When it comes to building your bottom line, your best sales prospects can be those who already have demonstrated trust in your laboratory: your existing client base. Not only is it easier than targeting new customers—since your current clients already know you and your work—it’s also more cost-effective: experts say it costs at least three times more to find a new customer than it does to sell more to an existing customer.
Given that most dentists use two to three laboratories, there’s likely room to get more volume from the clients who aren’t sending you the majority of their work. Honing in on what they’re sending to other laboratories or analyzing customer sales reports can help you target your promotional materials and identify cross-selling opportunities.
Here, laboratory owners share a host of strategies for increasing revenue streams from existing clients—while simultaneously enhancing long-term...
