Help needed from a newbie

by Deflo
35 replies
Hello All!

This is my problem: a friend of mine ask me to "build" a phrase to gain immediatly the attention of his prospects at phone (cold call).

He is a telemarketer that call dentists to ask them if they want to sell him their dental waste.

All the dentists are convinced that he is trying to sell something: they haven't understood that they've everything to gain from it!!

And so too often they close the call badly.

A good prior "education" of the prospect via mail is impossible and the specialized magazines are too expensive for him.... google ads has too low search per month to be useful and facebook isn't good for such business.

So he need to gain the dentist's trust in the first second of the call: an impossible task?

Who can help?
#needed #newbie #sale call #sales #telemarketing #telemarketing calls
Avatar of Unregistered
  • Profile picture of the author Kay King
    In my opinion, it's an impossible task to do this completely by telemarketing.


    Yes, there is a market for SOME dental waste - but varies by country and in the US by state - there are sites online that give full details about it. Having such a site and using MAIL and trade journals to advertise the site and/or the service...makes sense as this is a highly specialized niche.


    There is no magic word - and he IS trying to sell them on a service - and medical professionals are not highly receptive to telemarketer calls.
    Signature
    Saving one dog will not change the world - but the world will change forever for that one dog.


    {{ DiscussionBoard.errors[11668833].message }}
  • Profile picture of the author Frank Donovan
    My first thought was that dentists would probably respond best to er.. word-of-mouth marketing..

    But as Kay says, telemarketing for this type of service is likely to be tough going, especially for an individual. Depending on the region, there would almost certainly be some strict regulations covering waste disposal so dentists would have to be confident any company would be suitably qualified.
    Signature
    TOP TIP: To browse the forum like a Pro, select "View Classic" from the drop-down menu under your user name.

    {{ DiscussionBoard.errors[11668837].message }}
  • Profile picture of the author DWolfe
    Originally Posted by Deflo View Post

    sell him their dental waste.
    If Dental waste is regulated like Hazardous waste in the Automotive field here in the US. Your friend is in for a rude awakening. The companies have to be EPA Licensed, carry large sums of insurance in case of accidents. Someone calling out of blue saying, I want you to sell me dental waste is not going to fly.

    Link to EPA - https://www.epa.gov/rcra/medical-waste

    Also tell your friend to look type in google - EPA Biohazard disposal.

    A list of companies will show up offering the service. Tell your friend to study how they market.
    {{ DiscussionBoard.errors[11668840].message }}
    • Profile picture of the author Deflo
      Originally Posted by DWolfe View Post

      Also tell your friend to look type in google - EPA Biohazard disposal.

      A list of companies will show up offering the service. Tell your friend to study how they market.
      I should have be smart enough to tell you before: I'm speaking about the italian market

      Our regulation was different: these are particular waste that can be done with a particular license only. My friend HAS that particular license.

      I googled for epa biohazard disposal, but I can't see any ads from companies... could you give me an example please?

      Thank you very much!
      {{ DiscussionBoard.errors[11668843].message }}
      • Profile picture of the author Frank Donovan
        Originally Posted by Deflo View Post

        Our regulation was different: these are particular waste that can be done with a particular license only. My friend HAS that particular license.
        A couple of questions occur: Does your friend do anything unique or unusual with the waste - such as an innovative method of recycling - that dentists could mention in their own marketing? And has he considered a direct approach to the waste disposal services?
        Signature
        TOP TIP: To browse the forum like a Pro, select "View Classic" from the drop-down menu under your user name.

        {{ DiscussionBoard.errors[11668844].message }}
        • Profile picture of the author Deflo
          Originally Posted by Frank Donovan View Post

          Does your friend do anything unique or unusual with the waste - such as an innovative method of recycling - that dentists could mention in their own marketing?

          And has he considered a direct approach to the waste disposal services?
          1) this is really interesting, I must try to ask them, but this doesn't solve the phone problem

          2) yes, but if the dental waste goes to the "final destination" it'll be impossible to take for the common human (we're always in Italy )

          Thanks!!
          {{ DiscussionBoard.errors[11668860].message }}
      • Profile picture of the author DWolfe
        Originally Posted by Deflo View Post

        I googled for epa biohazard disposal, but I can't see any ads from companies... could you give me an example please?
        Here are a few links

        https://cyntox.com/medical-waste-dis...IaAnvaEALw_wcB


        https://sanprowaste.com/


        https://www.bioonetrentonnj.com/?gcl...AaAlNIEALw_wcB
        {{ DiscussionBoard.errors[11668848].message }}
  • Profile picture of the author Monetize
    I don't know anything about the biohazard laws in Italy, but as to your original question,
    how about this:


    HELLO!!! I AM CHARLIE BROWN AND I WOULD LIKE TO BUY YOUR DENTAL WASTE.


    Don't use the word "sell" at all.
    {{ DiscussionBoard.errors[11668847].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by Deflo View Post


    He is a telemarketer that call dentists to ask them if they want to sell him their dental waste.
    "Hi. We might be interested in buying your dental waste. Do you want to know more?".

    If they don't already have a person that buys their waste, many will be receptive. Your friend is treated like he's selling something, because he talks like he is selling something. He should talk like he's buying something.

    Any approach that sound slightly enthusiastic, or if you talk quickly, will trigger "He's selling something" and get a hang up.

    Nobody hangs up on someone offering to buy from them. He needs to sound like a customer.


    On the other hand, I'd really use a website to sell that service, and maybe e-mails to dentists offering a free quote on you paying them to haul off their waste.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    "Be kind. For everyone you meet is fighting a hard battle".....Ian Maclaren
    {{ DiscussionBoard.errors[11668850].message }}
    • Profile picture of the author Deflo
      Originally Posted by Claude Whitacre View Post

      Your friend is treated like he's selling something, because he talks like he is selling something. He should talk like he's buying something.

      On the other hand, I'd really use a website to sell that service, and maybe e-mails to dentists offering a free quote on you paying them to haul off their waste.
      yes I'm afraid that this is his main problem... talking to him right now he said that one of his competitors use a particular phrase to introduce the firm to the dentists, so he ask to me what could be done in a similar way.

      I'll try the website, but here the market is really tight... maybe with the email we can have a better result, but I'm not too optimistic.

      P.S.: obviously he CAN'T say what is this magic phrase
      {{ DiscussionBoard.errors[11668863].message }}
  • Profile picture of the author savidge4
    I would suggest changing this up a little... Stop BUYING, and provide a FREE service. Use the information that DWOLFE provided above about US regulations as a guide.

    In the states we have trash bins basically that have "bio hazard" on them, your friend provides the bins, and comes by and collects the contents - providing safe disposal of potentially dangerous or harmful materials - FOR FREE.

    In the States such services as pointed out, require a bunch of red tape and licensing and COST the doctor - your friend could be providing this service for FREE.

    Set yourself into a position that is something like we are licensed, and insured ( and bonded if you can do that ) for the removal of medical waste - FIND a minimal needed license - say Sanitation? that the other guy does NOT have... You are then doing it "Legally" and for FREE and the other guy is not.
    Signature
    Success is an ACT not an idea
    {{ DiscussionBoard.errors[11668903].message }}
    • Profile picture of the author Deflo
      Originally Posted by savidge4 View Post

      I would suggest changing this up a little... Stop BUYING, and provide a FREE service.
      I'm thinking about it, a service complete to 360 degree, but the main problem is still here: how to tell it to the dentists?

      He could say "I want to buy your waste", but it's only a small part of the deal for the dentist, during the phone call he must explain this service and it's not simple to do... lack of time, working, no willingness, etc...

      Do you think that "I want to buy from you" is enough?
      {{ DiscussionBoard.errors[11668942].message }}
      • Profile picture of the author Monetize
        Originally Posted by Deflo View Post

        He could say "I want to buy your waste", but it's only a small part of the deal for the dentist, during the phone call he must explain this service and it's not simple to do... lack of time, working, no willingness, etc...

        Perhaps you and your friend could produce a tutorial video
        and post it to your friend's website and/or email a link to the
        website or the video to the dentists office so that staff can
        watch it whenever it's convenient for them.
        {{ DiscussionBoard.errors[11668995].message }}
  • Profile picture of the author Hearandnow
    "I'm doing a research project about dental waste and hoped you can help me out.."
    {{ DiscussionBoard.errors[11668965].message }}
  • Profile picture of the author Deflo
    Thanks to all of you Guys, I'm still feeling stuck..... this sector is a jungle
    {{ DiscussionBoard.errors[11669035].message }}
  • Profile picture of the author Kay King
    How serious is the competition in his area? How established is the competition? What I'm asking is this --- IS there really a market for this service in the area where your friend operates?


    It's a question that should be addressed - are there enough dentists to support multiple services of this kind....why would a dentist change from one service to another - is the profit potential high enough to support ongoing ads and mailers?
    Signature
    Saving one dog will not change the world - but the world will change forever for that one dog.


    {{ DiscussionBoard.errors[11669036].message }}
  • Profile picture of the author Serene Carmen
    Hi Delfo

    Not sure why you say good education via mail is impossible? Cold email should give him better results than cold calling alone, provided his offer is clear and compelling in the email.

    He could use an email scraping tool like Icy Leads, D7 Lead Finder to scrape email addresses, he could then arrange calls with those leads who respond.
    {{ DiscussionBoard.errors[11669049].message }}
    • Profile picture of the author Deflo
      Originally Posted by Kay King View Post

      How serious is the competition in his area? How established is the competition?
      Yes there are strong competitors, but all of them are using the telemarketing as their main and only source of leads.... in the specialized magazines there are some ads every now and then, but not so effective and above all really expensive in this field.

      Lots of dentists, but they are all the kind of people that follow the price only. The biggest companies here steal the customers each other in every possible ways (often illegal or at least immoral ways, like say: "I'm from The Great Company" when being part of the ZCompany)!

      Originally Posted by Serene Carmen View Post

      Not sure why you say good education via mail is impossible?

      He could use an email scraping tool
      Hi Carmen, well... the category of the dentists in Italy are for the 80% older people (over 50yo) and rely mostly on their customers consolidate over the years... new customers follows like sheeps because "he is really good at work".... little space to newcomers that are young and use email often.

      My friend has all the email addresses of the dentists in his database so we'll try a campaign via mail, but no other company do it..... I doubt that we have found a gold mine, if nobody do it is because that channel isn't good
      {{ DiscussionBoard.errors[11669086].message }}
  • Profile picture of the author Kay King
    You seem to dismiss all the ideas as 'won't work' so not sure where you go from here.


    With a limited customer base and real competition it may be no ONE 'thing' will work well....you may need a full on marketing approach such as....


    1. site explaining full process/service/ benefits both in text and with a to-the-point video


    2. 5x7 postal card introducing your 'new service' - with benefits to dentist listed - with site link and phone contact listed.


    3. a week after mailing - phone calls to that same list - 'I sent Dr XXX information last week - I'm calling to answer any questions he might have'. (May take multiple calls to reach right person)


    4. A second mailing - with full info - benefits - contact - and perhaps a card to send in for 'more information' ....any cards sent would go to the 'call center' to be contacted.


    I don't know if the above would work in Italy - but it's what I would do here. To me, there is no point in selling a product or service if you are not willing to get out there and SELL it . You have to put the name and the idea in front of someone multiple times until it seems 'familiar'....until the dentist wonders if YOU offer more than the competition.


    This would not be a one time promotion - you'd need to repeat it to keep building a customer base. There are options to change it up - to add a coupon or whatever....but you need a full marketing effort to sell something like this (in my opinion).


    Bottom line is - Is there enough profit potential to make this effort worthwhile?
    Signature
    Saving one dog will not change the world - but the world will change forever for that one dog.


    {{ DiscussionBoard.errors[11669117].message }}
    • Profile picture of the author Deflo
      Originally Posted by Kay King View Post

      You seem to dismiss all the ideas as 'won't work' so not sure where you go from here.
      You're absolutely right: I'm scared!

      My fear is not to disappoin my friend...

      Originally Posted by Kay King View Post

      This would not be a one time promotion - you'd need to repeat it to keep building a customer base. There are options to change it up - to add a coupon or whatever....but you need a full marketing effort to sell something like this (in my opinion).

      Bottom line is - Is there enough profit potential to make this effort worthwhile?
      Yes, I must do it... in a way or another
      {{ DiscussionBoard.errors[11669129].message }}
  • Profile picture of the author Monetize
    Your friend might be wise to pursue another business,
    because it seems that he is trying to copy someone
    else's business model, he does not know what he is
    doing, he has no original marketing ideas, and now
    you are feeling trapped and guilty because you can't
    help him.

    Nobody here would think that buying dental waste is
    a good idea unless you are talking about dental gold,
    whose value is questionable.

    Next time a friend asks you to help him market his
    business, follow the universal rule of not mixing
    business with pleasure. A true friend would never
    put you in this type of predicament.
    {{ DiscussionBoard.errors[11669132].message }}
    • Profile picture of the author savidge4
      Originally Posted by Monetize View Post

      Your friend might be wise to pursue another business,
      because it seems that he is trying to copy someone
      else's business model, he does not know what he is
      doing, he has no original marketing ideas, and now
      you are feeling trapped and guilty because you can't
      help him.

      Nobody here would think that buying dental waste is
      a good idea unless you are talking about dental gold,
      whose value is questionable.

      Next time a friend asks you to help him market his
      business, follow the universal rule of not mixing
      business with pleasure. A true friend would never
      put you in this type of predicament.
      #1 why not just search the term before you start saying such things as "Nobody here would think that buying dental waste is a good idea..." there are 95 MILLION matches when searching the term "dental waste" so its not only a "THING" its probably a lucrative one.

      #2 I dont know how much business you have done in Italy... but its NOTHING like what is done in the States.. its ruthless, its cutthroat, it goes far beyond what we in the States would deem legal, and in some industries ( and I suspect this to be one of them ) it can get you killed

      #3 You clearly do not understand the culture of other countries let alone Italy. In Italy... you have "friends" and you call apon them for things like this... much like the Italian community in this country.

      Based on what I have read in this thread the "GUY" is a small fish in what appears to be a rather big pond. He doesnt have the pockets needed to just jump in. The OP has been asked to do a "Favor" ( its what a "GUY" does ) and in accepting the "Favor" the OP is looking to move himself up the ladder as it were... a notch or 2 above you scratch my back, I'll scratch yours.

      I have found this thread to be very interesting. How the OP is answering the questions at hand without playing his hand as it were.

      The only advice at this point, is the OP needs to suggest to his "GUY" that he needs to get out and face to face make these deals... He needs to start where he has an amount of control... in his home town and in close proximity... start small and get larger over time - and try not to step on any toes along the way.

      Best of luck and stay away from fishing trips!
      Signature
      Success is an ACT not an idea
      {{ DiscussionBoard.errors[11669156].message }}
      • Profile picture of the author Monetize
        Originally Posted by savidge4 View Post

        #1 why not just search the term before you start saying such things as "Nobody here would think that buying dental waste is a good idea..." there are 95 MILLION matches when searching the term "dental waste" so its not only a "THING" its probably a lucrative one.

        #2 I dont know how much business you have done in Italy... but its NOTHING like what is done in the States.. its ruthless, its cutthroat, it goes far beyond what we in the States would deem legal, and in some industries ( and I suspect this to be one of them ) it can get you killed

        #3 You clearly do not understand the culture of other countries let alone Italy. In Italy... you have "friends" and you call apon them for things like this... much like the Italian community in this country.

        Based on what I have read in this thread the "GUY" is a small fish in what appears to be a rather big pond. He doesnt have the pockets needed to just jump in. The OP has been asked to do a "Favor" ( its what a "GUY" does ) and in accepting the "Favor" the OP is looking to move himself up the ladder as it were... a notch or 2 above you scratch my back, I'll scratch yours.

        I have found this thread to be very interesting. How the OP is answering the questions at hand without playing his hand as it were.

        The only advice at this point, is the OP needs to suggest to his "GUY" that he needs to get out and face to face make these deals... He needs to start where he has an amount of control... in his home town and in close proximity... start small and get larger over time - and try not to step on any toes along the way.

        Best of luck and stay away from fishing trips!

        I really don't know what your issue is with me but those
        are my thoughts and that's my advice. Why you feel the
        need to pick apart my posts with numbered replies is
        beyond me.

        I don't know of any IM'rs in the dental waste industry.
        Give me a break.

        95 million search results doesn't mean squat. Everybody
        knows that once you get past the first few pages of search
        results you get a bunch of garbage. Have you ever actually
        scrolled through 95 million search results?

        And do me a favor please cease your silly insults about my
        panties being in a wad, it is unprofessional and uncalled for
        on a discussion forum such as this and I shouldn't have to
        put up with it. How about you stop addressing me at all.
        {{ DiscussionBoard.errors[11669162].message }}
        • Profile picture of the author savidge4
          Originally Posted by Monetize View Post

          I really don't know what your issue is with me but those
          are my thoughts and that's my advice. Why you feel the
          need to pick apart my posts with numbered replies is
          beyond me.

          I don't know of any IM'rs in the dental waste industry.
          Give me a break.

          95 million search results doesn't mean squat. Everybody
          knows that once you get past the first few pages of search
          results you get a bunch of garbage. Have you ever actually
          scrolled through 95 million search results?

          And do me a favor please cease your silly insults about my
          panties being in a wad, it is unprofessional and uncalled for
          on a discussion forum such as this and I shouldn't have to
          put up with it. How about you stop addressing me at all.
          Dude... that post was straight up bad and uneducated... I didnt even start on the fact you said "Your friend might be wise to pursue another business, because it seems that he is trying to copy someone else's business model" Thats a classic. I actually didnt bring that line up because it is literally the worst piece of advice I have read in probably YEARS... No don't follow a model that WORKS... make up your own crap and see how it flies.

          My "Problem" is you have a very jaded sense of the world based on YOUR reality... and the cause and effect of that being "shared" with others trying to make things happen is very negative.

          I am sorry you have issues in your life... I am sorry you are not as healthy as you once were... reading between the lines... you have been doing this stuff a long time.. you probably actually bring a good amount of experience and advice to the table... but your letting your present experience dictate a lot of things... might as well have told the guy to not even get out of bed in the morning.

          Im not being hateful... Im just checking negativity
          Signature
          Success is an ACT not an idea
          {{ DiscussionBoard.errors[11669163].message }}
          • Profile picture of the author Monetize
            Originally Posted by savidge4 View Post

            Dude... that post was straight up bad and uneducated... I didnt even start on the fact you said "Your friend might be wise to pursue another business, because it seems that he is trying to copy someone else's business model" Thats a classic. I actually didnt bring that line up because it is literally the worst piece of advice I have read in probably YEARS... No don't follow a model that WORKS... make up your own crap and see how it flies.

            My "Problem" is you have a very jaded sense of the world based on YOUR reality... and the cause and effect of that being "shared" with others trying to make things happen is very negative.

            I am sorry you have issues in your life... I am sorry you are not as healthy as you once were... reading between the lines... you have been doing this stuff a long time.. you probably actually bring a good amount of experience and advice to the table... but your letting your present experience dictate a lot of things... might as well have told the guy to not even get out of bed in the morning.

            Im not being hateful... Im just checking negativity

            You are right. My husband just died a couple of days ago
            and I'm having a bad time. Once again, please do me a
            humongous favor and don't address me.
            {{ DiscussionBoard.errors[11669164].message }}
            • Profile picture of the author savidge4
              Originally Posted by Monetize View Post

              You are right. My husband just died a couple of days ago
              and I'm having a bad time. Once again, please do me a
              humongous favor and don't address me.
              My condolences, At this point in my life I could not imagine losing my Wife or my Son for that matter. I can only imagine what you are going through.
              Signature
              Success is an ACT not an idea
              {{ DiscussionBoard.errors[11669166].message }}
              • Profile picture of the author Monetize
                Originally Posted by savidge4 View Post

                My condolences, At this point in my life I could not imagine losing my Wife or my Son for that matter. I can only imagine what you are going through.

                Thank You.

                He was in his eighties and we were friends for thirty five years.
                He was a wonderful person, an old soldier, Vietnam veteran
                with multiple diseases/ailments so we knew he didn't have long.
                But that doesn't make it any easier. I was trying so hard to get
                us through pandemic, I hoped we'd have a couple more years
                to be together but it wasn't meant to be. He died peacefully in
                his sleep so that's a tiny bit of comfort. Anyway, I will be fine
                and life goes on. Love on your people while you have them.
                {{ DiscussionBoard.errors[11669168].message }}
                • Profile picture of the author Mark Singletary
                  I'm sorry for your loss.

                  Originally Posted by Monetize View Post

                  Love on your people while you have them.
                  That is the best piece of advice I've seen here in a long time. At least I needed to hear it. Thank you for sharing it.

                  I hope you and yours have peace in the coming days as you deal with this loss.

                  Mark
                  {{ DiscussionBoard.errors[11669397].message }}
    • Profile picture of the author DABK
      Sorry about your husband.


      Originally Posted by Monetize View Post

      Your friend might be wise to pursue another business,
      because it seems that he is trying to copy someone
      else's business model, he does not know what he is
      doing, he has no original marketing ideas, and now
      you are feeling trapped and guilty because you can't
      help him.

      Nobody here would think that buying dental waste is
      a good idea
      unless you are talking about dental gold,
      whose value is questionable.

      Next time a friend asks you to help him market his
      business, follow the universal rule of not mixing
      business with pleasure. A true friend would never
      put you in this type of predicament.
      {{ DiscussionBoard.errors[11669284].message }}
  • Profile picture of the author Dan Tran
    It's such a difficult task ever. I think if he can't convince the client in few first second with flexible words, he can hire someone who expertise in Sales to write a script for him to practice for later call.
    {{ DiscussionBoard.errors[11669145].message }}
  • Profile picture of the author savidge4
    Your Welcome

    In his honor, all of the exterior lights to my properties have been changed to Red to signify his Hardiness and Valor... All of my Flags, tomorrow will fly at half mast, and a donation will be made to Fallen Patriots. God Bless your husband, and God Bless you!
    Signature
    Success is an ACT not an idea
    {{ DiscussionBoard.errors[11669181].message }}
    • Profile picture of the author Monetize
      Originally Posted by savidge4 View Post

      Your Welcome

      In his honor, all of the exterior lights to my properties have been changed to Red to signify his Hardiness and Valor... All of my Flags, tomorrow will fly at half mast, and a donation will be made to Fallen Patriots. God Bless your husband, and God Bless you!

      Thank you for this. You have made me cry.
      God bless you and yours as well.
      {{ DiscussionBoard.errors[11669203].message }}
  • Profile picture of the author SashaLee
    Hi there,

    In our experience, getting direct contact with a doctor, dentist or other medical professional is a task for the incurably optimistic. Usually, you deal with the front desk staff - the assistants, the clerks or whatever they call them in Italy.

    Make friends with them - ask THEM if you can put free collection bins in the office and tell them why - and your why needs to cover either convenience for everyone, cost savings for the office, or a profit center for the office. If you can cover all three, you are off to a good start.

    Another avenue to explore is to make alliances with OTHER people who sell to that medical professional. There are people who sell paper products, chemicals, medicines, etc, etc, etc to these offices. Partner with them to get your service into the offices - they are usually on commission (sales) and will gladly accept a few dollars more to promote your service.

    Good luck with it. I'd say drop the phone calls. Too much work for too little reward. Be creative and you'll get better results, IMHO.

    Cheers,

    Sasha.
    {{ DiscussionBoard.errors[11669357].message }}
    • Profile picture of the author Deflo
      Originally Posted by Monetize View Post

      My husband just died a couple of days ago
      and I'm having a bad time.
      Ohh I'm really sorry for your loss, thank you for take the time to help me in this situation!

      Originally Posted by SashaLee View Post

      In our experience, getting direct contact with a doctor, dentist or other medical professional is a task for the incurably optimistic. Usually, you deal with the front desk staff - the assistants, the clerks or whatever they call them in Italy.

      Make friends with them - ask THEM if you can put free collection bins in the office and tell them why - and your why needs to cover either convenience for everyone, cost savings for the office, or a profit center for the office. If you can cover all three, you are off to a good start.

      Good luck with it. I'd say drop the phone calls. Too much work for too little reward. Be creative and you'll get better results, IMHO.
      Yes, he's facing these kind of problem right now! We're exploring partnership with other businesses, this could be a solution....

      The last advice is impossible to follow: the phone calls are his main source of leads till now
      {{ DiscussionBoard.errors[11669702].message }}
Avatar of Unregistered

Trending Topics