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Urgent! Potential first client willing to play ball...need help!

by JayBay
16 replies
Ok, so I'm super freaked right now.

I have the ear of a dentist who sent me this message


What is it you do?
Do you really think that you can get me 50 new patients a month?
I'll make you a deal...get me 10 new implant patients a month and I will pay you $5000 a month.

Also can you give me 3 dentists you are working with now as recommendations ?

Thanks,

I was going to offer this guy a weeks worth of free ppc provided he paid google's little $25 fee so that I could get a testimonial. I'm following a course on my own and I'm debating if the right way to get these leads would be to try ppc, facebook ads, youtube marketing or what. I already know I have to outsource because I'm not trying to mess this up. This could help me not be homeless by the end of this month.

What do you guys recommend? Sure fire way to get leads?

Also I'm new, the whole purpose of doing free work was to get the testimonials from dentists, I don't know why he glossed over that by asking for 3 recommendations. I feel so screwed. I don't even know how to react to this guy.

Also, I didn't say I could get him 50 new patients, I followed up with him with an info graphic about marketing ideas to getting new patients.
#ballneed #client #play #potential #urgent
  • Profile picture of the author iAmNameLess
    It would be helpful if you showed us the infographic that you used.

    To me, it sounds that you weren't marketing to him in a clear and concise way. His response doesn't even make him a lead, just someone that replied to you.

    His response is not a contract, do not plan on outsourcing and paying someone else when you don't even know if you will get paid.

    You've got to take a different approach. If you're really going to be homeless by the end of the month you have got to forget the FREE approach to build up your portfolio, you just have to get out there and grind it out. You don't have time for that luxury of building up some examples.
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  • Profile picture of the author JayBay
    Here's the infographic I don't think I'll be messing with any longer: http://crawfordandobrien.com/wp-cont...keingIdeas.jpg

    And yeah, I only planned on outsourcing with money in hand basically or else who'd do the work? lol. I just don't think I'll be following the course anymore, I don't want to bungle it and waste anyone's time, money plus my reputation.

    He doesn't even seem interested in any free route anymore. I just don't know how to react to this guy. This year already feels hyper crazy.
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    What can I do to be more helpful to you?

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    • Profile picture of the author savidge4
      Originally Posted by JayBay View Post

      He doesn't even seem interested in any free route anymore. I just don't know how to react to this guy. This year already feels hyper crazy.
      Uh you are mistaken there. he is all in with free... you get him the leads, he will pay. you dont get the leads, it cost him nothing.

      The BOTTOM LINE no ands ifs or butts. do you #1, have the capital to make it happen? and #2, do you think you can make it happen?

      Its Kenny Rogers time.. know when to hold em, know when to fold.

      If you are folding and running like a little school girl... well you need to rethink your prospect targeting.

      Cant put a 12 yr old Running back in an NFL game and expect him to make 100 yrds in a game... play to the level you are at.
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  • Profile picture of the author Jack Gordon
    Yeah, this is someone calling you on your bluff.

    I would not get too excited, as it seems there is practically no possibility you are in a position to deliver on this.

    Time to rethink your marketing campaign, and come up with a more realistic strategy for yourself.

    If you truly believe YOU can deliver this guy some qualified leads, then talk to him about a per-lead fee. I wouldn't start depending on outsourcers yet, as if you don't know how to manage them they will let you down and make you look bad.

    Back up, rethink, recalibrate. Good luck.
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  • Profile picture of the author DaniMc
    Do you have skills? Don't market something you don't KNOW how to deliver!

    There is a difference between knowing how to DO something - and knowing ABOUT something. This forum is full of people who know ABOUT a lot of things, but have actually done very little.

    If you haven't actually done much, then your skills are very low and you shouldn't be trying to get clients if you are only pretending.

    I'm not saying that is the case, but if you don't KNOW how to get clients for dentists, why are you marketing to them? It's confusing to me.
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  • Profile picture of the author DaniMc
    Originally Posted by JayBay View Post

    I don't know why he glossed over that by asking for 3 recommendations. I feel so screwed. I don't even know how to react to this guy.
    Because you have to understand how hard he has worked, and all that he has risked, to own a dental practice.

    This is a big deal! He isn't going to let just anyone come in messing with his business and his reputation. You can be certain, I ask the exact same thing before I let anyone touch my business.

    People offer to do things for me all the time - I'm the jerk that says "prove to me you can do this before we talk any further." 80% of the people out there saying they can help me are just pretenders and have no real skills.

    This dentist isn't bring mean - he is being practical. He is doing the right thing by asking for references.
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    • Profile picture of the author Jack Gordon
      Originally Posted by Dan McCoy View Post

      This dentist isn't bring mean - he is being practical. He is doing the right thing by asking for references.
      Exactly.

      You have got to get over yourself. The dentist owes you NOTHING. You are the one trying to sell him something, and it is up to you to put your salesman hat on now and convince him you have something worth buying.

      If you don't have something worth buying, now is the time to politely excuse yourself and rethink your entire strategy.

      This is where it gets real. If you don't have the stones for this part, it certainly doesn't get easier as the stakes get higher.
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      • Profile picture of the author Biz Max
        The 'lead' gave you a vital piece of information... you are promising too much

        I wouldn't believe you could get me 50 clients in a month. For that type
        of service (implants) I'd damn near burst out laughing if I were him.

        This is why he said get me 10 and i'd give you $5k. At least he gave you
        some insight to what that type of prospect is thinking.

        Use that. Drastically lower that promise down to 10, or less. If you offer
        something unbelievable you sell nothing. In order to catch a legitimate
        lead he must at least think there's a possibility. And many times you don't
        need to promise them the world to close the deal.

        Don't come off sounding like a 2012 internet marketer. That boat has sailed...
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      • Profile picture of the author DABK
        Like everyone says, do you know how to get him clients?

        Did you notice that he's interested in a particular kind? That he's willing to pay 1
        $100/lead?

        Can you get that kind of lead for that kind of money?

        If, yes, just take the job and ask for a referral when you're getting him leads and he's happy.
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  • Profile picture of the author bizgrower
    Sorry, you're not sounding ready to convert this suspect to a client, provide the needed service, pay outsourcers, and then get paid in time to make rent.

    You sound like you know of the techniques, but not how to do them.

    It is a good thing that you managed to get the ear of a Dentist.
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  • Profile picture of the author Skystar
    .
    50 new dental patients per month! Dreamsville! 5 per month - maybe, but 50? He'll pay you $5,000 per month for 50 new patients? Any dentist would pay a lot more than that. Stick with something more doable, hon. Here's a site you can use to market to chiropractors - they're always looking for new patients:

    800 CHIRO MARKETING: Marketing for Chiropractors

    Best of luck, lemme know if I can help you.
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    • Profile picture of the author yukon
      Banned
      Originally Posted by Skystar View Post

      He'll pay you $5,000 per month for 50 new patients? Any dentist would pay a lot more than that.
      It was $5K for 10 new patients, so $500 per patient.
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  • Profile picture of the author Matt Lee
    First off, never put yourself in a situation where you're backpedelling.... Wait, no, i didn't say that.. I mean... Make sure whatever you send, put your name on, upload to your blog - that it's not sending the wrong message.

    Then make sure that you under promise, and over deliver, every single time. That way you look like a rockstar when you deliver your results.

    Secondly, 5-10 new clients a month is not hard. But most dentists don't have a clue how to market - which is understandable considering they spend their day w/their faces inside other people's mouths.

    Most people will tell you not to take on projects you don't have experience with - and I agree to a certain extent, but you have to learn somehow. The best way to do it is to hire someone who knows what they're doing, then learn from them how they do it.

    The best way to get 10 clients for your dentist right now is going to be with paid ads. If i were you, I'd hire a part time PPC manager, (unless your experienced with PPC campaigns) I'm having good results with local awareness ads from FB. But Google & Bing ads are the other 2 i would make sure to be using as well. Don't get me wrong, PPC is expensive, but once you learn what your'e doing, or hire someone that already knows, the ROI is pretty sweet. .
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  • Profile picture of the author Rafay Zafar
    $500 per dental implant patient is doable but the problem is volume. finding 10 dental implant patients per month is going to be tough because implants cost a fortune.
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    • Profile picture of the author DABK
      What I find interesting is that the OP has not focused on this:
      dentist is willing to pay $5,000 for 10. If you look at the costs of implants, they go from 1500 to a lot, on average, it seems it's about $4,800-5,000 per tooth, with some (difficulty, location and type of clinic) being over $10,000.

      So, this dentist is telling the OP that 1 implant patient is worth $500 to him or around 10% of one tooth implant (lifetime value vs acquisition cost is a much lower percentage).

      But the OP could take the above into his sales presentations.

      Assuming the OP can deliver, now he's got to have a bit easier time selling (knows what some dentists want and how much they're willing to pay to get it).

      Devise a marketing plan that gets the dentist what he/she wants and leaves enough profit for you.
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  • Profile picture of the author Sandy Berth
    Dont be intimidated, he is just a guy like you are. You are both salesman. Currently he is a better one than you. Set up a quick meeting with him, have your contract in hand. Go in and tell him that you will bring him implant patients to him and you expect to be paid per patient you bring in. Do not guarantee you will bring him any certain amount, just guarantee him that you will bring him patients in and for that your price is $800 per patient. Tell him he has nothing to lose, he does not need referrals 1. because he does not need them, because if you do not succeed then he will not pay. 2. You are very selective and offer exclusivity to your clients and he is very lucky to have you. You are in control, do not let this guy take the power away form you that you have. Agree on a price, make sure you have backup(proof) that you have actually brought a patient to him, get the contract signed, and get your ass to work. SOunds like a great opportunity for you to make some decent cash. Remember you are the expert in this not him. Let him worry about pulling teeth, and you worry about bringing him patients.
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