How do you approach Dentist

giovd · 12th Mar 2012, 06:45 PM

I was wondering what techniques your guys are using to cold call Dentists or any medical professional.

If cold calling what do you say to get past gatekeeper
what are the best times.

are you using any other methods, email, direct mail.....what works best.

What do you say to get the appointment

Any help would be greatly appreciated

Thank you

mcfcok · 26th Mar 2012, 05:57 PM

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

UZMarketing · 26th Mar 2012, 06:15 PM

Originally Posted by mcfcok

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

This is great.. Give each potential client TLC.

I am going to need to do this ASAP!

MyNameIsAlex · 26th Mar 2012, 06:54 PM

Originally Posted by mcfcok

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

Great idea, thanks for the post. I've never really made a presentation video though, would you be able to guide me on how I could do this? Any recommended software or something?

beeswarn · 26th Mar 2012, 07:18 PM

You approach the dentist by calling his office and telling the receptionist exactly why you want to talk to the dentist, or his office manager.

You don't subscribe to the fallacy that dentists get a hundred calls like yours a day and that they will resent another one from you.

You don't try to hide anything from the receptionist, so that she'll instantly identify you as dishonest and relay her opinion about your call to the dentist.

You don't spend your time trolling around for a WSO that will teach you how to trick gatekeepers.

You do leave a message when you're asked to because the dentist is actually in an appointment with a patient.

You don't assume that the best way to reach a dentist is not to call him, but to create an e-mail campaign specifically designed to spare you from the indignity of using the phone, when you're staring at a phone number he published for you to use to call him.

You do call all the dental offices you can find, so that the success of your career is not dependent on a single dental practice accepting your offer.

lint631 · 26th Mar 2012, 08:15 PM

Awesome software to track emails is Pointofmail.com | Email Tracking and Control. Read Notifications and History. Email Recall and Self-Destruction.. I think you can get a free trial. You'll be surprised who opens your emails. I see around 50%. I also use video emails myself.

smartiewriter · 26th Mar 2012, 08:21 PM

Originally Posted by mcfcok

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

Couldn't have said it better myself!

Adwizard · 27th Mar 2012, 09:45 AM

Originally Posted by beeswarn

You approach the dentist by calling his office and telling the receptionist exactly why you want to talk to the dentist, or his office manager.

You don't subscribe to the fallacy that dentists get a hundred calls like yours a day and that they will resent another one from you.

You don't try to hide anything from the receptionist, so that she'll instantly identify you as dishonest and relay her opinion about your call to the dentist.

You don't spend your time trolling around for a WSO that will teach you how to trick gatekeepers.

You do leave a message when you're asked to because the dentist is actually in an appointment with a patient.

You don't assume that the best way to reach a dentist is not to call him, but to create an e-mail campaign specifically designed to spare you from the indignity of using the phone, when you're staring at a phone number he published for you to use to call him.

You do call all the dental offices you can find, so that the success of your career is not dependent on a single dental practice accepting your offer.

Great sales advice here... take it to heart.
I bet I can call a dozen dentists and get an appointment with at least three or more to demonstrate how I can help grow their bottom line way faster than I could make a video.

Just Saying

damasgate · 27th Mar 2012, 09:52 AM

I think the video strategy is good, but I would personally recommend doing two things:

1. Having a template video for every kind of profession (Dentist, Chiropractor, lawyer etc..)

This way you don't have to make a video for every dentist, juts have a template one to impress them.

2. When it comes to making their actual video and SEO, just outsource it.

This will save you so much time.

midasman09 · 27th Mar 2012, 10:19 AM

I've sold many dentists and what has worked best for me was....Personal, face-to-face meeting.

Dentists usually arrive at their office at 8am....leave for lunch at 12noon... return before 1pm....leave around 5pm

When I've sold websites to dentists, I've usually made a mock-up first with "generic" names, addresses & phone nos.

I then arrive at 7:30am, 11:45am, 12:45pm or 5pm and ask dentist for a "quick minute" to show him something to get more patients. He will either say he's not interested (very few have told me they DON'T want to see a way to bring them more patients)....ask me to come back at a certain time or....tell me, "Lessee Whatcha Got!"

They won't "Bite Ya"!

Don Alm

Adwizard · 27th Mar 2012, 11:12 AM

Right on!!!

giovd · 27th Mar 2012, 12:20 PM

Thank you for all your responses. I am trying to sell the dentists Mobile Websites and SMS appointment reminders, and text message coupons.

I have been using the phone as my primary source for attracting business, but I am finding it difficult to get the Dentist or decision maker on the phone.
I will definitely try the times midasman09 recommended. As a newbie to this forum, I really appreciate all the help.

Thanks

Dave

HypeText · 27th Mar 2012, 12:30 PM

Here is the deal with Dentists, and other Medical Professionals.

For the Most Part...they arent going to meet with you.

They are going to have their Office Manager handle all contact and ultimately will pretty much do whatever their Office Manager recommends.

I worked with Medical Offices extensively for a number of years and I learned two things.

1) Dr's tend to feel their time is too valuable to be dealing with mundane tasks like dealing with business...thats what they have a Office Manager For....

2) Most of the them arent Business People so they basically do whatever the Office Manager Recommends. Win over the Office Manager and you are 99% there.

midasman09 · 27th Mar 2012, 01:41 PM

Win over the Office Manager and you are 99% there.

RIGHT ON! RIGHT ON!

Your MAIN prospect is the "Office Mgr"! SHE runs the operation and the dentist (or doctor) signs the checks!

My Stuff is usually for 6 mos and....usually....all I do is...."appear" at her desk....hand her my Invoice....she says, "Oh! Hi Don! It's THAT time again! I look at her, smile and hand her my Invoice. She takes it from me and says, "I'll be right back!" She then walks in the treatment room and comes back a few minutes later....WITH A CHECK....SIGNED!

So....your MAIN object is to ...."SELL THE OFFICE MGR"!

Don Alm....GOOD at selling the Office Mgrs

MyNameIsAlex · 27th Mar 2012, 01:45 PM

Originally Posted by HypeText

Here is the deal with Dentists, and other Medical Professionals.

For the Most Part...they arent going to meet with you.

They are going to have their Office Manager handle all contact and ultimately will pretty much do whatever their Office Manager recommends.

I worked with Medical Offices extensively for a number of years and I learned two things.

1) Dr's tend to feel their time is too valuable to be dealing with mundane tasks like dealing with business...thats what they have a Office Manager For....

2) Most of the them arent Business People so they basically do whatever the Office Manager Recommends. Win over the Office Manager and you are 99% there.

Thanks for chiming in here HypeText, how do/did you go about approaching the Office Manager? Did you cold call or cold walk? Email?

HypeText · 27th Mar 2012, 01:48 PM

Originally Posted by MyNameIsAlex

Thanks for chiming in here HypeText, how do/did you go about approaching the Office Manager? Did you cold call or cold walk? Email?

Initially walking in works best...but make sure it is during their slower times of day.

Be prepared to do a LOT of follow up as they don't make their decisions quickly! Sometimes it can take months to get a final answer...

Vrs · 22nd Apr 2012, 02:42 PM

Originally Posted by midasman09

Win over the Office Manager and you are 99% there.

RIGHT ON! RIGHT ON!

Your MAIN prospect is the "Office Mgr"! SHE runs the operation and the dentist (or doctor) signs the checks!

My Stuff is usually for 6 mos and....usually....all I do is...."appear" at her desk....hand her my Invoice....she says, "Oh! Hi Don! It's THAT time again! I look at her, smile and hand her my Invoice. She takes it from me and says, "I'll be right back!" She then walks in the treatment room and comes back a few minutes later....WITH A CHECK....SIGNED!

So....your MAIN object is to ...."SELL THE OFFICE MGR"!

Don Alm....GOOD at selling the Office Mgrs

True, the office manager is who you're dealing with the majority of the time. But I've found if I CAN get in front of the dentist - and it usually is the end of the day, i.e., right at 5 or shortly after, they're relatively easy to sell (if you have a good offer). All other times of day it's definitely the office manager though.

Early is also good, like midasman09 says, but I'm not usually out and about that early, which I why I've sold a lot of dentists after 5. I find (for me anyway) before lunch or close to returning from lunch is a little more difficult than early or late. Now I only go at the end of the day. Any other time I'll just ask to see the office manager.

peter_act · 23rd Apr 2012, 01:45 AM

Originally Posted by midasman09

I've sold many dentists and what has worked best for me was....Personal, face-to-face meeting.

Dentists usually arrive at their office at 8am....leave for lunch at 12noon... return before 1pm....leave around 5pm

When I've sold websites to dentists, I've usually made a mock-up first with "generic" names, addresses & phone nos.

I then arrive at 7:30am, 11:45am, 12:45pm or 5pm and ask dentist for a "quick minute" to show him something to get more patients. He will either say he's not interested (very few have told me they DON'T want to see a way to bring them more patients)....ask me to come back at a certain time or....tell me, "Lessee Whatcha Got!"

They won't "Bite Ya"!

Don Alm

Of course the obvious dentist to sell to is the one you go to to get your teeth done. This is what I've done for my first sale.
Like Don, I have made up a generic site - at the moment it's at poiseandelegance.com - I know that url has got nothing to do with dentists, it's just a throwaway site of mine that I use for demo sites.
It also may not still be there - as I said it's a throwaway site, and I may have another generic site by the time you look at it.

mobear410 · 28th Apr 2012, 11:12 AM

Originally Posted by MyNameIsAlex

Great idea, thanks for the post. I've never really made a presentation video though, would you be able to guide me on how I could do this? Any recommended software or something?

Just a quick note. Free software such as Camtasia Pro

is a very nice was to do your own videos. If you get this software anywhere but through techsmith DOT com then you run the risk of it having extra software automatically attached and hard to remove. Another great piece of software that is free is faststone capture found at faststone DOT com and comes as a desktop or portable.

It is useful for both still image captures as well as creating simple quick instruction videos. Filled with all sorts of bells and whistles.

The price is right...Free Windows offers a free movie maker and it can be quite useful. If videos are a bit out of your style then you might try setting up a slideshow presentation using Open Office suite presenter which works the same as powerpoint if you're like many of us that can not afford powerpoint. There is now methods to creating powerpoint presentations online as if you owned the software and it is offered by none other than Microsoft. For more information about this and other online marketing software, apps, or just plain common sense please stop on by our website. Join and leave a comment about the subject(s) you are most interested in and I can guarantee you that the infomation will show up very quickly.

TrumpiaTim · 28th Apr 2012, 05:40 PM

Provide them with screenshots and have a good one pager on why your mobile marketing solution makes sense for the dental practice.

You should really get in the habit of doing this for all verticals.

sadas · 30th Apr 2012, 12:06 AM

The best way to approach dentist.. act like you have tooth pain and have pocket full of cash.. also don't forget to show your teeth

Works best with me...

Kevin Z · 1st May 2012, 07:48 AM

As in most medical practices its key to get past the gate keeper. In most cases this is the office manager. Dentists are too busy filling cavities and cleaning teeth to hear about your mobile pitch. Try settings up a 10 minute meeting with the practices office manager and do your best to prepare for the meeting before hand so you can cover as much as needed to win the sale.

Good luck!

mrtall74 · 4th May 2012, 03:18 PM

Which services do you find dentsits/office managers are most interested in? Google Places? FAcebook?

WillR · 9th May 2012, 07:39 PM

Originally Posted by mrtall74

Which services do you find dentsits/office managers are most interested in? Google Places? FAcebook?

I would suggest SMS appointment reminders would be a big one.

kasida · 12th May 2012, 03:04 PM

Anyone could recommend software which allows to see if email has been opened, how long email has been opened, etc.,?

[QUOTE=mcfcok;5909960] Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

freeburd · 14th May 2012, 10:05 PM

Originally Posted by mcfcok

Make sure you use a normal email address not a business email, titled ie dentist treatment

I see people using this technique - personal email not business e-mail. I have no clue why this is so important. I feel very dumb. And I probably deserve it.

Please, educate me.

Why is it so important to use a personal email?

Many thanks

WillR · 14th May 2012, 10:35 PM

Originally Posted by freeburd

I see people using this technique - personal email not business e-mail. I have no clue why this is so important. I feel very dumb. And I probably deserve it.

Please, educate me.

Why is it so important to use a personal email?

Many thanks

Put yourself in the shoes of the person receiving the email. What's smells like more of a sales pitch? An email from 'Local Mobile Solutions' or an email from 'Joe Smith'?

freeburd · 14th May 2012, 11:07 PM

Originally Posted by WillR

Put yourself in the shoes of the person receiving the email. What's smells like more of a sales pitch? An email from 'Local Mobile Solutions' or an email from 'Joe Smith'?

OK, is Joe Smith a professional that can provide a viable business solution for a dentist? Joe Smith still does not impress me.

I am contemplating this: I want to create an email on my website, something like "CrookedTeeth" or "TeethWhiteningCoupon". When I send an email, it will come from "CrookedTeeth" or "TeethWhiteningCoupon". Will that make the dentist or office manager feel curious and instill a desire to open the email? I would, but I am not a dentist and I have never dealt with a dentist from that point of view. Meanwhile I have a website ready to go with keyword of 110 searches per month. Besides, I am 'bleeding' for $$$.

What should I go with:Joe Smith or "CrookedTeeth"? What do you say, Will? BTW, I am using your templates. They are wonderful! But I need to get rid of that website yesterday.

Hendley · 22nd May 2012, 02:57 AM

You can offer free samples to the dentist. For that you will need to meet him/her and ask the gatekeeper to let you in.

WillR · 22nd May 2012, 09:02 PM

Originally Posted by freeburd

OK, is Joe Smith a professional that can provide a viable business solution for a dentist? Joe Smith still does not impress me.

I am contemplating this: I want to create an email on my website, something like "CrookedTeeth" or "TeethWhiteningCoupon". When I send an email, it will come from "CrookedTeeth" or "TeethWhiteningCoupon". Will that make the dentist or office manager feel curious and instill a desire to open the email? I would, but I am not a dentist and I have never dealt with a dentist from that point of view. Meanwhile I have a website ready to go with keyword of 110 searches per month. Besides, I am 'bleeding' for $$$.

What should I go with:Joe Smith or "CrookedTeeth"? What do you say, Will? BTW, I am using your templates. They are wonderful! But I need to get rid of that website yesterday.

Personally if I were a dentist they would just look like spam to me and get deleted. If it were an email from 'Joe Smith' with the subject line 'Crooked Teeth', yes, that would probably get my attention and opening the email.

You need to think about the sorts of emails they cannot ignore. In a dental surgery, an email from a regular persons name with a subject line that has something to do with their teeth simply could not be ignored.

The trick is to come up with a subject line that achieves that without being deceptive. Your email subject line must be related to the content of your email as per the Can Spam Act.

Tim Dini · 23rd May 2012, 01:16 AM

Originally Posted by WillR

I would suggest SMS appointment reminders would be a big one.

Absolutely! SMS appoint reminders are excellent for many businesses that make specific time of day appointments like dentists, chiropractors, plumbers, hair & nail salons... It's a great service for them and their clients. Then they really take notice once you show them how their clients cell number can be used for push advertising.

Here's something else I learned:
Restaurant's that use pagers/buzzers to signal to a customer that their table is ready are often paying a service provider to maintain the devices. Even if the restaurant owns them outright, they still get dropped, stolen, dirty, and the batteries die.

Set them up with SMS and tell them to collect the customers cell number and use a text message instead of the pagers/buzzers. They love it. Then explain the benefits of push advertising, and they love you.

sammib01 · 24th May 2012, 01:52 AM

Originally Posted by mcfcok

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

Great idea. Sell the value of what you are offering both Long and Short term. Let them know it will increase interest, business and referals. Show examples if you have them.

Good luck

winnerman · 25th May 2012, 09:16 AM

Guys was wonndering where can i learn more about SMS appointment i.e the software used to implement this?

azurews · 26th May 2012, 08:01 PM

Guys was wonndering where can i learn more about SMS appointment i.e the software used to implement this?

Off the top of my head Avid Mobile, Trumpia and Yeez offer sms appointment reminder programs. They all have instructions for setting up sms reminders.

sodomojo · 26th May 2012, 10:01 PM

In your previous post you said you meet with tht dentist. Now you say you. Meet with the office manager?

Originally Posted by midasman09

Win over the Office Manager and you are 99% there.

RIGHT ON! RIGHT ON!

Your MAIN prospect is the "Office Mgr"! SHE runs the operation and the dentist (or doctor) signs the checks!

My Stuff is usually for 6 mos and....usually....all I do is...."appear" at her desk....hand her my Invoice....she says, "Oh! Hi Don! It's THAT time again! I look at her, smile and hand her my Invoice. She takes it from me and says, "I'll be right back!" She then walks in the treatment room and comes back a few minutes later....WITH A CHECK....SIGNED!

So....your MAIN object is to ...."SELL THE OFFICE MGR"!

Don Alm....GOOD at selling the Office Mgrs

TheEnlightenedBeing1 · 27th May 2012, 08:27 AM

As with all cold-calling, you must really find your way around that pesky gate-keeper!!

liftchairs · 27th May 2012, 08:47 AM

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

freeburd · 27th May 2012, 10:08 AM

Originally Posted by liftchairs

Make a personal video for the owner of the practice demonstrating your offer to them.

Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!!

Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

My personal experience: I made a special video for MY dentist who treated me for many years. I wrote a letter and delivered it personally to his office. Personnel knows me. Somebody watched the video a couple of times. There was a deadline with a call to action. I have a website for a dentist ready to be sold. My dentist - such a pig! - never called me.

What do YOU think I should do next?

kaper7 · 13th Jun 2012, 10:24 AM

It is a mistake to rely on one prospect. There are many reasons why a prospect may not respond. The key is to target a more people and evaluate results then tweak your strategy accordingly. Phone call and emails do work but don't expect more than 10% conversion without using advanced strategies.

Originally Posted by freeburd

My personal experience: I made a special video for MY dentist who treated me for many years. I wrote a letter and delivered it personally to his office. Personnel knows me. Somebody watched the video a couple of times. There was a deadline with a call to action. I have a website for a dentist ready to be sold. My dentist - such a pig! - never called me.

What do YOU think I should do next?

freeburd · 14th Jun 2012, 07:59 AM

Originally Posted by kaper7

Phone call and emails do work but don't expect more than 10% conversion without using advanced strategies.

I did not rely on one prospect. I just described my experience with my own doctor. I thought that working with people I knew would make a difference. It did not. Another doctor I knew for years gave me a cold shoulder.
If you could expand on "advanced strategies" that could make big difference for me and a lot of people watching this thread.
Thanks.

kaper7 · 15th Jun 2012, 02:28 PM

Sure! first make sure your prospects are very targeted meaning the can benefit from what you have to offer. Next remember that most people don't like to be sold to so initial contact should only be an engaging short conversation. Example: Hello there, I find it very difficult to navigate through your website on my mobile phone. I am so used to doing busineds with companies with mobile friendly sites that I thought all businesses had them.

You may not be aware but every other person that goes online is doing it on their smart phone. I know quite a bit about this because this happens to be my specialty so feel free to shoot any questions my way and I'll be glad to help. I know all this "techie stuff" can be aconfusing.

Here's a qr code you can use to market your business. Scan it and you'll see your website but we can make it for coupons, sms text and email, to name a few. Enjoy your day!
Ken

Originally Posted by freeburd

I did not rely on one prospect. I just described my experience with my own doctor. I thought that working with people I knew would make a difference. It did not. Another doctor I knew for years gave me a cold shoulder.
If you could expand on "advanced strategies" that could make big difference for me and a lot of people watching this thread.
Thanks.

kaper7 · 15th Jun 2012, 02:32 PM

Notice I positioned myself but no call to action. When theyy contact you, rest assure they're already sold so listen to their problem and offer a solution.

Alex Mensah · 17th Jun 2012, 12:29 AM

The best way to technique dental office.. perform like you could have dental soreness and have absolutely jean pocket brimming with cash.video strategy is also good

sdentrepreneur · 19th Jun 2012, 02:07 PM

I try to have my best smile on when I meet dentists....

Seriously though...cold calling in tough in any business. Attend local Chamber, LeTip, BNI or Network meetings. Build relationships, brand yourself as a leader. Offer a free consultation, find a solution to their problems and then close the deal.

elcanon · 18th Nov 2012, 04:39 AM

I agree. After following multiple WSO advices, I ended up with the old natural way of doing business. Using the phone. Be honest, tell what you have, and ask for an appointment. When you get the appointment, ask for the personal email of the dentist, and explain that you are going to send some information about your proposal, so the dentist can take a look at it and the meeting can go more to the point, less explaining to do.

Charles Harper · 18th Nov 2012, 05:10 AM

I did an interview call with Dr. Cary Ganz, and we discussed how to prospect Dental Professionals.

PM me and I will send you a link to the call.

vladkost · 11th Jan 2013, 05:12 PM

I've sold 3 dentists over the last 10 days, here's how I do it:
1. Call afterhours and get the emergency number. Call it as soon as you get it (bc you know the DDS is out of the office), and ask the dentist for 15-20 minutes of his time to show him how you can bring him more money/patients/etc.

2. If there's no emergency number, I ask for the DDS with a statement not a question. I make sure my tone ends on a low end, and the GK goes asks for the DDS 80% of the time, I end up on the phone with a DDS maybe 5-10% of the time. Once I have him/her on the phone, same pitch.

If you're calling the New England states, you will likely have to deal with the office manager first.

djackson · 11th Jan 2013, 06:55 PM

love the video idea. i tried that and it wasnt as successful for me. maybe i wasnt doing it right though

leeannprice · 11th Jan 2013, 06:58 PM

Remember that office managers are human beings. I would set up a list of the top 10 dentists I would love to have as a client. Then you should try different ways to get through to them. Some people respond to email, some phone... You can't paint every office manager the same, as if they would all respond to the same tactic. Remember to add value. Drop off a small gift, maybe a short report you wrote on SEO for dentists. Maybe ask a local restaurant for some gift certificates in exchange for a mobile site and then invite the office managers to a "lunch seminar" in which lunch is on you and you get to present a short presentation from you on the benefits of SMS appointment reminders, or mobile couponing... Be persistent, follow up, and you will get clients...

DownlineMarketer · 14th Jan 2013, 10:36 AM

In today's market place Face-to-face marketing is the way to go. With the platform we use we can create a demo or use an existing app to show them what we can do. If you go in and show them right up front that is key. Also need to have the benefits listed. Big one is contacting clients/customers with no cost and allow them to schedule appointments. PM me if you might be interested in knowing more about the platform we use.

12th Mar 2012, 06:45 PM	#1
giovd Warrior Member Join Date: 2012 Posts: 3 Thanks: 0 Thanked 0 Times in 0 Posts	How do you approach Dentist Share on: I was wondering what techniques your guys are using to cold call Dentists or any medical professional. If cold calling what do you say to get past gatekeeper what are the best times. are you using any other methods, email, direct mail.....what works best. What do you say to get the appointment Any help would be greatly appreciated Thank you

26th Mar 2012, 05:57 PM	#2
mcfcok HyperActive Warrior Join Date: 2011 Location: Manchester UK Posts: 184 Thanks: 4 Thanked 47 Times in 41 Posts	Re: How do you approach Dentist Share on: Make a personal video for the owner of the practice demonstrating your offer to them. Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!! Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her. Hello mrs gatekeeper.... is mr dentist available.... can i ask who's calling and what it's about? you.... yes its Dave from xxxxx it's regarding the video i sent him 3 days ago.... bang!

26th Mar 2012, 07:18 PM	#5
beeswarn Advanced Warrior Join Date: 2011 Location: USA Posts: 550 Thanks: 228 Thanked 166 Times in 108 Posts	Re: How do you approach Dentist Share on: You approach the dentist by calling his office and telling the receptionist exactly why you want to talk to the dentist, or his office manager. You don't subscribe to the fallacy that dentists get a hundred calls like yours a day and that they will resent another one from you. You don't try to hide anything from the receptionist, so that she'll instantly identify you as dishonest and relay her opinion about your call to the dentist. You don't spend your time trolling around for a WSO that will teach you how to trick gatekeepers. You do leave a message when you're asked to because the dentist is actually in an appointment with a patient. You don't assume that the best way to reach a dentist is not to call him, but to create an e-mail campaign specifically designed to spare you from the indignity of using the phone, when you're staring at a phone number he published for you to use to call him. You do call all the dental offices you can find, so that the success of your career is not dependent on a single dental practice accepting your offer.

26th Mar 2012, 08:15 PM	#6
lint631 MobileWebRockstar War Room Member Join Date: 2011 Location: New York Posts: 253 Thanks: 41 Thanked 52 Times in 37 Posts	Re: How do you approach Dentist Share on: Awesome software to track emails is Pointofmail.com \| Email Tracking and Control. Read Notifications and History. Email Recall and Self-Destruction.. I think you can get a free trial. You'll be surprised who opens your emails. I see around 50%. I also use video emails myself.
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27th Mar 2012, 09:52 AM	#9
damasgate HyperActive Warrior War Room Member Join Date: 2011 Posts: 250 Thanks: 33 Thanked 67 Times in 51 Posts	Re: How do you approach Dentist Share on: I think the video strategy is good, but I would personally recommend doing two things: 1. Having a template video for every kind of profession (Dentist, Chiropractor, lawyer etc..) This way you don't have to make a video for every dentist, juts have a template one to impress them. 2. When it comes to making their actual video and SEO, just outsource it. This will save you so much time.

27th Mar 2012, 10:19 AM	#10
midasman09 Banned Join Date: 2009 Posts: 1,279 Thanks: 7 Thanked 1,525 Times in 531 Posts	Re: How do you approach Dentist Share on: I've sold many dentists and what has worked best for me was....Personal, face-to-face meeting. Dentists usually arrive at their office at 8am....leave for lunch at 12noon... return before 1pm....leave around 5pm When I've sold websites to dentists, I've usually made a mock-up first with "generic" names, addresses & phone nos. I then arrive at 7:30am, 11:45am, 12:45pm or 5pm and ask dentist for a "quick minute" to show him something to get more patients. He will either say he's not interested (very few have told me they DON'T want to see a way to bring them more patients)....ask me to come back at a certain time or....tell me, "Lessee Whatcha Got!" They won't "Bite Ya"! Don Alm

27th Mar 2012, 11:12 AM	#11
Adwizard HyperActive Warrior War Room Member Join Date: 2012 Location: Southeast Missouri Posts: 198 Thanks: 16 Thanked 74 Times in 44 Posts	Re: How do you approach Dentist Share on: Right on!!!
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27th Mar 2012, 12:20 PM	#12
giovd Warrior Member Join Date: 2012 Posts: 3 Thanks: 0 Thanked 0 Times in 0 Posts	Re: How do you approach Dentist Share on: Thank you for all your responses. I am trying to sell the dentists Mobile Websites and SMS appointment reminders, and text message coupons. I have been using the phone as my primary source for attracting business, but I am finding it difficult to get the Dentist or decision maker on the phone. I will definitely try the times midasman09 recommended. As a newbie to this forum, I really appreciate all the help. Thanks Dave

27th Mar 2012, 12:30 PM	#13
HypeText Ultimate Warrior Join Date: 2011 Posts: 734 Thanks: 28 Thanked 181 Times in 131 Posts	Re: How do you approach Dentist Share on: Here is the deal with Dentists, and other Medical Professionals. For the Most Part...they arent going to meet with you. They are going to have their Office Manager handle all contact and ultimately will pretty much do whatever their Office Manager recommends. I worked with Medical Offices extensively for a number of years and I learned two things. 1) Dr's tend to feel their time is too valuable to be dealing with mundane tasks like dealing with business...thats what they have a Office Manager For.... 2) Most of the them arent Business People so they basically do whatever the Office Manager Recommends. Win over the Office Manager and you are 99% there.
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27th Mar 2012, 01:41 PM	#14
midasman09 Banned Join Date: 2009 Posts: 1,279 Thanks: 7 Thanked 1,525 Times in 531 Posts	Re: How do you approach Dentist Share on: *Win over the Office Manager and you are 99% there.* RIGHT ON! RIGHT ON! Your MAIN prospect is the "Office Mgr"! SHE runs the operation and the dentist (or doctor) signs the checks! My Stuff is usually for 6 mos and....usually....all I do is...."appear" at her desk....hand her my Invoice....she says, "Oh! Hi Don! It's THAT time again! I look at her, smile and hand her my Invoice. She takes it from me and says, "I'll be right back!" She then walks in the treatment room and comes back a few minutes later....WITH A CHECK....SIGNED! So....your MAIN object is to ...."SELL THE OFFICE MGR"! Don Alm....GOOD at selling the Office Mgrs

28th Apr 2012, 05:40 PM	#20
TrumpiaTim www.trumpia.com War Room Member Join Date: 2011 Posts: 824 Thanks: 2 Thanked 65 Times in 58 Posts	Re: How do you approach Dentist Share on: Provide them with screenshots and have a good one pager on why your mobile marketing solution makes sense for the dental practice. You should really get in the habit of doing this for all verticals.
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30th Apr 2012, 12:06 AM	#21
sadas Not my real name Join Date: 2012 Location: In space searching Posts: 142 Thanks: 251 Thanked 17 Times in 15 Posts	Re: How do you approach Dentist Share on: The best way to approach dentist.. act like you have tooth pain and have pocket full of cash.. also don't forget to show your teeth Works best with me...

1st May 2012, 07:48 AM	#22
Kevin Z brickandmobile.com War Room Member Join Date: 2010 Location: Toronto Posts: 309 Thanks: 60 Thanked 106 Times in 64 Posts	Re: How do you approach Dentist Share on: As in most medical practices its key to get past the gate keeper. In most cases this is the office manager. Dentists are too busy filling cavities and cleaning teeth to hear about your mobile pitch. Try settings up a 10 minute meeting with the practices office manager and do your best to prepare for the meeting before hand so you can cover as much as needed to win the sale. Good luck!
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4th May 2012, 03:18 PM	#23
mrtall74 Active Warrior Join Date: 2010 Posts: 50 Thanks: 2 Thanked 5 Times in 5 Posts	Re: How do you approach Dentist Share on: Which services do you find dentsits/office managers are most interested in? Google Places? FAcebook?

12th May 2012, 03:04 PM	#25
kasida HyperActive Warrior War Room Member Join Date: 2010 Location: Canada Posts: 197 Thanks: 32 Thanked 39 Times in 36 Posts	Re: How do you approach Dentist Share on: Anyone could recommend software which allows to see if email has been opened, how long email has been opened, etc.,? [QUOTE=mcfcok;5909960] Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.

22nd May 2012, 02:57 AM	#29
Hendley Warrior Member Join Date: 2012 Posts: 7 Thanks: 0 Thanked 1 Time in 1 Post	Re: How do you approach Dentist Share on: You can offer free samples to the dentist. For that you will need to meet him/her and ask the gatekeeper to let you in.

25th May 2012, 09:16 AM	#33
winnerman Active Warrior Join Date: 2007 Location: , , Canada. Posts: 72 Thanks: 2 Thanked 1 Time in 1 Post	Re: How do you approach Dentist Share on: Guys was wonndering where can i learn more about SMS appointment i.e the software used to implement this?
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27th May 2012, 08:27 AM	#36
TheEnlightenedBeing1 Active Warrior Join Date: 2012 Posts: 82 Thanks: 10 Thanked 4 Times in 3 Posts	Re: How do you approach Dentist Share on: As with all cold-calling, you must really find your way around that pesky gate-keeper!!

27th May 2012, 08:47 AM	#37
liftchairs Warrior Member Join Date: 2012 Posts: 1 Thanks: 0 Thanked 0 Times in 0 Posts	Re: How do you approach Dentist Share on: Make a personal video for the owner of the practice demonstrating your offer to them. Get his/her email address send the video plus short message explaining who you are and that you put this little video together especially for them. Video must have a call to action!! Make sure you use a normal email address not a business email, titled ie dentist treatment or along those lines. Download software which allows you to see if email has been opened how long email was opened for and how many times. Then call him/her.
	Lift Chairs Houston

15th Jun 2012, 02:32 PM	#42
kaper7 Little Money Big Credit War Room Member Join Date: 2011 Location: Houston Posts: 159 Thanks: 7 Thanked 17 Times in 15 Posts	Re: How do you approach Dentist Share on: Notice I positioned myself but no call to action. When theyy contact you, rest assure they're already sold so listen to their problem and offer a solution.
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17th Jun 2012, 12:29 AM	#43
Alex Mensah Hyper Active Warrior War Room Member Join Date: 2009 Location: Toronto Posts: 873 Thanks: 82 Thanked 177 Times in 111 Posts Blog Entries: 14	Re: How do you approach Dentist Share on: The best way to technique dental office.. perform like you could have dental soreness and have absolutely jean pocket brimming with cash.video strategy is also good
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19th Jun 2012, 02:07 PM	#44
sdentrepreneur James Hickey - Marketer War Room Member Join Date: 2008 Location: San Diego, Ca, USA. Posts: 2,235 Thanks: 208 Thanked 788 Times in 454 Posts Blog Entries: 22	Re: How do you approach Dentist Share on: I try to have my best smile on when I meet dentists.... Seriously though...cold calling in tough in any business. Attend local Chamber, LeTip, BNI or Network meetings. Build relationships, brand yourself as a leader. Offer a free consultation, find a solution to their problems and then close the deal.
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18th Nov 2012, 04:39 AM	#45
elcanon Warrior Member Join Date: 2009 Posts: 13 Thanks: 2 Thanked 2 Times in 2 Posts	Re: How do you approach Dentist Share on: I agree. After following multiple WSO advices, I ended up with the old natural way of doing business. Using the phone. Be honest, tell what you have, and ask for an appointment. When you get the appointment, ask for the personal email of the dentist, and explain that you are going to send some information about your proposal, so the dentist can take a look at it and the meeting can go more to the point, less explaining to do.
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18th Nov 2012, 05:10 AM	#46
Charles Harper Senior Warrior Member War Room Member Join Date: 2007 Posts: 1,419 Thanks: 426 Thanked 275 Times in 195 Posts Blog Entries: 50	Re: How do you approach Dentist Share on: I did an interview call with Dr. Cary Ganz, and we discussed how to prospect Dental Professionals. PM me and I will send you a link to the call.
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11th Jan 2013, 05:12 PM	#47
vladkost Warrior Member Join Date: 2012 Posts: 27 Thanks: 3 Thanked 2 Times in 2 Posts	Re: How do you approach Dentist Share on: I've sold 3 dentists over the last 10 days, here's how I do it: 1. Call afterhours and get the emergency number. Call it as soon as you get it (bc you know the DDS is out of the office), and ask the dentist for 15-20 minutes of his time to show him how you can bring him more money/patients/etc. 2. If there's no emergency number, I ask for the DDS with a statement not a question. I make sure my tone ends on a low end, and the GK goes asks for the DDS 80% of the time, I end up on the phone with a DDS maybe 5-10% of the time. Once I have him/her on the phone, same pitch. If you're calling the New England states, you will likely have to deal with the office manager first.

11th Jan 2013, 06:55 PM	#48
djackson Active Warrior Registered Member Join Date: 2013 Posts: 50 Thanks: 0 Thanked 10 Times in 9 Posts	Re: How do you approach Dentist Share on: love the video idea. i tried that and it wasnt as successful for me. maybe i wasnt doing it right though

11th Jan 2013, 06:58 PM	#49
leeannprice Active Warrior Join Date: 2008 Posts: 77 Thanks: 12 Thanked 26 Times in 25 Posts	Re: How do you approach Dentist Share on: Remember that office managers are human beings. I would set up a list of the top 10 dentists I would love to have as a client. Then you should try different ways to get through to them. Some people respond to email, some phone... You can't paint every office manager the same, as if they would all respond to the same tactic. Remember to add value. Drop off a small gift, maybe a short report you wrote on SEO for dentists. Maybe ask a local restaurant for some gift certificates in exchange for a mobile site and then invite the office managers to a "lunch seminar" in which lunch is on you and you get to present a short presentation from you on the benefits of SMS appointment reminders, or mobile couponing... Be persistent, follow up, and you will get clients...
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14th Jan 2013, 10:36 AM	#50
DownlineMarketer Warrior Member Registered Member Join Date: 2013 Posts: 15 Thanks: 0 Thanked 2 Times in 2 Posts	Re: How do you approach Dentist Share on: In today's market place Face-to-face marketing is the way to go. With the platform we use we can create a demo or use an existing app to show them what we can do. If you go in and show them right up front that is key. Also need to have the benefits listed. Big one is contacting clients/customers with no cost and allow them to schedule appointments. PM me if you might be interested in knowing more about the platform we use.
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