Pain Points: What Keeps Dentists Awake at Night

“When you’re promoting a new product, material or service, make sure you explain how it solves a problem for your client. For instance, to the dentist, the fact that a 3D-printed denture can be replaced quickly and easily if the patient loses it is more important than the fabrication technique your lab is using,” said Rob Laizure, EVP, Value Creation & Strategy, Harvest Dental Products, during a panel discussion sponsored by CIMsystem Americas at LMT LAB DAY Chicago.

Laizure’s comment underscores the importance of understanding your customers’ pain points. Armed with the knowledge of your dentists’ frustrations, you can more successfully tailor your marketing efforts. Case in point: the owners and managers featured in our cover story—who share their strategies for increasing sales from existing clients—clearly understand their clients’ challenges and how to add value to the customer experience....