The Answers Issue: Marketing

By LMT Communications, Inc.

Posted Feb 18, 2016


How can I get more work from current accounts?



Cross selling your services to existing customers—rather than getting new business from new accounts—is easier because they already know you and your work and they’re more likely to be enticed to try your other offerings. Given that most dentists use at least two laboratories, try to hone in on why your clients are sending work to another lab; it may be that they are simply unaware of all the services you offer.


Here are some other cross-selling strategies:




  • Every case that leaves your lab should have a case stuffer about the other services you offer.




  • Offer a “no-hassle” return policy to clients who want to try another department in your lab; promise a full refund if the dentist isn’t happy with...

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About The Author

  • LMT Communications, Inc.

    LMT Communications delivers the business strategies, information, dental laboratory news and education that dental laboratory decision-makers need to succeed. In Print. In Person. Online.

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