Need ideas on finding a new account

[Travis]

One of my primary accounts who worked for a dental corporation moved from the town I live in to New York and now works as a pediatric dentist. My primary account is slow right now and I need to go find work.

I tried finding work when I started two years ago and I had no luck. I went to twenty local offices and tried talking to the doctors. I only talked to two doctors and they were happy with their current labs. I offered to do a free crown to show them the quality or work I can provide but that did not help.

I consider the work I do high end, my crown fee right now is at 102.00 plus metal. I know there are cheaper labs and I know there are more expensive labs.

I do not know what I can do to get more work. I am the only local lab within thirty miles of the town I live in. I have been thinking about mass mailings, any thoughts?
I only need one account.

[trisha]

Originally Posted by Travis

I went to twenty local offices and tried talking to the doctors. I only talked to two doctors and they were happy with their current labs. .

In my humble opinion~

I would suggest that you follow up on the Drs that you were not able to meet face to face. I would talk with the potenial drs on the phone and get them to give you a few minutes of your time. Some time the front desk will screen calls to the dr, if this occurs I would ask when a good time to reach the dr is or scedule an appt for a luncheon.

Make sure that you let the doc know that you are not a new large lab that is trying to saturate the market. Sell yourself on the fact that you are a lone operator and would be catering to his office.

If there is a dental college nearby you can find out who the graduating class is and if any are going to stay local maybe you could let them know about your services. They are also a small business and drs just starting practice might just give you a chance based on the fact that you are trying to go it alone too!

You might also want to think about expanding your distance to more then 30 miles from your operation.

Offering a free trial (crown) is a great idea. How about asking the 2 doctors that you did business with if they have a friend that would be interested in using your services.

Hope this info is helpful

[Travis]

Originally Posted by trisha

In my humble opinion~

I would suggest that you follow up on the Drs that you were not able to meet face to face. I would talk with the potenial drs on the phone and get them to give you a few minutes of your time. Some time the front desk will screen calls to the dr, if this occurs I would ask when a good time to reach the dr is or scedule an appt for a luncheon.

So you think the best way to start is on the phone?

Originally Posted by trisha

Make sure that you let the doc know that you are not a new large lab that is trying to saturate the market. Sell yourself on the fact that you are a lone operator and would be catering to his office.

This is a great point, I will use this.

Originally Posted by trisha

If there is a dental college nearby you can find out who the graduating class is and if any are going to stay local maybe you could let them know about your services. They are also a small business and drs just starting practice might just give you a chance based on the fact that you are trying to go it alone too!

No, nothing like that here. Philadelphia is four hours away. I don't think I would want a new Dr. account. I wouldn't have to spend time explaining or showing him everything thats wrong or needs to be done. Ive seen good labs curse about new dentists because of there lack of knowledge.

Originally Posted by trisha

You might also want to think about expanding your distance to more then 30 miles from your operation.

I would think keeping it local would help to sell myself. I was wrong with this thought.

Originally Posted by trisha

Offering a free trial (crown) is a great idea. How about asking the 2 doctors that you did business with if they have a friend that would be interested in using your services.

I have asked them before if they could refer me to other dentists they might know and they both told me they didn't have anyone they knew of.

Originally Posted by trisha

Hope this info is helpful

Thank you.

[trisha]

Originally Posted by Travis

So you think the best way to start is on the phone?

If you have already delivered the information to the office yourself and were unable to speak with the doc at that time, then I would follow up with a phone call and make sure you get a chance to at least talk with the doc on the phone and ask if they had a chance to look over your information or if he has any questions. Your biggest goal should be meeting face to face, thats why I suggested a lunch. Always follow up with a letter of either your phone conversation or face to face meeting and reiterate your good point, thank you for your time and so on.

Good luck in your mission

[labdude]

10/27/07
You seem to be limiting yourself, you only need one account.
So what if you get 2 or 3 small ones. It will create a more stable situation for you.
I work in Orthodontics. I do all the appliance work, my wife does invoices.
We have a base of 35 doctors we work for, we do approx. 300 cases a month. Could be a simple retainer, could be a Herbst. Sometimes heavy, sometimes just right.
I went to A.A.O. meetings as an exhibitor, expensive, but the return can't be touched. I have worked for 1 account in Illinois for 22 years. That is enough return to pay for the 3 A.A.O. meetings I went to, and then a lot more.
I also attended I don't know how many P.C.S.O. meetings. Mostly 1 day meetings where you can exhibit your work.
I'm sure there must be similar meetings for General dentists, maybe in Philly?? Maybe just one day as well for you to exhibit. These type of things I have found work the best. No Doctor will spend much time with you if he isn't interested on some level in your work. Saves everybody time.
I've been doing Ortho lab work for 38 years, on my own since 1980.
Mike.

[trisha]

Hi Labdude,

Great point~I strongly agree with not limiting yourself to just 1 more doctor.

You have been making retainers for a loooong time! Pardon my ignorance, but what is P.S.C.O.?
That is great that you are able to go to AAO conferences. Do you learn any new ideas or technologys about ortho at the conference?

[labdude]

Hi Trisha,
To avoid highjacking the thread, I started a new one. Orthodontic lab jabber.
PCSO explianed there.
Mike.
Edit: Went to Orthodontic forum as well.
10/28/07.

[Travis]

I spent one day last week calling offices trying to talk to the doctors, I called six and out of those six one was willing to talk on the phone. He did seem interested in sending me a case. Later that day I dropped off information at three of the offices, his included. I will do a follow up calls this Thursday.

Originally Posted by labdude

10/27/07
You seem to be limiting yourself, you only need one account.
So what if you get 2 or 3 small ones. It will create a more stable situation for you.

Mike.

I do have all my eggs in one basket. I am currently enrolled with the ASMDT program and hope to finish by next august. I have so much going on, and now with this web site. Its not that I am limiting myself I just have no time for more than ten crowns a week. Last week was the first week I saw less than five units. Thats why I am asking for this advise.

[trisha]

Great Travis~You have your foot in the door that is 1/2 the battle. Please, keep us posted.

trisha

[labdude]

Hi Travis,
What's ASMDT??
Mike.

[clearH2O]

DNT is great. I read Travis thread from begin. It is good to see Travis on his path to success and hope there are more opinions.

[Travis]

Originally Posted by labdude

Hi Travis,
What's ASMDT??
Mike.

Welcome to ASMDT, the American Society of Master Dental Technologists!

Technicians that have the MDT title on there name.

[labdude]

Hi Travis,
Thanks for the info and the web site.
I don't have a problem with MDT or CDT or other such organization. Not at all.
I have a personal pecularity that has developed over the years.
I did look into CDT back in th 70s. Also a little in the 80s, whenever it was mentioned some where. I have talked with CDTs that said it was helpful, some said it was not a big deal to them.
Please understand, I am adamant, I have no problem with these organizations being there.
Over the years for myself, I have not found them useful as I don't feel a need for approval of an organization, or my peers. Not trying to be harsh.
I have had experience with OSHA, and on and on in many areas. I found the most useful thing was Orthodontic Conventions. Both for info concerning my particular lab, and for business type things. ( Office and billing etc.)
Again, not trying to be harsh or such, just my personal pecularity.
I am not here to pollute the industry. It has been put to me many years ago that I was. Things like that just fuel my fires.
I hope we all get along fine here and share.
Mike.
The Dude. Your Dudeness. Labdude, etc.

[Travis]

I have been told this before, spend your money on other stuff, save your money. I think and believe that I need whatever advantage I can get to get good accounts. I need to be two steps ahead of everyone else. I have no one to learn from, and courses are very expensive. So I thought this is a good thing for me.

[labdude]

Hi Travis,
There is the real problem. A place or someone to learn your speciality from.
The CDT MDT ideas are a good place for info. While the courses available are expensive, and they also sometimes require that you go home afterward and refine what was taught to an updated ideal that will allow you to produce the item with speed and profit, the pay off is worth it.
The courses I took at the time I took them, were equivalent to 2 month net. They have paid back tremendously. Some paid back in a couple months. Take all the free simple courses you can get to as well. I attened a Ceramco course years ago, no use to me now in Ortho but it is nice to have a little more understanding of ceramics. Although what I learned is elementary. Course by Ceramco was mostly to get you to use their stuff. Still, there were tidbits of info. Seems to be that is how it comes to you. Bits and pieces, then some expensive learning of some sort.
Spend your free time noseing around, look into everything, every ad every lab online and their web sites, go to meetings if possible that a doctor you work for attends, as his lab person or such. Spend unreasonable amounts of time now. It will pay off later.
Thing to watch out for is becoming a total working fool like yours truely.
Hold them by the nose adn kick them in the A## Travis!!! Go get it!!
Mike.

[Brian]

Travis,

I'm a far cry from a marketing expert, however I noticed you used the word "high end". When you tack that handle to your lab, your fee's should reflect that!

As far as cold calls, you need at least 6 to 7 visits just to warm up to the dragon lady at the front. If you find an office that you want to do bidniss with, hit them once a week. You have to develop some type of relationship; ("they don't know you from Adam")

Another good tip; pictures of your work.. everyone claims they do fantastic work but pictures show it! Make a CD slide show with music and just drop them off at the front or find 8 pictures that you are happy with and once a week for 8 weeks drop one off and say hi! You may get restraining order or you might get some face time with the doc!
Show value!

"Myth One" I'm happy with my current lab! Ya right, no one is ever truly happy with anything.

[trisha]

Great points Brian.

The most important thing is KEEP IT REAL. I would not recommend going in as a hot shot salesperson. I often tell the girls why I want to see the dr. " I tell theim I am a lone operator and was wanting to talk with the dr about my services. I have yet to run into someone that was not receptive to me. The girls are really kind. Im not trying to be fluffy , but really just keep it real, it may sound simplistic but it has worked for me.

If I can get past the girls at the front desk you DUDES should have no problem.

trisha