acceptance.
Successful outcomes delivered with added value in mind require reliable materials, so make sure you only source premium, high-performance products. Choose respected brand names that are designed to offer comfort, aesthetics and stability – the functional, optical and mechanical qualities that people expect when they are investing in treatment. Prosthetic components should be designed to deliver in a wide range of clinical scenarios; if you don’t need to buy in additional stock for certain cases, this is another way to keep value high.
PRODUCT CHOICE IS KEY TO VALUE
The materials you use will mean you can offer your supplying dentists fully customised products, so they can promise high-quality, high-value dentistry which is both ethical and unique. They must be great to work with, too! Simeda® prosthetic components for CAD/CAM available from Anthogyr – a Straumann Group brand – are not only ideal if you need any type of single or multiple-unit restorations, or angulated restorative access, but this is a complete prosthetic range that combines innovation, high precision and value. Simeda® can be a solution for any laboratory, making the advantages of CAD/CAM accessible to all. Products are able to be prepared from STL files, but crucially prostheses can be designed from non-digitised models as well as digitised ones. Every customer will also benefit from ongoing technical support and service, with bespoke guidance from experts, also training if required. For added convenience you can order online
A business must always find ways to add value and a dental laboratory is no different. Budgets may be squeezed, but practices getting more for their money will promote satisfaction and happier patients who will be more inclined to want to stay in good health. Add value to your service in a number of ways, including the equipment and prestige materials you use to deliver more beautiful, more precise work more comfortably and faster.
For more information on the industry-leading Anthogyr solutions from the Straumann Group, please visit www.straumann.com
