Looking to bring incremental business to your practice? Look no further than tooth whitening. Here are seven ways to sell more whitening products to your patients. And the good news? Anyone can implement these ideas in their practice—no sales experience necessary.
Are you sending patient communications by email or text message? If so, these are effective channels to promote your latest services and products, like whitening. Include a brief mention of your new whitening products and promotions with all appointment reminders.
When selling whitening, it's important that your staff is comfortable with explaining your various treatments. Set aside some time to train your colleagues on the products your practice carries including the benefits of each, what types of patients they are best suited for, expected results, and at-home instructions. You can even practice role playing by acting out various situations you may face with patients.
Additionally, consider starting a friendly competition! Keep track of how many whitening products are sold by each staff member in a month—the winner can be rewarded with a gift card or day off.
Specials and limited-time promotions are a great way to encourage whitening purchases. Offer patients custom trays at a reduced price when they purchase a whitening kit. Or, give a sample to all new patients. Also consider discounts around the holidays or back-to-school time and promote these specials in your waiting room, website, and social media.
Did your patient mention they are getting married this year? Ask if they and their future spouse are interested in whitening their teeth before the big day.
Is your patient in need of restorative work soon? Remind them that restorations cannot be made lighter so if they have been considering whitening, it's best to do so before their dental work.
Is your patient almost finished with their clear aligner treatment? Suggest whitening for making their new smile extra bright.
There are many ways to effortlessly bring up whitening with your patients. Listen for the opportunities!
Have patients complete a brief questionnaire while they are waiting for their appointments. Include questions such as:
If patients express interest in whitening, you can present your practice's options during their hygiene appointments.
Keep a whitening menu in your waiting room. Firstly, it's a great way to remind your patients that your practice offers whitening. Plus, it also outlines all of the options patients can choose from and the various price points. This allows patients to review the assorted solutions and find a whitening treatment for their individual budget and personal needs.
Many whitening brands have marketing materials available for you to utilize in your practice, such as point-of-sale displays, brochures, posters, and digital materials for your website and social media. Although some of these items may be purchased, some may be complimentary with your purchase. Speak to your Henry Schein sales consultant to see what is available. And remember to place these materials around your operatory, waiting room, and on your practice's doors and windows. It's an effortless way to gain awareness for your whitening services.
Read Next: How to Use Tooth Whitening for Patient Generation and Retention [Infographic] »
This article is brought to you by White Dental Beauty, a worldwide leading tooth whitening brand exclusively distributed by Henry Schein Dental. Available in five choices of strength, including a mild concentration, White Dental Beauty can suit the needs of virtually every patient.