Cold Call Rejections

14 years ago

I made it a personal goal to call 5 doctors/dentists per day to start a little side business for web design for medical professionals.

You've identified a market, and that's important. You don't want to start jumping around in the beginning. By having focus in one market you'll start to understand their terminology and what is important to them.

I called 5 today with not too much luck.

5 calls? Seriously, that's not even 15 minutes.

I realize 5 calls isn't really enough to determine anything, but was wondering if anybody has any tips for convincing medical professionals they need websites over the phone.

Let's turn that around on you. Why do YOU think they should have a web site? Just off the top of my head I can think of 3 very good reasons that would at least get them to think about it and I don't sell websites or deal with the medical profession.

In most cases I was speaking to the office manager or a nurse, one time did I get on the phone with the actual doctor.

I think it's great that you took action and got on the phone. Now you need to formulate a plan, outline a script so you know what you're going to say, then get back on the phone.

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highlander11

14 years ago

Hey,

In the past I did some work for a marketing company that was trying to get nurses, doctors, hosptial adminstrators, and pharamicist to particapate in focus groups.

Basically we sent out faxs to all the offices, then I called them and left messages on voicemails or with assistants. It wasn't that hard to get a hold of nurses, admins, or pharmacist as it was doctors. Doctors would likely call back later in the day.

What I would recommend is creating a list in excel with all the offices you want to target, then create colums for doctors, nurses, employee's etc...

Then you want to create a fax flyer to send.

The strategy I suggest is call to try to talk to someone, however, you want to be ready to leave a message and or get the fax number and send them a fax or maybe email.

Unlike other businesses, doctors offices have a very good reason they don't want to talk to you. They are saving lives, so when you call them have the tone that you understand that and just leave your info as opposed to being pushy.

However, on the flip side there is a ton of cash flow that goes through one office so you have a good niche. You can also buy lists. You can outsource the calls (ask others for that), and you can do efax for about $8 a month.

(I typed this kind of fast respond with follow up questions)

Thanks
2 replies

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reactiontm 14 years ago

Originally Posted by highlander11

Then you want to create a fax flyer to send. )

Unsolicited?

Without permission?

You sure about that?

The penalties for this are a bit stiff.
- Thanks
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HypeText

14 years ago

Originally Posted by highlander11

Hey,

In the past I did some work for a marketing company that was trying to get nurses, doctors, hosptial adminstrators, and pharamicist to particapate in focus groups.

Basically we sent out faxs to all the offices, then I called them and left messages on voicemails or with assistants. It wasn't that hard to get a hold of nurses, admins, or pharmacist as it was doctors. Doctors would likely call back later in the day.

What I would recommend is creating a list in excel with all the offices you want to target, then create colums for doctors, nurses, employee's etc...

Then you want to create a fax flyer to send.

The strategy I suggest is call to try to talk to someone, however, you want to be ready to leave a message and or get the fax number and send them a fax or maybe email.

Unlike other businesses, doctors offices have a very good reason they don't want to talk to you. They are saving lives, so when you call them have the tone that you understand that and just leave your info as opposed to being pushy.

However, on the flip side there is a ton of cash flow that goes through one office so you have a good niche. You can also buy lists. You can outsource the calls (ask others for that), and you can do efax for about $8 a month.

(I typed this kind of fast respond with follow up questions)

Fax Blasting has been Illegal in the US for Years...

Thanks
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highlander11 14 years ago

That's what the marketing company had me do. I must have sent 100s and company probably sent 1000s. I guess they never had a problem and it was a well established company. Some reason the doctor offices preferred fax.

If you are concerned call and ask them what is the preferred method to leave information and offer to fax something or what they recommend.

(not saying my method is the most advance and cutting edge, but it worked and others have done it who worked for that marketing company)
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Jason Kanigan

14 years ago

Perhaps you don't have to convince them they need a website.

Perhaps you can uncover their reasons for needing one.

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ronr

14 years ago

In this day and age, if someone doesn't think they need a website, it's a pretty tough sell in my opinion.

Thanks
2 replies

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kenmichaels

14 years ago

Originally Posted by ronr

In this day and age, if someone doesn't think they need a website, it's a pretty tough sell in my opinion.

IMHO ron that completely depends on the reason that they "think they don't need one".

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ronr

14 years ago

Ok Ken, I'd have to agree. If are a real salesman and can get them to tell you, you have a shot. If you are like me and aren't, then move on to lower hanging fruit.

Originally Posted by kenmichaels

IMHO ron that completely depends on the reason that they "think they don't need one".

Thanks
2 replies

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TheCG

14 years ago

Originally Posted by ronr

Ok Ken, I'd have to agree. If are a real salesman and can get them to tell you, you have a shot. If you are like me and aren't, then move on to lower hanging fruit.

I agree. I don't want to be a salesman. I want to push through to the ones that don't require me going down a rabbit hole to make them see the benefit of having a website or Google Places or whatever it is they need.

No, you say? Fine with me. Next!

Some will, some won't, so what, someone's waiting!

Low hanging fruit is where it's at.

Thanks
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kenmichaels

14 years ago

Originally Posted by TheCG

I agree. I don't want to be a salesman. I want to push through to the ones that don't require me going down a rabbit hole to make them see the benefit of having a website or Google Places or whatever it is they need.

No, you say? Fine with me. Next!

Some will, some won't, so what, someone's waiting!

Low hanging fruit is where it's at.

I understand what your saying, and i bet a LOT of people agree with you,
specially on this forum.

But i want you to think about some thing for a minute.

You are already selling stuff to people. therefore you ARE a sale person.

to me, based on what your said. ( no offense intended )

your not saying "I don't want to be a salesman"

your saying, "I don't want to be a GOOD salesman."

and that in and of itself is fine, it of course is your decision on how you want run your business, i know a lot of people that just go for the low hanging fruit.... they do well.

but think about this for one more minute,

if your just going for the easy sales, then you would think that its just a numbers game, more contacts , more sales...

good in theory.. however,

to do what you want, and to do it consistently, you have to learn the
"tells" of the easy sales, you have to learn when a question they ask says to you, i can sell this guy , or jeaz this will be a battle, i need to let him go.

Well, learning how to that... that is sales, that is the beginning of learning how to not just be a salesperson, but how to be a GOOD sales person.

may many people start off in sales saying, "i don't want to work at it". i want to make the easy sales, so i can make money.

that's fine, if you stick to it, which only a small percentage do, you will evolve. its natural, you cant help it, so you might as well embrace it.

speaking of embracing things,

in the beginning people don't want the stigma of being called a salesman.
then as they learn there craft they become proud and yell

I AM A SALESMAN from the rooftops....

( the roof top is an exaggeration, but you get the idea )

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TheCG

14 years ago

Originally Posted by kenmichaels

I understand what your saying, and i bet a LOT of people agree with you,
specially on this forum.

But i want you to think about some thing for a minute.

You are already selling stuff to people. therefore you ARE a sale person.

to me, based on what your said. ( no offense intended )

your not saying "I don't want to be a salesman"

your saying, "I don't want to be a GOOD salesman."

and that in and of itself is fine, it of course is your decision on how you want run your business, i know a lot of people that just go for the low hanging fruit.... they do well.

but think about this for one more minute,

if your just going for the easy sales, then you would think that its just a numbers game, more contacts , more sales...

good in theory.. however,

to do what you want, and to do it consistently, you have to learn the
"tells" of the easy sales, you have to learn when a question they ask says to you, i can sell this guy , or jeaz this will be a battle, i need to let him go.

Well, learning how to that... that is sales, that is the beginning of learning how to not just be a salesperson, but how to be a GOOD sales person.

may many people start off in sales saying, "i don't want to work at it". i want to make the easy sales, so i can make money.

that's fine, if you stick to it, which only a small percentage do, you will evolve. its natural, you cant help it, so you might as well embrace it.

speaking of embracing things,

in the beginning people don't want the stigma of being called a salesman.
then as they learn there craft they become proud and yell

I AM A SALESMAN from the rooftops....

( the roof top is an exaggeration, but you get the idea )

That is exactly what I mean. At this point I don't want to have to "work prospects over" so to speak. I want to identlfy the ones that will benefit from having the widget I am offering and will at least show some interest when I call with it.

Now at some point in the future, after I have mastered the art of kicking their "buts" (haha....get it?) I am sure it will become more of a game and might actually seem like fun but for now, I just want to dial my 400 to speak to my 100 and get my 1-3 sales.

Easy peasy...

Thanks

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kenmichaels

14 years ago

Originally Posted by ronr

Ok Ken, I'd have to agree. If are a real salesman and can get them to tell you, you have a shot. If you are like me and aren't, then move on to lower hanging fruit.

If you are who i think you are, i have talked to you .... and you have a voice
that belongs on the radio. Any body that has that type of voice control,

has what it takes to be a super star.

they can sell their a** off with out hardly trying.

I don't have that ... im envious, i have to constantly pay attention
to how i sound....

Thanks

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rushindo 14 years ago

Originally Posted by kenmichaels

IMHO ron that completely depends on the reason that they "think they don't need one".

I agree. There are many businesses that don't "need" a websites, no matter how much we may want them to need one.

Anthmyers, you picked one of the toughest niches to cold call, but a profitable one. Good luck.
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- kenmichaels 14 years ago
  
  Originally Posted by rushindo
  
  I agree. There are many businesses that don't "need" a websites, no matter how much we may want them to need one.
  
  Your 100% correct, there are definitely certian types of business that
  don't need a website, and having one won't help them financially in any way.
  
  One of 2 things to do about it.
  
  A, identify the types, and DON'T call them.
  
  B) sell them based off of vanity, or competitor envy
  
  --- if you want upsells later, A is the better choice.
  
  --- if a slam bamm, thank you mam is your thing. B)
  
  Thanks
  
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iAmNameLess 14 years ago

Originally Posted by ronr

In this day and age, if someone doesn't think they need a website, it's a pretty tough sell in my opinion.

Yeah I agree... a lot of beginners go for those who don't have a website. That is the toughest sell... it's much easier to sell a higher quality website or redesign for someone who already understands the value!
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terip 14 years ago

Originally Posted by kaniganj

Perhaps you don't have to convince them they need a website.

Perhaps you can uncover their reasons for needing one.

This is so true. You don't need to actually convince a prospect that they need your product/service, you just need to uncover their needing it. To do that, ask.. ask... ask...

Don't be afraid to ask probing and qualifying questions. If done right, you might get that sale you're looking for. Good luck
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Joshuazak

14 years ago

How to break away the 'fears of rejections' from sales cold calls?

I am starting a new job, doing telemarketings and cold calls to potential customers. However, I also have this fear of being rejected.

Thanks
1 reply

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TheCG

14 years ago

Originally Posted by Joshuazak

How to break away the 'fears of rejections' from sales cold calls?

I am starting a new job, doing telemarketings and cold calls to potential customers. However, I also have this fear of being rejected.

Mmmmmmmm......I smell a canned pork shoulder and ham product.

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los s

14 years ago

Originally Posted by anthmyers

I made it a personal goal to call 5 doctors/dentists per day to start a little side business for web design for medical professionals.

I called 5 today with not too much luck.

I realize 5 calls isn't really enough to determine anything, but was wondering if anybody has any tips for convincing medical professionals they need websites over the phone.

In most cases I was speaking to the office manager or a nurse, one time did I get on the phone with the actual doctor.

5 calls is nothing you need to be doing 40 min

Thanks

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anthmyers

14 years ago

I called 15 today.

I don't know why people are afraid to call, I feel like I make for an awesome conversation. I get a lot of the nurses/office manager's to laugh and talk to me like a normal person.

However, of those 15 calls I only got 1 person to POSSIBLY schedule a meeting. Here's how it went...

Office manager: Hi, you've reached Dr.So and So's office
Me: Hi, my name is Anthony, may I ask who I am speaking with?
Office manager: This is Sally, who did you want to speak with
Me: Well, you sound friendly, so I think I'll stick with you Sally

Sally: Haha, thank you, what can I help you with today?
Me: I was curious, does Dr.SoandSo currently have a website for his practice?
Sally: No, actually he doesn't, I'm sorry that we can't be found on the web at this time.
Me: Well, I'm actually calling because I am a local web designer that helps medical professionals get online exposure to more potential patients. If you think that's something the doctor would be interested in do you think we could schedule a time that I could come speak to him?
Sally: I think he just might be interested in that, however, he's with a patient right now, could you call back tomorrow?
Me: Sure, do you think you could make a note with my name and information so when I call back the doctor knows who I am?
Sally: Sure!

End.

How'd I do?

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Jason Kanigan

14 years ago

Originally Posted by anthmyers

I called 15 today.

I don't know why people are afraid to call, I feel like I make for an awesome conversation. I get a lot of the nurses/office manager's to laugh and talk to me like a normal person.

However, of those 15 calls I only got 1 person to POSSIBLY schedule a meeting. Here's how it went...

Office manager: Hi, you've reached Dr.So and So's office
Me: Hi, my name is Anthony, may I ask who I am speaking with?
Office manager: This is Sally, who did you want to speak with
Me: Well, you sound friendly, so I think I'll stick with you Sally

Sally: Haha, thank you, what can I help you with today?
Me: I was curious, does Dr.SoandSo currently have a website for his practice?
Sally: No, actually he doesn't, I'm sorry that we can't be found on the web at this time.
Me: Well, I'm actually calling because I am a local web designer that helps medical professionals get online exposure to more potential patients. If you think that's something the doctor would be interested in do you think we could schedule a time that I could come speak to him?
Sally: I think he just might be interested in that, however, he's with a patient right now, could you call back tomorrow?
Me: Sure, do you think you could make a note with my name and information so when I call back the doctor knows who I am?
Sally: Sure!

End.

How'd I do?

OK.

Next time try to get a "best time to call back."

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Cold Call Rejections

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