How to sell to dentists: finding new customers as a dental supplier
For a dental supplier, finding new customers is harder than it looks. There are many dental practices, but dentists have little time, receive lots of offers and tend to buy from people they already know.
A practice owner spends the day in the chair. Sales calls arrive at the wrong moment, emails pile up, visits have to be squeezed in between patients. It is not a lack of interest: it is a lack of time.
Traditional channels still work, each with a limit. An agent builds relationships, but costs money and covers one area at a time. Trade fairs bring contacts, but once a year. Cold calls rarely reach the owner. And cold promotional emails are regulated differently from country to country, often requiring prior consent even when the recipient is a professional.
There is, however, one moment when the dentist is actively looking: when they need a product. They search by name, by code, by type, often in the evening after the practice has closed. Whoever appears at that moment has a huge advantage over whoever waits to be called.
Being found at that moment takes three things. The first is being present where the dentist searches, with clear product pages: product name, brand, code, sizes, pack contents. The words dentists type are technical ones, and the product page must contain them.
The second is making the first purchase easy. A visible price, clear availability, the option to order straight away. A small first order, placed without phone calls, is often the start of a long relationship.
The third is getting known before the need arises. A hands-on course, a demonstration, a useful piece of content: a dentist who has seen you once recognises you when they come across your name.
A dental marketplace like Oralzon works on exactly these three points. Your products appear when the dentist searches, in eight languages. The first order takes a few clicks, with payment at the time of purchase. And the section dedicated to courses lets you publish your events for free, visible to dentists in the country where they take place.
In all honesty, no channel brings customers on its own. Oralzon is in its launch phase, and results come with well-kept product pages and with time. But every product page you publish keeps working even when you are not selling.
If you want to see how your products would look to a dentist who is searching, you can explore the vendor dashboard in a demo store, without signing up.
In short: dentists have little time and buy from people they know, traditional channels work but have limits of cost and coverage, the best moment is when the dentist is searching for a product, being found takes clear product pages, an easy first purchase and a presence that builds trust, and a dental marketplace works on all three.