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Help Getting An Appointment?!?!

by bbminded
6 replies
I just recently started a job selling medical supplies. I have a huge territory and i want to be successful because this is what i always wanted to do.
One part of the job is cold-calling which is new to me. Its no so bad after all but i am trying out a telemarketing appointment setting company that started today(im a w-9 employee by the way,100% commission, so i can write things off).
This i kind off a wide open question. Im just looking for advice, tips, or services that i could really benefit from.
My main goal is to get an appointment with the person in charge of ordering there supplies. after that its the easy part because then i just ask for a small list of items they order on a regular basis and get them a bid! If our prices are lower and they get better service its a pretty easy sale.
SO, please, any help that can get me busy and in front of the decision maker(i do walk-ins but its not well received, but i will still give it a shot)i would be very greatfull. I am very open to outsourcing whatever it takes to get me an appointment so i can get the opportunity to bid on there supplies and then close the sale!! If you have used companies that are true pro's and get the job done please let me know who they are!!
And on a side note....Ive noticed that alot of doctors offices dont have websites. wonder if theres a way to work that in somehow on the side.
#appointment
  • Profile picture of the author nigelchua
    Hi bbminded

    I realised that this post hasnt been answered at all since may 2009. I hope you dont mind, can i pick it up from here?

    For building up appointments, two things work best (from my experience):
    1) network and get to know people. Be really sincere and actually be interested in them, in serving them. Once you get to know them, you'd also realise that there will be things that you can help them in especially with regards to your medical supplies.
    2) freebies. This can include giving free talks, consultations, even samples and brochures to people who may require them.

    About the doctors with no websites, if you want to target that area, perhaps later, after you establish a level of working and knowing relationship with them first?
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  • Profile picture of the author John Durham
    Call people and say

    " Hey Bob this is ________ with ______________ hope you are doing well. Listen, just briefly we have a couple of agents working out in your area this week doing free consultations for local business owners like yourself on how you can __________ and how our company can help you get the most out of your________ , and I was just wondering what a good time might be to have one of them stop by and maybe talk to you for a few minutes. I have a wednesday 1:00 appointment open would you be around the office then?

    No.

    Okay, what would be the best time for you then?

    Embellish as you like just keep leading them back to "Okay what the best time for you then..."?


    End of lesson on "Assumptive Appointment Setting Approach".
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    • Profile picture of the author Shane F
      Your job is similar to food wholesale sales. We are partners with a national food distributor and have asked them how they compete and are able to bring in new clients when there is at least 5+ competitors in each market.

      Going door to door is fine but the assumption is you can always beat any price they tell you they are paying. To combat this, food salespeople will hand out a list of the top 25 most ordered/common products that every restaurant uses. I'm sure you could do this with medical supplies as well.

      If your prices are lower, and the customer buys on prices alone or a combination of, you will be able to get a call back for more information. Also on the sheet you hand out include a fax-back number (rarely used anymore but effective) in which the prospect can fax back a list of their order and you can price check it for them.

      This will take the pressure of cold calling door to door as you can easily walk into 25 places a day and just tell them you are dropping off a list of your prices and would they kindly hand it to the person that makes purchasing decisions.

      Some will throw it out, some will pass it on, some will ask you to wait while they get the purchasing manager. This is much easier then cold calling door to door and you won't get the crap beat out of you mentally doing this.

      Hope that helps.

      Thanks, Shane
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      • Profile picture of the author bbminded
        Thats so funny because i worked for one of the largest food distributors for almost 5 years.
        Its funny how you mentioned handing out a list of the top 25 most ordered items because all im trying to do in the first appointment is get the customer to list the top 20 items they use the most and then i would send it in to my manager to get a bid and return to the potential customer on a prearranged date to show them the bid and try to close the sale!
        Actually, with the tough customers, ive thought about Writing a short proffessional note explaining the benefits and include the bid form i use with customers that i actually meet. And then have a stamped envelope with my address on it inside the larger envelope.
        I would also wright something on the outside of the bigger envelope to make sure it gets into the hands of the right person and they open it!
        Something along those lines!




        Originally Posted by Upstate Cowboy View Post

        Your job is similar to food wholesale sales. We are partners with a national food distributor and have asked them how they compete and are able to bring in new clients when there is at least 5+ competitors in each market.

        Going door to door is fine but the assumption is you can always beat any price they tell you they are paying. To combat this, food salespeople will hand out a list of the top 25 most ordered/common products that every restaurant uses. I'm sure you could do this with medical supplies as well.

        If your prices are lower, and the customer buys on prices alone or a combination of, you will be able to get a call back for more information. Also on the sheet you hand out include a fax-back number (rarely used anymore but effective) in which the prospect can fax back a list of their order and you can price check it for them.

        This will take the pressure of cold calling door to door as you can easily walk into 25 places a day and just tell them you are dropping off a list of your prices and would they kindly hand it to the person that makes purchasing decisions.

        Some will throw it out, some will pass it on, some will ask you to wait while they get the purchasing manager. This is much easier then cold calling door to door and you won't get the crap beat out of you mentally doing this.

        Hope that helps.

        Thanks, Shane
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        • Profile picture of the author Hugh Thyer
          When they start talking, just listen. Your prospect is more interested in talking about themselves than hearing about you.

          Better yet, if you listen to what they're saying quite often they'll give you the clues about how they want to be sold.

          I've had conversations with people where I virtually said nothing. And at the end they wanted to hire me.

          People like to be listened to. It's one of the most powerful things I ever learnt.
          Signature

          Ever wondered how copywriters work with their clients? I've answered that very question in detail-> www.salescomefirst.com
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          • Profile picture of the author bbminded
            What are some good questions you have used that worked well into getting customers to really start talking. I guess what i mean is what "hotspots" usually get a customer to open up easily without insulting them.


            Originally Posted by Hugh Thyer View Post

            When they start talking, just listen. Your prospect is more interested in talking about themselves than hearing about you.

            Better yet, if you listen to what they're saying quite often they'll give you the clues about how they want to be sold.

            I've had conversations with people where I virtually said nothing. And at the end they wanted to hire me.

            People like to be listened to. It's one of the most powerful things I ever learnt.
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