As we embark on a new and exciting year filled with incredible possibilities, it is a wonderful time for us as dental laboratory owners and managers to contemplate and reflect upon our laboratory's true value proposition. Meaning, what is it that we offer our dentist clientele and how do we differentiate ourselves from the competition? What has our clientele grown to depend on us and our laboratories for? What may be pain points that we can provide greater value or an easier solution for? A value proposition is a clear statement that explains how your product or service solves your customer's problem, delivers specific benefits, and tells them why they should choose you over the competition. It is the reason for a customer to want to buy your product or service.1 The answer is as unique and different as we are.
For some dental laboratories, the value proposition may be an elevated level of quality or level of service that is highly sought after or desired. Dentist clients are potentially adding services because of their alignment with your laboratory, thereby adding to their revenue streams and growth. It may also be a certain process or solution that is unique to your laboratory that is a huge value-add clinically, making their processes and/or workflows easier. Whatever that value proposition is, make sure you are fulfilling those expectations and often exceeding it to maintain good standings with your clientele.
Reflect upon your laboratory's value proposition from the lens of your current clients or those with whom you would like to engage. Determine their pain points and what the laboratory may offer as solutions, which you are uniquely aligned to provide. You may introduce a novel solution that would benefit your dentist clientele tremendously with a greater path to revenue, better clinical outcomes.
What do we want in our professional associations to better our professional outcomes? Make sure you understand that well, plan for it, communicate it, and work tirelessly to ensure that perceived value is front and center in your laboratory so that you can continue to provide excellence for your dentist clientele.
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References
1. GoBig Creative AI website. 7 powerful value proposition examples you need to see and how to create your own. https://gobigcreative.ai/blog/7-powerful-value-proposition-examples-you-need-to-see-and-how-to-create-your-own. Accessed January 7, 2025.
