Three Free Crowns

Replies to This Discussion

Permalink Reply by Dental Sales Rep on November 3, 2009 at 6:35pm

a bit frightening if you ask me. I know a couple, well more than a couple that would go for it.

• ▶ Reply

Permalink Reply by David Engelsberg on November 3, 2009 at 9:29pm

As a dentist, when you advertise a service at an unusually low price, you tend to get bargain shoppers who will typically take advantage of the special and nothing else. Nor will they return to your practice as a loyal patient. My opinion would be the same for dentists who choose a lab based on 3 free crowns. Many may take advantage of this offer but I am certain that most are not the ideal clients the lab is searching for nor would i expect a long business relationship coming from the dentist.

On the other hand, this might be a great quality laboratory going to the extreme to get new clients.

Without giving things away, what other approaches can be used to overcome a dentist's complacency?

• ▶ Reply

Permalink Reply by Kevin McGonigal on November 4, 2009 at 5:52am

Here's a story about a doctor who gives away a free exam and xrays http://networkedblogs.com/p16568806 It's all marketing. The thought process is get the patient in the door and from there you can determine if they are a good fit for the practice .

When they come in for the free exam or the free crowns, you can start to explain how your practice works, what you expect from them and what they can expect from you. Not everyone will stay, but i bet it beats the phone book.

Kevin
www.openwideblog.wordpress.com

• ▶ Reply

Permalink Reply by Joe Donohue on November 4, 2009 at 2:41pm

Yes, but this isn't a dentist offering the free crowns, it is the Lab that is offering the crowns. Since quality crowns require a quality lab, it just sounds terribly suspicious.

• ▶ Reply

Permalink Reply by Kevin McGonigal on November 4, 2009 at 7:54pm

I think this is simply part of this labs' marketing budget. They are giving a dentist 3 opportunities to see if they are better than what they currently have. This type of add would appeal to anyone who was less than 100% satisfied with their current situation.

If a cell phone provider that I don't currently subscribe too called and offered me 3 free months with no hassle, no risk, and no out of pocket expense, I'd jump at it. If I felt better off I'd switch, otherwise I didn't lose anything. If I'm the doctor, I'd also send the same case to my regular lab for a real side by side comparison.

Kevin

• ▶ Reply

Permalink Reply by Scott Hartley on November 10, 2009 at 5:48pm

As a lab owner, I have tried this approach.... and it never worked!! It seems that the best way for me to pick up clients is to call on them in person and build a relationship. Also, it doesn't hurt to show up when they are mad at their current lab. It would be interesting to find out the results of this promotion.

One other thing.... I thought the copy was very nicely written. I think that the copy is what is going to get people to try them and not the free crown. Another factor to consider is the third party "endorsement". This, I believe, is the strongest persuader.

• ▶ Reply

Permalink Reply by Kevin McGonigal on November 10, 2009 at 9:18pm

When you say it didn't work, was it a lack of response, or did doctors just use you for a free crown?

• ▶ Reply

Permalink Reply by Scott Hartley on November 11, 2009 at 2:53pm

No response.....zip, zero, nada. Other "give away" promotions have not worked either. Only face to face meetings have worked. If anyone can tell me why these approaches haven't worked I am interested in your perspective.

• ▶ Reply

Permalink Reply by Ian Pryor on November 11, 2009 at 7:13pm

I am actually very familiar with Maverick Dental Lab. A few key points: They are all ex-Brasseler employees. They're from close to the Philadelphia Area. They also offer free burs if you use their lab service, so I also have them as my competition. I've asked a few of my customers how their quality is and all have responded that they have no complaints. I think this is just a marketing effort to try to bring in some new clients. However I have to agree with David, hacking away at prices usually brings in the wrong type of clientel. I would think that if someone were using a technique like this to bring in new clients, they would have to qualify the client using a one-on-one dialogue about the type of services they offer and their pricing. The free crowns will get them in the door, but you may not want to keep them!

• ▶ Reply

Permalink Reply by Marc Daichman on March 7, 2010 at 10:33pm

I heard the Madow Brothers advertise this for this lab,just don't believe in giving away anything,would rather offer another product(free diamond burs,etc) or something to 'add' value to your service,when it's free, I feel it lessens the value.

• ▶ Reply